Director, Sales Enablement, Vaccines

GSK•Philadelphia, PA

22h•Hybrid

About The Position

For more than 140 years, GSK has pioneered novel research methods and technologies to help protect people from infectious diseases. Our vaccines portfolio of more than 20 marketed vaccines is the broadest in the industry, helping to protect people throughout their lives. We believe prevention, at scale and for impact, is the best health investment for society, patients, and the economy. Vaccine-preventable diseases are a significant burden on society and healthcare systems; approximately $1 trillion in productivity is lost each year due to preventable conditions. This includes the impact from the 330,000 older adults hospitalized globally each year with RSV, the approximately 1 in 3 people who will develop shingles in their lifetime and the 3-11% of people infected with seasonal influenza each year. Our portfolio will reach over 1 billion people globally this decade. Each year, about 40% of children globally receive a GSK vaccine and GSK is well-placed to lead in the growing adult immunization market. GSK’s US vaccines business is designed to support the unique needs of the customer base in the given geography. There are multiple customer-facing roles, each with unique customers/call points, but all dependent upon a high degree of collaboration. Position Summary The Director of Sales Enablement (DSE) is a leadership role responsible for leading strategic initiatives and critical operational processes. The DSE reports directly to the Head of Commercial Enablement and is a key member of the Enablement team and represents the team on cross-functional initiatives. The role collaborates with Sales leaders to proactively define field force opportunities for excellence in execution and represents the needs to the Vaccines Business Unit (VBU) and the broader cross-functional organization. The DSE proactively identifies and dries organizational priorities to continuously enhance our sales force effectiveness and deliver on our portfolio goals and strategy. In this capacity, the DSE leads Sales Enablement team on strategic and operational topics including but not limited to internal & contract field force resourcing and establishment of organizational processes to support optimal Field team effectiveness. The role also centralizes VBU input on digital & CRM solutions, data quality evolution and incentive compensation design among other critical topics. The role works closely with key partners such as Marketing, Insights & Analytics (I&A), Digital & Technology (DDT), among others. In this capacity, the role utilizes intimate knowledge of the vaccines business and partners with Regional Sales and Account Management leaders to provide expert input on the design organizational solutions and processes to meet the VBU portfolio’s specific needs.

Requirements

Bachelor’s degree
5+ years of Sales and/or Marketing Operations, Sales or Marketing in a pharmaceutical organization
2+ years leading Sales/Marketing Operations, Sales or Marketing teams
Practical experience with driving at least one of the following: Sales force resourcing/structure, Training, Incentive Compensation, developing/measuring success with HCPs, accounts and health systems
Some knowledge of vaccines business and market levers in order to inform sales execution

Nice To Haves

MBA or other advanced degree
2+ years’ experience in a management/headquarters/global role
Advanced business acumen and analytical skills to diagnose opportunities
Ability to proactively identify opportunities and drive recommendations for timely resolution
Superior ability to motivate matrixed teams to drive initiatives and evolve WoW
Exceptional communication and presentation skills
Ability to translate strategy to operational priorities
Self-directed with the ability to rapidly adapt and lead others in a shifting environment

Responsibilities

Lead the Sales Enablement team with end-to-end accountability
Drive and evolve the sales and marketing POA planning cycle for well-coordinated touchpoints (incl. ownership of National Sales meetings) and content delivery that maximizes execution by field team
Support the design and effective deployment of enablers and solutions for and impacting the Field teams’ execution (e.g. Digital/CRM, KPIs/metrics, Customer Master data)
Lead field resourcing assessments to ensure alignment with portfolio priorities (incl. vacancy impact analyses)
Lead the Vaccines Business Unit and external resource vendor (i.e. Syneos) relationship
Prioritize all direction and requests from headquarters, focusing on the most important and with input from multiple stakeholders (incl. Marketing, Enterprise functions, etc.)
Partner with Field leaders and I&A to define field KPIs and metrics, and ensure capable analytic support
Partner with field leads to proactively identify opportunities to enhance Field team performance
Lead the coordinated efforts on Incentive Compensation (IC) planning, including the IC subcommittee on key considerations and critical adjustment
Manage the Regional Administrative team for effective support of the field leadership team
Build a high-performance culture through recruitment, retaining top talent and capabilities training
Establish clear objectives, routine reviews/coaching and performance differentiation
Guide and develop the Sales Enablement (SE) team and key talent in the Commercial Enablement team
Build a pipeline of SE team talent by working with Field and VBU leaders and enterprise-wide teams
Conduct field visits to inform organizational priorities
Lead field initiatives and ensure cross-functional partners have a clear view of field execution priorities
Partner with I&A and DDT teams to design and deploy solutions (e.g. Digital, Customer Master)
Partnership with Marketing and other functions on the POA cycle evolution
Work closely with HQ leaders for consolidated field and market insights and reviews
Facilitate interaction with key enterprise teams for alignment on key topics (OPAS, Medical, etc.)
Partner with the Commercial Enablement leadership team and HR to ensure a robust talent management and development process
Monitor and manage team performance with routine guidance and 1-1s
Ensure all SE team members meet GSK’s standards for quality, integrity, and compliance
Act as a role model for GSK’s values, expectations, and leadership behaviors across internal and external stakeholders
Drive a culture of innovation, agility, enterprise thinking and digital leadership
Provide strategic leadership during competitor launches and other market events; Ensure rapid field readiness and clear communication
Manage budgets targets and vendor performance assessments
Drive objectives setting, talent reviews and coaching within the Commercial Enablement team
Ensure the Sales Enablement team completes all required training and meets compliance guidelines