Regional Expert Sales Manager

Regional Expert Sales Manager - Central Region - Birmingham to Manchester

Team Size: 10/11 Dental Territory Managers

Products: Oral Hygiene products - Sensodyne, Corsodyl, Aquafresh etc.

Customers: Dental Professionals

Job Purpose:
• The GlaxoSmithKline ‘HCP Sales team’s purpose is to achieve ‘World Class go to Market’ goals by delivering our key clinical messages for prioritised brands to the ‘Expert’ Sales channel. This encompasses Dental and Pharmacy Healthcare Professionals.

• The Regional HCP Sales Manager’s role purpose within GSK Field Team is primarily one of recruitment, people development, leadership and direction of a field based team of HCP Territory Managers and Field Coaches.

• As a first line leader, coaching, motivation and development of the team is a critical aspect of this role. Hence, this role requires an individual who has exceptional interpersonal skills, great enthusiasm for driving a team forward and a natural keenness to develop fellow colleagues to reach their full potential so that they can deliver a competitive advantage for our products.

Scope of Responsibility:
• Strategic Planning:
- To appropriately prioritise and enable effective targeting and segmentation of customers via effective CRM and territory management.
- Work with Channel Director and key internal stakeholders to shape and deliver future Expert Sales and Marketing strategy.
- To be able to analyse complex data and other territory information.
- Exceptional interpersonal, communication and facilitation skills internally and externally.
- Contribution to cross functional group and project work.
- Good at problem solving with a solutions based ‘can do’ approach to issue management and conflict.
- Understands and demonstrates good time management practice.
- Strong sense of urgency, clearly accountable for achievements of self & others by demonstrating the high performing behaviour of ‘enabling and driving change’.
• Customer Contact:
- To be able to effectively communicate campaign activities and requirements to all team members and ensure perfect execution of these with the area.
- Demonstrate leadership and in depth knowledge of how team members execute HCP education and endorsement, display, merchandising, product launches and distribution.
• Measurement & Achievement:
- Taking leadership for the delivery of all core performance objectives, metrics, and targets via effective empowerment of individuals within the area team.

Core competencies:
Customer Driven
• Good understanding and credibility to work cross functionally across multiple organisations, with the addition of being able to effectively communicate plans to multiple stakeholders in order to drive category performance.
• Always engaging the customer and consumer in the decision making process, by taking initiative and the time to truly gain in depth- insights and use this to construct sound business propositions that create ‘win-win’ solutions for both parties.

Building relationships:
• Taking the time to engage and collaborate closely with customers and the team on their needs, ideas and thoughts for delivering profit enhancing actions that bring real benefit to both parties.

Developing people
• Continuously searching for a variety of ways to develop the self and wider team by acting as a coach, mentor and teacher to help support individuals to learn, grow and develop.
• Providing regular, quality feedback so that others can learn, grow and understand how best to achieve success for the self and the team.

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