Director, Field Business Enablement

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 Field Business Enablement is a leader that accelerates the performance of the Sales teams by overseeing a range of responsibilities that strengthen field execution with headquarter support. The Director leads a team of Field Business Partners (FBPs) who are subject matter experts in their region and customer segments and are collaborative partners with the Field Vice Presidents (FVPs). The Director shapes the team’s development, regional planning, execution and sharing of best practices on a range of topics including business planning, capability building, field analytics, coaching and tools adoption, among others. The role also partners closely with key HQ teams, incl. Marketing, I&A, Digital/Data/Tech, Trade and others, to ensure the field needs are considered with early input in the design of strategies and execution plans. The Director reports to the Head of Commercial Enablement and collaborates closely with the Sales Leadership team.

RESPONSIBILITIES:

Strategic Leadership and Business Performance

• Partner with FVPs to define and ensure strong business plans are in place with objectives and KPIs. Support the development of Business Reviews with core content & framework to illustrate areas of strong business performance and key opportunities

• Lead the FBPs to identify trends in market/portfolio performance and field team capabilities and escalate common themes to Sales and Commercial Enablement leaders to inform action planning and capabilities programs

• Leverage and share best practices across regions to maximize national performance, e.g. customer planning, territory analytics, coaching approaches, Ways of Working across field teams, among others

• Lead discussions at Sales Leadership team meetings and cross-functional venues to highlight drivers of strong performance and enhancement opportunities

• Identify and champion Sales team needs to advance initiatives with headquarters teams to evolve data, tools, capabilities support, process improvement and marketing content

• Ensure the FBP team represents the field team’s needs on emerging business issues

Build, Coach, and Develop High-Performing Teams:

• Position and develop the FBP team to meet the core role requirements while maximizing individual skills & capabilities in a broad role

• Build a high-performance culture through recruitment, retaining/recognizing top talent and capabilities building

• Establish clear objectives, routine reviews/coaching and performance differentiation

• Provide guidance and career development for the FBP team and key talent in the Sales organization.

• Build a pipeline of talent by working with Field and VBU leaders and enterprise-wide teams

• Conduct field visits to inform organizational priorities and help Field leadership evolve their team development and business plans

Cross-Functional Collaboration and Enterprise-wide management:

• Play a key role in informing the evolution of key topics impacting the field teams, e.g. IC plans, alignments & targeting, utilization of remote and flex resources (e.g. Syneos)

• Partner with Insights and Analytics, Sales Enablement and Digital/Tech teams to improve data integrity and digital and field enablement tools

• Work closely with HQ leaders for consolidated field and market/segment insights and ad hoc reviews

Performance Management and Execution Discipline:

• Partner with Sales and HR leader to evolve the talent review and development process

• Clearly establish, monitor and manage team performance using KPIs and data-driven insights, ensuring effective execution and timely interventions.

• Work with Sales leaders to organize structured business reviews and field performance discussions

• Ensure all CE teams meet GSK’s standards for quality, integrity, and compliance

Organizational Leadership and Culture:

• 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

• Drive objectives setting, talent reviews and coaching discussions within the team

• Ensure the team completes field visits for a first-hand view into customer and field needs

BASIC QUALIFICATIONS:

• Bachelor’s degree

• Minimum 5 years of biopharmaceutical experience

• 2+ years leading teams directly

• Experience leading at least 2 of the following: business planning, training/coaching, field analytics, incentive compensation or other field enablement initiatives in an account based B2B environment

• Deep knowledge of vaccines environment and external stakeholders, market levers, and influencers in the Private and Public sector to inform sales strategy (Medicare Part B/D, VFC program, etc.)

• Experience developing, executing and measuring success with HCPs, accounts and HS customers

PREFERRED QUALIFICATIONS:

• MBA or other advanced degree

• Breadth of experience in functions that partner with sales teams, e.g. Marketing, Contracting, Trade

• Experience in leading matrixed teams and large initiatives

• Proven track record in upskilling sales teams or field support teams

KEY SKILLS/COMPETENCIES:

• Advanced business acumen and analytical skills to assess market/performance trends and diagnose opportunities

• Ability to proactively identify opportunities and drive recommendations for timely resolution

• Superior ability to motivate HQ leaders and matrixed teams to drive initiatives and evolve WoW

• Exceptional communication, presentation & influencing skills to work with large customers

• Ability to set and translate strategy to operational priorities

• Self-directed with the ability to rapidly adapt and lead others in a shifting environment

• Impact and influence with Sales leaders to mobilize action plans

LOCATION: This may be a field-based or headquarters-based position with up to 30% of travel time.

#LI-GSK

Please visit  GSK US Benefits Summary to learn more about the comprehensive benefits program GSK offers US employees.

Why GSK?

Uniting science, technology and talent to get ahead of disease together.

GSK is a global biopharma company with a purpose to unite science, technology and talent to get ahead of disease together. We aim to positively impact the health of 2.5 billion people by the end of the decade, as a successful, growing company where people can thrive. We get ahead of disease by preventing and treating it with innovation in specialty medicines and vaccines. We focus on four therapeutic areas: respiratory, immunology and inflammation; oncology; HIV; and infectious diseases – to impact health at scale.

People and patients around the world count on the medicines and vaccines we make, so we’re committed to creating an environment where our people can thrive and focus on what matters most. Our culture of being ambitious for patients, accountable for impact and doing the right thing is the foundation for how, together, we deliver for patients, shareholders and our people.

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