Business Unit Head HIV (Commercial Manager)

  • Full time
  • Prague
  • Posted 2 weeks ago


Job Purpose

To maximize the business opportunity in HIV area ensuring best execution of GSK strategies through direct customer interactions, local marketing leadership of portfolio, appropriate investment of resources and the management, leadership and coaching of a Commercial manager

As a leader, the BUH shall at an advanced level:

  • Translate strategy into action and align strategy with goal-setting, execution and performance measurement for a portfolio of brands
  • Connecting with others by building trust, coaching, persuading and giving feedback
  • Develop and build cross organizational capability, developing employees, and taking responsibility for personal development
  • Be driving performance and accountability in the HIV team and also outside of own area
  • Key Responsibilities

  • Lead small commercial HIV team to deliver performance and expected results by leading marketing activities and providing direction, coaching and mentoring
  • Driving key account management execution, setting the standards (aligned with above country expectations) manage performance and coaching including a commercial manager role
  • Coordinate business planning process in order to deliver high quality Business Plans, lead x-functional team to develop Operational plan, provide leadership to a Commercial manager
  • Lead the marketing strategy and execution for the HIV portfolio in a hands on role.
  • Monitor execution, call out issues based on data, challenge and support x-functional team to deliver the best results
  • Ensure all Launch Excellence elements in place; actively involve Market Access team and contribute to MA strategy, provide inputs to LE process above country level
  • Prepare assumptions for financial update in cooperation with SFPs, work with Commercial Directors to ensure assumptions are aligned with strategic expectations
  • Driving Pricing strategies and local commercial policy, 
  • Engaging relevant stakeholders to get support for the local team, present local TA business when needed
  • Engage with key customers as appropriate including active member of the XF team responsible for EE planning and play active part in engaging EEs linked to relevant projects/initiatives
  • Lead pre-DRM for given brands, ensure robust volume forecasting
  • Owner of Performance review meeting for HIV, ensure all inputs from direct reports as well as x-functional team (i.e. Medical) are in place
  • Actively address performance issues, gain support from different sources as needed to prepare and execute course correction plans
  • Accountable for Global-Local KPIs delivery locally
  • As a member of local management team, actively contributes to local operating company decision making, risk management and governance
  • Be knowledgeable of local legislation and GSK compliance standards and fully comply with them particularly in the area of Advertising and Promotion
  • Requirements:

  • University degree in Science, Medical or Commercial (Preferably pharmacy/bio /medicine / commercial / marketing)
  • Fluent English and native Czech language knowledge
  • Substantial commercial knowledge required to evaluate business opportunities, financial viability of commercial strategies and to generate insights from medical & market access environment
  • Solid Commercial Experience in managerial roles (sales and marketing)
  • Proven track record in effective team management and engagement.
  • Proven track-record in effective customer engagement and communication
  • Basic ADP knowledge
  • A strong track record in execution of commercial strategies and campaigns successfully is required in order to drive performance and to manage and coach the team successfully
  • Continuous and effective coaching of commercial manager
  • Oversight and management of brand performance reviews & corrective action requires ADP know-how.
  • Comply with local legislation and corporate compliance standards in advertising and promotion; take active role in managing Commercial practice and ABAC risks according to the GSK Internal Controls Framework
  • Hands on approach
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