Senior Director, Field Strategy & Operations

Company: GlaxoSmithKline
Location: Durham
Posted on: March 17, 2023

Job Description:

Site Name: Durham Blackwell StreetPosted Date: Jan 6 2023*IF YOU JOIN VIIV HEALTHCARE, YOU ARE ALSO A GSK EMPLOYER, RECEIVING 100% OF GSK'S VERY ATTRACTIVE TOTAL REWARDS & BENEFITS!*THIS IS A HEADQUARTERS ROLE TO BE BASED OUT OF RTP, NC. A FULL RELOCATION PACKAGE WILL BE PROVIDED TO THE SUCCESSFUL CANDIDATEViiV Healthcare is a global specialist HIV company, the only one that is 100% focused on researching and delivering new medicines for people living with, and at risk for, HIV. ViiV Healthcare is highly mission-driven in our unrelenting commitment to being a trusted partner for all people living with and affected by HIV. Our aim is to think, act, and connect differently through a focus on education on and treatment for HIV. We go to extraordinary lengths to deliver the sorts of breakthroughs, both in treatments, care solutions and working with communities, that really count. We go beyond the boundaries of medicine by taking a holistic approach to HIV through developing and supporting sustainable community programs and improving access to care. We are fully committed to push through every challenge until HIV/AIDS is eradicated. ViiV Healthcare has played a significant part in delivering breakthroughs that have turned HIV into a manageable health condition. We offer the largest portfolio of HIV medicines available anywhere, and we continue our work to cater for the widest possible range of needs in response to the HIV epidemic.We are aware of how much is at stake for those affected by HIV and we show up every day 100% committed to the patients. Our work culture is fast-paced, diverse, inclusive, competitive, and caring. But ViiV Healthcare isn't just somewhere to work - it's a place to belong, an invitation to bring your very best, and a team full of impact-driven team members who are hungry to make a difference.While we have been improving lives of HIV patients for 30 years, this is an especially exciting time to be at ViiV Healthcare, as we evaluate novel approaches to treatment and prevention that could further reduce the impact of HIV on individuals and communities.As the Senior Director, Field Strategy & Operations, you will have 6 direct reports.Scope of Role

• Lead innovative projects to streamline sales operations and transform the organization to accelerate ViiV portfolio utilization
• Lead on national workstreams developing solutions and implementing national/ sub-national plans to address current and future challenges of sales force effectiveness, deployment, sales processes, and engagement.
• Responsible for leading team focused on all aspects of the go-to market strategies that align to franchise to drive sales performance, driving greater operational efficiencies to drive productivity, and align incentive compensation to maximize engagement and results
• Serve as lead with CSO to derive innovative solutions to field deployment while address market dynamics
• Responsible for developing potential solutions and implementing forward looking national and sub-national plans that will enable Sales VP, AVPs and their sales leadership teams to deliver sales strategies, build engagement, build customer trust, and optimize sales force effectiveness and competitiveness.
• Serve as key member of the Operation Committee
• Leads the devising insights and solutions to address findings from key market research (STEM/ATU/Marketing Mix) to increase competencies and overall sales force effectiveness
• Partner closely with the Insights & Analytics team to devise strategies to implement key insights to improve selling strategies, execution, and performance for the full portfolio
• Plays integral role on leadership team to develop implementation plans based on brand and sales strategy, customer and competitor understanding, market dynamics and competitive understanding. Anticipates and highlights emerging problems, misalignments and barriers and proactively mitigates or removes them, manages interdependencies with cross matrix functions, and ensures aligned execution of business strategies.
• The individual in this role would work closely with marketing, insights and analytics, sales leadership, enterprise operations, human resources, IT to identify opportunities and challenges to drive business success, ensure sales needs are being met, to proactively remove barriers to field execution, and to influence stakeholders' future plans to meet the dynamic market and evolving field organization and drive greater sales success.
• Establishes credibility as trusted consultant and business partner for the sales VP and Sales AVPs in alignment with MMDs and Director of Ops and IC. Consults with Sales VP regularly about national business and plans, frequently to discuss performance of the business and consult on business opportunities and AVPs often to share plans and recommendations and to gain an understanding of sector dynamics, barriers and develop plans based on market and leader insights.
• Approximately 80% of time is spent on forward looking opportunities and strategically planning for implementation and execution and 20% on current execution and removal of existing barriers.Key Responsibilities
  • Lead on national and sector workstreams developing solutions and implementing national/ sub-national plans to address current and future challenges of sales force effectiveness, deployment, sales processes, and engagement.
  • Take a lead role with Sales leadership, marketing, sales analytics related to planning field deployment, executing resource allocation and optimization, KPI achievement and ensuring alignment of initiatives and activities to enterprise priorities. Includes representing business on key marketing partnership teams, enterprise, and business unit project teams.
  • Develops operational plans and sales execution plans to deliver on USP strategic priorities, to build plans for implementation of sales analytics recommendations, to measure execution and drive measurable business results with a mindset of continuous improvement. Plans are aligned to optimizing sales force effectiveness, competitiveness and ensuring greater business success.
  • Responsible for engaging and influencing Sales VP and sales leadership teams to support decision making and driving accountability within in their organizations.
  • Responsible for influencing and engaging headquarters leaders across marketing, Insights & Analytics, Finance, Human Resources, Compliance, and IT to inform decision making and represent the needs and position of the field organization with stakeholders.
  • Lead field diagnostic initiatives to best identify best practices/behaviors that delivery customer value and growth (i.e., pull-through, tool / resource utilization, etc). This includes identification, evaluation for scalability with matrix team, building implementation / communication plans and embedding the behavior in the organization.
  • Enables and embeds leadership narrative in coordination with Communications and other matrix partners. Ensures fierce alignment to ViiV US strategies, Brand strategies, and Area level strategies. Always using communication to align teams pull through brand and cultural strategies and initiatives.
  • Plays integral role on leadership team to develop implementation/execution plans based on brand and sales strategy, customer and competitor understanding, market dynamics and competitive understanding in partnership with other Sales Ops Directors and the Strategic Business Director.
  • Responsible for oversight and coordination of critical sector and national activities at the direction of Chief of Staff/Operations Lead(i.e., HCPE, Simplification, Speaker programs and Speakers in partnership with USMA, payer pull through, inVentiv partnership, sales force deployment changes, etc.).
  • Responsible for leading, motivating, inspiring, and investing in each members individual development of the Field Operations team Why you?Basic Qualifications:We are looking for professionals with these required skills to achieve our goals:
    • Bachelor's Degree.
    • 7+ years Pharma Experience including 3 years of experience in 2 of the a below areas:
      • Sales
      • Sales Management
      • Brand Marketing
      • Sales Training
      • Commercial Marketing/Sales Analysis
      • Sales Operations (Territory Operations and Incentive Compensation)
      • Project Management
        • Leadership experience with senior leaders in sales and BU
        • Experience presenting to senior leadership
        • Experience with pharmaceutical sales organizations
        • Negotiation Experience
        • Experience in managing multiple projects at the same time
        • Experience with Sales and Marketing Strategy
        • Project Management experience
        • Knowledge of the market including managed healthcare systems.
        • Experience with synthesizing and interpreting information from multiple sources
        • Experience in large scale meeting content planning and development and meeting execution
        • Experience with data and analytic accuracy, quality of output, and communication materials/analytic visualization aids
        • Experience working with Sales, Marketing, Communications, SP&O, CBI, IT, and PPV organization.Preferred Qualifications:If you have the following characteristics, it would be a plus:
          • MBA
          • Experience analyzing & interpreting complex data sets
          • Strong influencing skills and influencing without authority
          • Ability to work in ambiguity, recommend solutions and find innovative paths forward
          • Headquarters experienceWhy ViiV?Our values and expectationsare at the heart of everything we do and form an important part of our culture. These include Patient focus, Transparency, Respect, Integrity along with Courage, Accountability, Development, and Teamwork. As ViiV Healthcare focuses on our values and expectations and a culture of innovation, performance, and trust, the successful candidate will demonstrate the following capabilities:
            • Agile and distributed decision-making - using evidence and applying judgement to balance pace, rigour and risk, governance and control, managing ambiguity and paradox.
            • Managing individual performance.
            • Creating a performance culture and driving results, prioritisation, execution, delivering performance.
            • Setting strategic direction and leading on-going organisational transformation.
            • Building a resilient organisation.
            • Building strong relationships and collaboration in service of common goals, engaging the organisation and building trusted external networks for mutual benefit.
            • Managing P&L and capital allocation.*This is a job description to aide in the job posting but does not include all job evaluation details.#LI-ViiV#LI-GSKAt ViiV Healthcare, we will not rest until we leave no person living with HIV behind. Until the 38 million people living with HIV is down to zero, we will continue searching for new ways to limit the impact of HIV.We are the only pharmaceutical company solely focused on combating, preventing, and ultimately eradicating HIV and AIDS. At ViiV Healthcare, we do things differently. Born out of a partnership between and in 2009, with joining in 2012, we are determined to help end the HIV epidemic. We are guided by our mission to leave no person living with HIV behind and it is this mission that unites our employees located across the globe. We combine expertise in research, manufacturing, policy and more to push the boundaries of what people think is possible in HIV treatment and care. As a result of our connection with GSK, we are able to draw on their proud history and resources. This means that you would receive all the employee benefits offered by GSK.Living our mission of leaving no person living with HIV behind means keeping inclusion and diversity at the heart of everything we do - from our breakthrough innovation, to our diverse portfolio of medicines as well as the work we do to partner with HIV communities. Having a diverse team and a truly inclusive culture where we're all able to be ourselves and feel like we belong will make us an even stronger team, better able to perform as a business and deliver on our mission to leave no person living with HIV behind.If you require an accommodation or other assistance to apply for a job at ViiV, please contact the ViiV Service Centre at 1-877-694-7547 (US Toll Free) or +1 801 567 5155 (outside US).ViiV is an Equal Opportunity Employer and, in the US, we adhere to Affirmative Action principles. This ensures that all qualified applicants will receive equal consideration for employment without regard to race, color, national origin, religion, sex, pregnancy, marital status, sexual orientation, gender identity/expression, age, disability, genetic information, military service, covered/protected veteran status or any other federal, state or local protected class.At ViiV, the health and safety of our employees are of paramount importance. As a science-led healthcare company on a mission to get ahead of disease together, we believe that supporting vaccination against COVID-19 is the single best thing we can do in the US to ensure the health and safety of our employees, complementary workers, workplaces, customers, consumers, communities, and the patients we serve.ViiV has made the decision to require all US employees to be fully vaccinated against COVID-19, where allowed by state or local law and where vaccine supply is readily available. The only exceptions to this requirement are employees who are approved for an accommodation for religious, medical or disability-related reasons.Important notice to Employment businesses/ AgenciesViiV does not accept referrals from employment businesses and/or employment agencies in respect of the vacancies posted on this site. All employment businesses/agencies are required to contact ViiV's commercial and general procurement/human resources department to obtain prior written authorization before referring any candidates to ViiV. The obtaining of prior written authorization is a condition precedent to any agreement (verbal or written) between the employment business/ agency and ViiV. In the absence of such written authorization being obtained any actions undertaken by the employment business/agency shall be deemed to have been performed without the consent or contractual agreement of ViiV. ViiV shall therefore not be liable for any fees arising from such actions or any fees arising from any referrals by employment businesses/agencies in respect of the vacancies posted on this site.Please note that if you are a US Licensed Healthcare Professional or Healthcare Professional as defined by the laws of the state issuing your license, ViiV may be required to capture and report expenses ViiV incurs, on your behalf, in the event you are afforded an interview for employment. This capture of applicable transfers of value is necessary to ensure ViiV's compliance to all federal and state US Transparency requirements. For more information, please visit ViiV's Transparency Reporting site.

Keywords: GlaxoSmithKline, Durham , Senior Director, Field Strategy & Operations, Accounting, Auditing , Durham, North Carolina