Al Asimah, Kuwait
• Develop team capability and talent: Maximize performance of team through regular coaching sessions Support the team in developing through tailored development plans fit to their career aspiration Lead the recruitment activities with HR team in recruiting and attracting talents Train and develop new members in the team and act as a role model for staff by setting high standards through personal behavior and actions Maintain a positive working environment Act as a change catalyst by having open transparent communication based on trust and respect Cultivate a network of collaborative relationships among marketing medical, regulatory, distributors and others departments to ensure alignment of strategy and optimize accessibility of our products to the patients for their utmost benefit • Performance: Support the team in setting clear and compelling vision that guides them to deliver the strategy and goals at territory as well as at LOC level Ensure all team members are fully aligned & equipped to apply the company’s strategy, processes, procedures and expectations Support business plans by conducting market analysis, identifying root causes and implications while ensuring timely follow-ups and execution to achieve agreed KPIs Identify and explore opportunities, support marketing team in preparing for successful launches and develop sustainable relationships with Key External Experts Develop a culture of performance and self-accountability for delivery of quality results within a team Lead and Follow-up on team’s KPIs to optimize customers’ facing time and propose the best structure per each team member’s capacity and area specificity in alignment with brand strategy Conduct regular performance reviews to assess improvement and development versus plan of team members Discuss new assignments to build skill capacity of team members and inspire them to take up challenging assignments and succeed.
Tender Develop the tracking and measurement components: • KAM territory distribution. • Tender Consumption Sheet. • Tender Action Sheet. Quantitative and qualitative analysis of market in terms of potential size and share for the product. Responsible for planning and forecasting the annual key accounts / brands plan and business plan for the assigned territory , new products launches and list of products , sales / performance / forecasting and execution . Proactive tender management and simplification. Follow up tender legally contracted orders (E2E) and liaise with internal stakeholders to ensure timely submission and delivery according to agreed timelines. Driving and directing performance of promotional teams to achieve Gsk commercial objectives. Supply chain management • Improving in market and to market forecast accuracy. • Reduce value of expiry goods and managing goods shelf life. Account management through mapping of stakeholders in each business segment and identify the decision makers and engage with the key influencers to ensure smooth flow of business transaction. Identify demand and supply needs /opportunities as required. Monitor (Demand) sales against set Objectives and develop action plans to meet Gsk commercial objectives. Develop and execute plans, programs that help differentiate company in the market place (Allergy day, Anti-infective standalone). Trade Managing trade sector sales performance through our distributors sales reps. Monitor coverage of sales force to achieve at least 90% of planned calls and activities per month. Distributor’s monthly workshop. Trade cash discount management.