Are you looking to join a high-functioning sales CTC team where you can drive business development and accelerate client engagement?
If so, this Commercial Sales Rep role CTC team could be an ideal opportunity to explore.
Key Responsibilities . Knowledge ManagementSub-Competencies : 1.1 Brands, Category and Competitors :
GSK brands can be adapted to customers needs in each channel;
Categories and brands work;
Products and opportunities for GSK brands, aligned with the company's priorities;-
Audit tools available on GSK platform;
Key customer dynamics and buyer profiles, their structure, purchasing process, decision making and trade priorities;
Dynamics of business, channel profiles and channel trends as key customer opportunities;
Sources of information, which increases the knowledge of key customers regarding businesses, trends and opportunities;
Connect customers profile, market in which it operates and the stock of pharmacies and the wholesalers attending the customer.
1.2 Commercial & Financial Skills
Concept of margin and markup, prices of GSK products and competitors, price shopper (GSK and competitors);
Price management x mkt strategy and applied discounts / guarantees the first offer (best price) to the patient;
Market concept and annual objective by brand to propose volume to be worked on the grid;
GSK policies and standards, examining how agreements affect the financial health of the customer's business and contribute to the channels, improving the efficiency of the investment;
Understand positively impacting the profitability and mix of GSK products on the client, ROI,
volume & turnover channel;
Order Intelligence tool(OIT)
Business ManagementSub-competencies : 2.1 Performance Assessment :
Perform analysis of the territory, the customer and market activities of the GSK brands and competitors;
Identify and quantify opportunities for territory performance and customer growth using the data available;
Raises the needs and beliefs of key customers to customize tactical actions to move the customer from their current state to the desired one;
Using perceptions about customers and the market to apply tactical actions according to the needs and priorities of GSK and customers;
Reporting tools provided to identify opportunities and achieve territorial goals;
Works with discussed data with your manager to understand the categories' dimensions of the key segments of a negotiation, if necessary.
2.2 Development , Execution & Track :
Works on tactical plans to improve business performance, based on ASMART objectives;
Develops actions appropriate to customer demands considering product & categories;;
Guarantees the implementation of strategies of the trade marketing and actions negotiated with the client;
Approach with pharmacists / clerks to understand the opportunities at the POS and guarantees the implementation of prices versus mkt strategy and discounts applied to guarantee the first offer / best price to the patient - Price shopper (GSK and competitors) and use the specific promotional material available for CTC;
Reinforce with manager the need to trigger GSK resources to ensure the quality of planning and execution of negotiations with customers;
Monitors the performance of brands based on the company's priority mix, parameterization in stores, prices and competition;
Conducts follow-up analyzes of actions and commitments agreed with the client's internal and external stakeholders for continuous performance improvement.
3. Stakeholder ManagementSub-Competencies : 3.1 Commercial Selling Model :
Review account plans / call notes
Develop the visit planning based on the ASMART objectives, including : volume / share proposal, price alignment, if necessary and monitoring of the commitment made in the account plan
Open call linked to the previous call and declare your objective to make clear the purpose of your call;
Use insightful questions to generate discussion with the customers and challenge the customer’s status quo;
Promote a discussion on the key messages defined for the GSK brand in comparison with the competitor;
Establish a rapport and conducts a commercial approach to make agreements with customers;
Uncover opportunities, discuss solutions, securing commitments and building strong & lasting relationships with customers;
Transmits confidence, practices active listening, adopts verbal and non-verbal communication with clients to understand customer opportunity or barrier.;
Leverage Multi-channel selling approach to integrate different channels (e-mail, 1to1, virtual meetings, whatsapp and etc.
and increase the chances of reaching the commercial agreement;
Apply (if necessary) a handling objections techniques to achieve tactical goals;
Closing the call and ensures that agreements and outcomes are mutually beneficial and based on the approved commercial policy and aligned plans;
Post-visit analysis, including : self-assessment, visit impact, record the relevant comments. next steps to monitor, assist in the implementation of the agreed actions and to help plan the next visit.
3.2 Collaborative Relationship :
Influences the construction of business plans with the main stakeholders of the customer;
Maintains relationships with influential people within the operation of clients, knows every organizational environment, is known for bringing good business and influencing positively the strategies and growth of the account;
Understands the motivations of the individuals connected to the business, coming from the relationships with internal and external stakeholders;
Has strong relationships with key clients, jointly planning commercial actions;
Communicate and collaborate with the pharma sales representative, FLSM and trade marketing;
Build trust relationships with key customers by presenting a tactical plans aligned to their needs.
Why you? Basic Qualifications : We are looking for professionals with these required skills to achieve our goals :
3 or more years of sales experience liaising with health care professionals
Experience in the relevant therapeutic area
Preferred Qualifications : If you have the following characteristics, it would be a plus :
Working experience in a teaching hospital environment
Demonstrated leadership and strong team collaborative skills
Strong working knowledge of interpretation of scientific research studies
Proven ability to build and maintain access to a network of physicians
Functional knowledge of data analysis techniques
Highly developed verbal and written communication skills