GT Sales Operations Manager

GT SOM

LEADERSHIP
•Leads in development of sales force capabilities, tools development & operationalization
•Supports and improves efficiencies regarding the GSK Sales fundamentals and processes
•Leads commercial calls from time to time in order to ensure a detailed understanding of the channel dynamics and ensure business delivery.

EXPERTISE
•Strengthens and drives operational efficiency through the creation of strategies which are aligned to the commercial objectives
•Actively participates in the Core Commercial Cycle regarding end to end forecasting for the Sales Team
•Supports the General Trade (GT) Sales Team regarding the channel/customer investment structure (Trade Spend, Investment Focus, and Level of Investment) ensuring alignment to the commercial financial objectives
•Works and collaborates across internal functions to ensure that the commercial objectives of the GT Sales Team are supported.
•Provides insights regarding the alignment of the brand plan and sales team execution; improves operation efficiency throughout the process both in the front and back end
•Performs thorough analysis of sales figures (i.e. sell-in, sell-out, on-shelf availability, ECOV, call compliance and call effectiveness) to identify operational improvements to work towards the attainment of sales KPIs
•Employs forecasts tools like Vendor Managed Inventory (VMI) and monitors commercially agreed terms and ensures that they are tracking versus the company financial objectives.
•Provides visibility on the channel and customer profitability. Supports the GT Channel Lead and Regional Sales Managers on the development of action plans to support the profitability agenda.
•Provides accurate reporting and analyses on GTN spend on a monthly basis
•Keeps central repository of all sales commitments/contracts supporting the GTN budget
•Responsible for data maintenance & accuracy in Key Account Management System

PARTNERSHIP
•Occasionally engages with customers/ customer team via fieldwork to be able to extract high value insight in order to drive performance and efficiency
•Close partnership with other members of the GSK Sales Team to leverage on their customer interactions in order to understand the needs of the customer
•Cross functional interaction in order to drive the attainment of the GT Sales Team key performance indicators
•Responsible for GSK Regional engagement in order to ensure alignment to commercial excellence objectives and standards
•Works with the GT Channel Lead to facilitate regional, area, and bottom-up forecasting.
•Coordinates with the GT Channel Lead regarding the standard operating procedures for the channel

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