Site Name:
Field Worker - IND Rx
Posted Date:
Aug 11 2025Role: Area Business ManagerJob Purpose:To drive performance of your HQ by leading field sales teams (Medical Representatives) to meet territory business objectives and establish GSK as the customer’s key partner and advisor. This will be achieved through inspirational leadership, motivational coaching, and the development of the team’s scientific knowledge, business planning and selling capabilities.Key Responsibilities:Scientific Knowledge:
- Coaches the field sales team to continuously build knowledge of GSK omni-channel brand strategies and leverages that knowledge with customers in informing on prescribing behaviours
- Coaches the field sales team to develop understanding of GSK and competitor’s brands features and benefits and apply this knowledge effectively in their multi-channel selling approach
- Ensures the field sales team have comprehensive disease and pathology knowledge and are able to leverage it with customers to support decision making
- Coaches the field sales team to develop their understanding of treatment guidelines and patient profiles
- Enables the field sales team to use scientific knowledge and insight from the latest clinical studies to support multi-channel selling approach and build credibility with customers.
Leading Performance:
- Uses multiple data sources to analyze area performance dynamics, identify area trends and opportunities, and to develop, insight based, multi-channel area business plans, with strategically aligned objectives, strategies and tactical activities that deliver business objectives
- Coaches the field sales team to build their understanding of territory performance, develop actionable insights, identify territory opportunities, and to develop insight based, multi-channel territory business plans that deliver business objectives
- Ensures implementation of multi-channel business plans, using KPIs to track performance and supports the field sales team, through coaching to adjust plans (where required)
- Coaches the field sales team to select and prioritize appropriate customer targets and develop robust, effective and efficient territory coverage call plans and monitors implementation through KPIs
- Constructs tailored coaching development plans that build the capabilities and the effectiveness of the field sales team, leads all appropriate performance management discussions and actively participates in the recruitment of medical representatives.
Coaching Selling Skills:
- Effectively uses the GSK Coaching model to support the development of the field sales team in their customer engagements
- Understands the steps and skills required for effective execution of the selling approach and coaches the field sales team to continuously improve performance through coaching days
- Understands the appropriate multi-channel selling platforms, the role of customer preferences, and coaches the team to build multi-channel selling capabilities
- Develops collaborative external and internal relationships that enhance the customer journey, channels customer feedback into the organization and builds the field sales teams capability to do the same through coaching
- Promotes an open, honest, transparent and results focused working environment and culture that delivers on commitments including sales administration
In all areas, demonstrate an understanding of and compliance with laws, codes of conduct, policies and frameworks in which GSK operates and live our vision, values and expectations
Accountability:
- Develop and implement impactful learning solutions that drive behavior change, business impact and result in enhanced GSO
- An aligned learning strategy and plan to drive GSO, agreed and committed to by business partners
- On time delivery of the overall learning plan, achieving the desired learner and program coverage
- Champion the use of new approaches that gives employees a just in time support
- Impactful and innovative delivery of learning solutions and experiences
- On the job support and coaching of employees to support the embedding of the required ways of working
- Personal development planning in the spirit of continuous improvement
Basic Requirements:
- Good understanding of business, territory and planning is essential to this role.
- Excellent interpersonal and analytical skills
Other skills:
- Influence, impact and convince others
- Organization & preparation
- Analytical thinker
- Personal resilience
- Scientific knowledge
- Patient focused
- Business planning & execution
- Proactive collaboration
- Leadership & development of people
- Results focused
- Problem solver
- Team player
- Integrity and professionalism
- Multi-Channel communication
- Customer Management
- Takes initiative
ABM and equivalent grades (9B-8C) are only eligible to apply.
Why GSK?
Uniting science, technology and talent to get ahead of disease together.
GSK is a global biopharma company with a special purpose – to unite science, technology and talent to get ahead of disease together – so we can positively impact the health of billions of people and deliver stronger, more sustainable shareholder returns – as an organisation where people can thrive. We prevent and treat disease with vaccines, specialty and general medicines. We focus on the science of the immune system and the use of new platform and data technologies, investing in four core therapeutic areas (infectious diseases, HIV, respiratory/ immunology and oncology).Our success absolutely depends on our people. While getting ahead of disease together is about our ambition for patients and shareholders, it’s also about making GSK a place where people can thrive. We want GSK to be a place where people feel inspired, encouraged and challenged to be the best they can be. A place where they can be themselves – feeling welcome, valued, and included. Where they can keep growing and look after their wellbeing. So, if you share our ambition, join us at this exciting moment in our journey to get Ahead Together.
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