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The Focus Group

Head of GTM and Commercial Operations

The Focus Group

  • R Undisclosed
  • Permanent Senior position
  • Johannesburg
  • Posted 11 Apr 2024 by The Focus Group
  • Job 2560833
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About the position

The Head of GTM and Commercial Operations leads Commercial Operations AND Go to Market strategy, projects and execution excellence for respective functions in Human Pharma business including

  • CRM/CVM/CEE/AIF: Marketing & Sales (M&S) effectiveness, Business Intelligence (Data, Planning & reporting, Customer Relations Management, Market Research)
  • MCDE: Digital Transformation and Excellence
  • Training: Marketing and sales training
  • Commercial sales
  • Event (congresses and all types of client sponsored events) management ensuring strong executional excellence in all above 5 areas for sustainable business success.
Responsibilities:

  • In line with IMETA and corporate strategy, responsible for the development of GTM performance in the OPU. Localizing, adapting/(adjusting if needed) & implementing Global/Regional Go to Market strategies and insights, to deliver exceptional customer experience and drive digital transformation for Human Pharma business in alignment with IMETA ROPU Center
  • Financial sustainability: Managing commercial sales in alignment with OPU net sales targets
  • People management: Leads, coaches and develops all team members and team leaders
Requires a deep understanding of GTM value stream map and external factors to the business including knowledge of the industry and commercial environment. Previous experience in Sales, Marketing, Training, Sales Force Effectiveness and/or Digital and Multichannel Excellence experience is a plus. Experienced in team management and in working within x-functional teams and leading the cross functional teams without direct authority towards the company GTM priorities.

Minimum Education:

Bachelor’s Degree, Post graduate degree/ MBA in marketing. Experience in Sales, Marketing, Digital, Training is an asset.

Minimum of 5-10 years of business management experience preferably in a variety of the following: Sales, Marketing, Training, Sales Force Effectiveness (at a management level)and/or Digital and Multichannel Engagement Excellence

Previous experience in leadership / team management positions and in working within x-functional teams

Thorough knowledge of the pharmaceutical industry and practices

Fluency in English and Local language

Competencies:
Strong team management / Team Leadership skills
Strong and broad understanding in the areas of Marketing, Sales, D&MC
Strong communication, interpersonal, negotiation and influencing skills
Proven ability to work and coordinate cross-functionally
Strong business acumen and analytical skills with attention to details
Ability to translate strategies into action plans and drive high quality and timely execution
High organization and ability to manage projects of different complexity levels
Complex Problem Solving, Strategic Insight, Enabling Decision making through Stakeholder Alignment

Desired Skills:

  • Commercial Acumen
  • Customer Relations
  • Data
  • Execution
  • Marketing
  • Planning
  • Project Management

The Focus Group

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About the agency

THE FOCUS GROUP was formed in 1989 and has offices in Johannesburg and Cape Town. We are a full service Human Resource Consulting Company, encompassing Black Empowerment joint venture partner Focus Kamoso, and offering a comprehensive range of integrated recruitment, assessment, employee relations, training and development, HR, employee benefit and payroll management services to a wide range of South African, African and international business organisations. Our commitment is to enter into a partnership with you, the Client, which adds value to your business and profit to your bottom line, by tailoring solutions that assist you to • Source, assess and select the best possible human resources. • Design and implement competency based training programmes, which ensure that your employees are capable of delivering the service excellence that your clients demand, and the competitive edge which you seek to maintain. • Create a business environment in which you manage change to your advantage and an organisational climate that allows your team to perform to its maximum potential. • Design employee benefit and remuneration structures which ensure that your people take ownership of your business and which protect you against losing your most valuable resource to your competition. • Implement an employee relations framework that promotes workplace harmony and minimises the occurrence of disruptive legal disputes.

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Job expired on 2024/04/18

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