[Hiring] Sales Manager @GSK

Role Description

The Sales Manager for Specialty Care and Oncology is accountable for translating portfolio and brand strategy into high-quality field execution, delivering business performance and expanding appropriate patient access across priority accounts. The role leads and develops the Oncology & Specialty sales team, establishes clear account and territory priorities, and orchestrates execution with Marketing, Medical, Market Access, and other cross-functional partners. With a strong understanding of specialist customer needs, patient pathways, and institutional dynamics, the role ensures disciplined, insight-led, and compliant customer engagement while building the capabilities required for current and future launches.

Key Responsibilities

• Business performance & execution: Own sales execution for the Oncology & Specialty portfolio, translating business and brand priorities into clear field objectives, lead measures, and account plans; monitor performance and intervene early to address opportunities or gaps.
• Sales team leadership & capability: Lead, coach, and develop the field team through regular field engagement, performance conversations, and capability building. Set clear expectations and foster accountability, customer focus, collaboration, and a high-performance culture.
• Strategic account management: Ensure robust segmentation, targeting, and account prioritization across key institutions and specialist customers. Build account plans that map decision makers, influencers, referral networks, access considerations, and patient pathways, with clear objectives and actions.
• Customer & stakeholder engagement: Strengthen high-quality engagement with specialists, institutions, and other relevant stakeholders through evidence-based, value-focused conversations aligned to approved materials and customer needs. Build trusted, sustainable relationships while maintaining appropriate role boundaries.
• Patient pathway & access execution: Identify practical barriers and enablers across the patient journey and work cross-functionally to improve appropriate access, availability, and implementation within priority accounts, consistent with applicable policies and regulations.
• Launch readiness & adoption: Lead field readiness and execution for new products, indications, and portfolio expansion, ensuring clear targeting, capability readiness, account activation plans, and rapid feedback loops to support strong launch uptake.
• Omnichannel field execution: Partner with Marketing and the Omnichannel Manager to integrate face-to-face and approved digital/remote engagement into customer journeys. Drive field adoption of agreed channel plans, tools, and content and provide customer insights to continuously optimize execution.
• Cross-functional orchestration: Act as the sales lead within the BU cross-functional team, partnering closely with Marketing, Medical, Market Access, Regulatory, Supply, and other functions to align priorities, resolve execution barriers, and deliver coordinated account-level outcomes.
• Insights & performance management: Use CRM, sales data, market intelligence, customer insights, and field observations to identify opportunities, sharpen resource allocation, and improve execution. Ensure disciplined use of reporting systems and timely, actionable feedback to the BU.
• Governance & responsible execution: Ensure all sales activities are conducted in line with GSK policies, promotional requirements, applicable laws, and governance standards. Role-model integrity, appropriate decision making, and responsible use of company resources.

Qualifications

• Education Background: Bachelor’s degree in science, Business, or a related discipline is preferred. Postgraduate business qualifications are an advantage.
• Knowledge & Experience:
  • Strong pharmaceutical sales experience demonstrated success in specialist, institutional, or key-account environments; Oncology and/or Specialty experience is strongly preferred.
  • Demonstrated people-leadership experience, including coaching, performance management, and capability development of field teams.
  • Strong understanding of specialist customer dynamics, hospital/institutional accounts, patient pathways, and the broader Malaysia healthcare environment.
  • Experience in strategic account planning, stakeholder mapping, segmentation and targeting, and translating insights into execution.
  • Experience supporting launches, indication expansion, or significant portfolio growth in a complex therapy area.
  • Strong commercial acumen and ability to interpret sales, market, and customer data and translate insights into actions.
  • Demonstrated ability to work effectively with Marketing, Medical, Market Access, and other cross-functional partners while respecting functional accountabilities.
  • Working knowledge of omnichannel customer engagement and effective integration of field and digital/remote channels.
  • Sound understanding of pharmaceutical promotional requirements, governance, and ethical customer engagement.
• Core Capabilities:
  • People leadership, coaching, and performance management.
  • Strategic and commercial acumen with strong execution discipline.
  • Customer and patient orientation.
  • Key account management and stakeholder engagement.
  • Influencing, negotiation, and cross-functional leadership.
  • Data-driven decision making and problem solving.
  • Launch excellence and change agility.
  • Clear communication and strong planning/project management.
  • Ownership, sound judgement, integrity, and commitment to doing the right thing.

Skills

• Customer Centric Selling
• Data to Insights
• Digital Fluency
• Omnichannel
• Sales Territory Management
• Scientific Literacy

Why GSK?

Uniting science, technology, and talent to get ahead of disease together. GSK is a global biopharma company with a purpose to unite science, technology, and talent to get ahead of disease together. We aim to positively impact the health of 2.5 billion people by the end of the decade, as a successful, growing company where people can thrive. We get ahead of disease by preventing and treating it with innovation in specialty medicines and vaccines. We focus on four therapeutic areas: respiratory, immunology and inflammation; oncology; HIV; and infectious diseases – to impact health at scale.