Director, Sales Enablement, Vaccines

Location

This is a headquarters-based position (either Philadelphia or Durham) with up to 30% of travel time.

For more than 140 years, GSK has pioneered novel research methods and technologies to help protect people from infectious diseases. Our vaccines portfolio of more than 20 marketed vaccines is the broadest in the industry, helping to protect people throughout their lives. We believe prevention, at scale and for impact, is the best health investment for society, patients, and the economy.

Vaccine‑preventable diseases are a significant burden on society and healthcare systems; approximately $1 trillion in productivity is lost each year due to preventable conditions. This includes the impact from the 330,000 older adults hospitalized globally each year with RSV, the approximately 1 in 3 people who will develop shingles in their lifetime and the 3‑11% of people infected with seasonal influenza each year.

Our portfolio will reach over 1 billion people globally this decade. Each year, about 40% of children globally receive a GSK vaccine and GSK is well‑placed to lead in the growing adult immunisation market. GSK’s US vaccines business is designed to support the unique needs of the customer base in the given geography. There are multiple customer‑facing roles, each with unique customers/call points, but all dependent upon a high degree of collaboration.

The Director of Sales Enablement (DSE) is a leadership role responsible for leading strategic initiatives and critical operational processes. The DSE reports directly to the Head of Commercial Enablement and is a key member of the Enablement team and represents the team on cross‑functional initiatives. The role collaborates with Sales leaders to proactively define field force opportunities for excellence in execution and represents the needs to the Vaccines Business Unit (VBU) and the broader cross‑functional organisation.

The DSE proactively identifies and dries organisational priorities to continuously enhance our sales force effectiveness and deliver on our portfolio goals and strategy. In this capacity, the DSE leads Sales Enablement team on strategic and operational topics including but not limited to internal & contract field force resourcing and establishment of organisational processes to support optimal Field team effectiveness. The role also centralises VBU input on digital & CRM solutions, data quality evolution and incentive compensation design among other critical topics.

The role works closely with key partners such as Marketing, Insights & Analytics (I&A), Digital & Technology (DDT), among others. In this capacity, the role utilises intimate knowledge of the vaccines business and partners with Regional Sales and Account Management leaders to provide expert input on the design organisational solutions and processes to meet the VBU portfolio’s specific needs.

• Lead the Sales Enablement team with end‑to‑end accountability
• Drive and evolve the sales and marketing POA planning cycle for well‑coordinated touchpoints (incl. ownership of National Sales meetings) and content delivery that maximises execution by field team
• Support the design and effective deployment of enablers and solutions for and impacting the Field teams’ execution (e.g. Digital/CRM, KPIs/metrics, Customer Master data)
• Lead field resourcing assessments to ensure alignment with portfolio priorities (incl. vacancy impact analyses)
• Lead the Vaccines Business Unit and external resource vendor (i.e. Syneos) relationship
• Prioritise all direction and requests from headquarters, focusing on the most important and with input from multiple stakeholders (incl. Marketing, Enterprise functions, etc.)
• Partner with Field leaders and I&A to define field KPIs and metrics, and ensure capable analytic support
• Partner with field leads to proactively identify opportunities to enhance Field team performance
• Lead the coordinated efforts on Incentive Compensation (IC) planning, including the IC sub‑committee on key considerations and critical adjustment
• Manage the Regional Administrative team for effective support of the field…