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Job Purpose

• To define, lead, accelerate and embed Launch Excellence for APJEM (The strategic ambition of the regions is to either treble sales (EM) or more than double sales (APJ) by 2015.
• To work in partnership, on behalf of APJEM,  with the European Launch transformation team to identify, tailor and accelerate launch excellence for APJEM
• To lead and become a critical commercial partner with priority countries in APJEM for new product launches ensuring success in all phases of the launch excellence process.
• To provide leadership, focus and recommendations to Emerging Markets and Asia Pacific Leadership teams – defining what launch excellence is, what the focus needs to be and how to achieve greater success.
• To partner with all Therapy CoE’s and Commercial Development Heads to challenge and support CoE and LOC launch plans.

ACCOUNTABILITY:


• The scope of the work covers Emerging markets, Asia pacific and Japan and c.15000 sales force personnel
• All outputs need to be fully aligned with the wider organizational commercial and launch excellence agenda and also need to support delivery short term and longer term sales targets (including the 2015 ambition)

Own, develop  and lead Launch Excellence in APJEM.  Defining launch excellence for all elements of the portfolio including those that are unique to APJEM – IP portfolio including specialty brands and Classic Brands (Branded Generics). Also to work with key partner’s e.g Stiefel, Amgen etc. Take the lead in continuously identifying and reviewing best practice and ensuring it is adopted so that products can be launched as soon as possible.
Ensure personal insight and understanding is always at the leading edge of commercial theory and process, learning techniques and software options in order to ensure creation and delivery of first class outputs

To work with key stakeholders leading the Medicine’s vision process and European Launch Transformation teams so that the APJEM  Launch Excellence Director can  lead the transfer of learning and ensure excellent implementation of all phases of the process with a particular urgency with regard to launch readiness and launch optimisation. To partner with senior management (EMLT, APLT, APJEM PT) to gain buy-in including: proposing and gaining agreement and accountability for Launch Excellence processes, communication, training, production of additional support and appropriate reference materials.

To work with major stakeholders across APJEM to ensure the Key factors for driving Launch Excellence are achieved.

• Importance of pre-launch activities given evolving portfolio
• Strong uptake in first six months after launch
• More consistency in launch performance across markets
• Launch Outcomes consistently meet expectations and deliver the ambition
• A focus on continuous improvement – later launches improving on earlier launches  

To lead the matrix across the CoE/LOC brand team ensuring that appropriate focus is given to the payor and prescriber market in each country in conjunction with the optimal execution of GSK Launch Excellence recommendations for the given brand
To focus on :
• Working with priority countries e.g Brazil, Russia, China, Mexico, Turkey and priority launch markets within Asia Pacific
• Detailed review of selected countries’ launch plans, Annual Brand Plan and related background information
• Lead and facilitate structured interactions with LOCs in order to formulate launch readiness optimisation assessments and recommendations for COE and LOC priorities
• Work with LOCs and CoEs to identify key success factors for excellent launches, and leading indicators to monitor launch success
• Coordination of brand specific launch readiness/optimisation workshops to share LOC best practices and launch readiness/optimisation results/findings.
• Collate and present findings to senior management teams to focus decision making on key strategic issues to optimise launch performance.
Work with General Managers, Sales, Marketing and Commercial Directors to ensure appropriate actions are taken to ensure optimal launches across APJEM.
As required, liaison with external consultancies, agencies and organisation to draw on current pharmaceutical launch best practices to shape and continuously improve the above activities.
Responsible for the launch excellence budget

COMPLEXITY:

This role interfaces with the most senior commercial leaders across APJEM and will significantly impact APJEM performance.

Ability to work in complex Global, European and APJEM environment, identify and understand the differing needs of the markets.

Able to lead and influence General managers, Sales, Marketing and Commercial Directors – challenge their thinking and gain buy-in to launch excellence plans.

Provide internal consultancy support with the ability to successfully lead and deliver in a complex matrix environment.  

Advanced project management and planning skills.

SPECIALISED KNOWLEDGE:

• Degree or equivalent required
• Extensive commercial experience – Local operating sales and marketing experience at a senior level.
• Strong influencing skills, with ability to challenge thinking and gain credibility with General managers/Sales/Marketing/Commercial Directors.
• Strategic thinking coupled with analytical rigour to robustly assess the launch readiness and optimization situation and requirements.
• Ability to lead a matrix team.
• Project management and planning skills
• Ideally experience in working in above-country roles or different market models.  
• Excellent networking and relationship building skills
• Demonstrable evidence of multi-cultural sensitivity.
• Excellent communication skills

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