Job Purpose
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 Required:
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.
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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.
People and patients around the world count on the medicines and vaccines we make, so we’re committed to creating an environment where our people can thrive and focus on what matters most. Our culture of being ambitious for patients, accountable for impact and doing the right thing is the foundation for how, together, we deliver for patients, shareholders and our people.
We are committed to creating an inclusive workplace and providing equal opportunities for all applicants. We embrace an agile working culture across our roles, so if flexibility is important to you please discuss opportunities with our hiring team. If you need any adjustments to the recruitment process to help you demonstrate your strengths and capabilities, contact APACRecruitment.Adjustments@gsk.com. Please note this email is for adjustment requests only; for other enquiries please use our standard contact channels.
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