Selling Excellence Manager- Oncology

Domnic Lewis has been mandated for Selling Excellence Manager- Oncology

Job Purpose

Partner with designated business units to deliver the Selling Excellence strategy aligned with business priorities. Develop and execute operational plans to strengthen the capability of the sales organization and drive commercial performance. Ensure effective implementation of market positioning strategies for oncology products while acting as a trusted partner to cross-functional teams.

Key Responsibilities

Strategy & Operations

- Align the Selling Excellence strategy with business unit priorities to enable strong execution and achievement of business outcomes.

- Collaborate closely with business leaders to design solutions, provide strategic expertise, and support local initiatives.

- Build strong partnerships with business unit leaders by demonstrating deep understanding of business challenges and opportunities.

- Translate business priorities into actionable operational plans in collaboration with cross-functional stakeholders.

- Work with leadership teams to develop pan-India strategies and training plans to support sales targets and strengthen product positioning.

- Monitor implementation of the Selling Excellence strategy through defined KPIs, KRAs, and performance scorecards, and adjust plans based on feedback and results.

Learning & Capability Development

- Identify capability gaps and learning needs using qualitative insights and quantitative performance data.

- Design and implement blended learning solutions to enhance individual and team capabilities using modern learning technologies.

- Build strong knowledge and understanding of the oncology value proposition, including product indications, clinical evidence, and market dynamics among the field force.





- Enhance in-clinic effectiveness through:
- Science-based discussions with healthcare professionals based on approved product indications

- Participation in multidisciplinary workshops to understand customer behaviors and market barriers

- Development of effective scientific rebuttals and value communication

- Conduct structured onboarding programs for new Key Account Managers with clear 30-60-90 day development plans.

- Provide field coaching to KAMs and Zonal Sales Managers to assess competencies, market insights, and customer engagement quality.

- Facilitate impactful training programs in both face-to-face and virtual learning environments to drive behavioral change and performance improvement.

- Collaborate with approved external agencies when required to deliver high-quality and cost-effective learning solutions.

Drive Performance & Impact

- Track capability development using business planning tools, KAM planning frameworks, engagement metrics, development centers, and sales force effectiveness data.

- Implement capability improvement initiatives based on performance trends and business priorities.

- Use data analytics to link lead indicators to lag indicators, enabling more effective commercial execution strategies.

- Strengthen coaching effectiveness through participation in performance coaching sessions, on-the-job coaching visits, and preparation of execution quality reports.





Accountability

- Champion solid disease, product, and selling skill knowledge within the assigned business units.

- Develop and execute impactful learning solutions that create sustained behavior change and improve in-clinic effectiveness.

- Establish a structured learning strategy aligned with business priorities and agreed upon with leadership teams.

- Ensure timely delivery of the annual learning plan with desired coverage and participation levels.

- Support effective implementation of sales force compensation guidelines aligned with global standards.

- Prepare and share monthly MIS reports with cross-functional teams and leadership.

- Drive continuous personal development and improvement.

Implementation & Compliance

- Ensure adherence to all applicable laws, codes of conduct, policies, and compliance frameworks governing the organization.

- Demonstrate strong commitment to organizational values, ethics, and responsible business practices.

Key Areas of Expertise

- Strategy & Operations

- Learning & Capability Development

- Driving Commercial Performance

- Aligning & Executing Global Selling Excellence Strategy

- Designing and Developing Learning Solutions

- Enhancing In-Clinic Effectiveness

- Business Partnering with Senior Leadership

- Conducting Needs Analysis

- Linking Lead & Lag KPIs

- Creating Operational Plans

- Leveraging Digital Learning Technologies

- Driving Strategic Business Discussions

- Performance Tracking and Continuous Improvement

- Facilitation Skills (Live & Virtual)

- Impact Measurement and Evaluation

Experience

Minimum 5 years of experience in specialty therapy areas, preferably within oncology or other complex therapeutic segments.

📌 Selling Excellence Manager- Oncology (Mumbai)
🏢 GSK
📍 Mumbai