1+ months

Upjohn GCO Lead / SMS Lead, Malaysia & Singapore (Senior Manager)

Kuala Lumpur

The position is a dual role of GCO and SMS Lead

GCO Lead Role:

Ensure the delivery of Malaysia & Singapore GCO Services to meet agreed upon business needs. Services include Sales & Marketing Services (SMS), Customer Evens & Engagement (CE&E), Training, Digital Content Enabler and CEP-CIT Service. Provide leadership to all Malaysia & Singapore UJ GCO colleagues. Overall responsibility for local key stakeholder engagement and business expectations management (partnership agreements and demand management); provide leadership of in country GCO team.

Sales and Marketing Services Lead (dual role):

The Market SMS Lead is fully accountable for the end-to-end delivery of the Sales & Marketing Services scope with a market focus. Market SMS Lead sets the strategy and then ensures the team successfully executes, delivering outstanding service levels and also within compliance. The select colleague will also function as single-point-of-contact between in-market GCO colleagues (Market GCO Lead):

o Leading people and matrix teams

o Leading large-scale change

o Senior stakeholder management

o Senior Manager, Market lead with function roles (Training, M&E, SMS) will report directly to GCO Lead.

o This role will be responsible for the execution of commercial operational services (Meetings & Events, HCP and Patient Engagement, Training, Digital Channel Deployment, Sales and Marketing Services, Pharmacovigilance to include CEP's, CIT's, Social Listening) for Upjohn Business in regional market. Accountable for effective and compliant delivery of commercial operational services.

o This role will enable compliant processes for commercial operations in regional market.

o This role will work with the regional Lead to update GCO scope / service areas, establish and improve GCO service delivery model, manage business demand for GCO services, prioritize GCO resources and budget/funding/ investments allocation.

o This role will be responsible for evaluating the financial and strategic priorities for ALL commercial teams in regional market and developing an integrated plan to support these priorities to include strategy, resources and budgeting.

o This role will also act as a subject-matter expert of sales force training.

o This role will be responsible for supporting the learning and development needs of Customer Facing Colleagues & Marketers across business units, and supporting the development of critical sales capabilities.

o This role will organize, conduct and sustain the activities of sales training team for developing the critical capabilities of sales force, KA managers to maximum business achievement of Upjohn for short term and long term objectives.

o This role will contribute to developing a clear vision for what training is created for sales team across countries by working closely with BU Leaders.


o Ensure effective execution of the GCO service delivery and local market processes, and integration of technology platforms across GCO service scope into key markets. Continuously evolve service delivery model as required.

o Execute across a complex multi-layer organizational matrix and rapidly changing external environment.

o Accountable for leading the implementation of strategic initiatives that leverage regional resources, processes and technology platforms to enhance value to GCO clients while maintaining/reducing cost.

o Ensure sustainable collaborative working relationships across GCO and key enabling functions such as BT, HR, Compliance, Procurement, Finance and foster effective external relationships and influence strategic direction as needed.

o Effectively facilitate with Global COBA Centers of Excellence: Sales Force Training, Commercial Quality and Compliance, Customer Engagement Strategy and Solution, Global Business Analytics and Insight.

o Accountable for design and budget models and funding requests for GCO Budget.

o Partner with the Greater China Leadership Team on innovative ways to discuss, review, align and finalize budget levels, client needs/priorities.

o Understand Upjohn strategies, business goals, commercial support needs and objectives and how they fit into the Upjohn model. Understand long-range client strategy and ensure CO's model is flexible and scalable to meet future business and GCO needs.

o Understand the market business strategy/needs and context, and be accountable to lead, own, develop and maintain local market processes to enhance value to clients while maintaining or reducing overall costs.

o Responsible for the implementation of Pharmacovigilance continuous improvement regarding Adverse Event Reporting.

o Lead the Sales Force Training team and manage technology and flexible resources to realize vision for sales capability building, by balancing needs of a complex set of stakeholders across BUs at the market level.

o Focus on innovation, transformation, continuous improvement and take appropriate risk in the development and delivery of cutting edge sales training topics and innovative blended learning approaches.

o Translate ambiguously defined learning challenges into impactful training solutions.

o Spearhead the communication/sharing of training solutions created across the BU/Counties to minimize redundancy and maximize return and impact of created learning solutions.

o Collaborate with key stakeholders across COBA partners, Commercial Leadership, networks of Commercial Excellence and Digital partners in the business, HR and external partners, and identify training needs by consulting with stakeholders and assessing needs.

o Collaborate with functional team leaders to assess ongoing and future training and development needs as well as effectiveness of established programs.

o Participate in the funding/budget discussion and control to ensure training activities meet the training needs and organization's financial objectives.

o Manage and develop training professionals, oversee and establish relationships with vendors to provide additional outside training programs.

o Provide appropriate coaching and development plans to Training Managers and give feedback through observation.


Indicate qualifications that are job related, consistent with business necessity and necessary for the performance of an essential function of this role including: education/licenses/certifications, relevant experience (where legally permissible), technical and/or other job-related skills.


o BA Required; MBA or equivalent Master's level education preferred.

o 8+ years in Pharmaceutical Sales and Marketing positions.

o 3+ years of team leadership experience including leading teams.

o 2+ years SMS and/or commercial effectiveness experience

o Demonstrated strong Business and Financial Acumen in order to support alignment across multiple functions.

o Demonstrated Conflict Management, Judgment and Managerial Courage which is required to handle negotiations with commercial leaders. Accountable for development of Operating Plan to include Strategy, Structure, Resourcing, Compliance and Financial Models.

o Extensive experience leading through matrix teams.

o Prior experience leading local market teams with geographically distributed direct reports.

o Experience in building new teams aligned around complex new business needs.

o Proven track record in organizing and driving complex global projects.

o Ability to synthesize a significant amount of diverse information to build a compelling, data driven investment case or an executive briefing.

o Demonstrated ability to develop and lead high performing teams with very diverse cultures and backgrounds.

o Working knowledge of bio pharma sector trends, Regional and Market healthcare dynamics and economics, customer landscape, and competitor trends and actions.

Pfizer is an equal opportunity employer and complies with all applicable equal employment opportunity legislation in each jurisdiction in which it operates.


Posted: 2019-10-09 Expires: 2020-03-11

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Upjohn GCO Lead / SMS Lead, Malaysia & Singapore (Senior Manager)

Kuala Lumpur

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