Your Responsibilities:
This role incumbent will become the commercial finance referral point for LOC creating the required interfaces to deliver financial targets. Scope includes decision support, sales forecasting, financial analysis of new product launches, strategic portfolio analysis, resourcing analysis, Return on Investment, pricing, DRM support and performance management.Becomes the referral finance point for the Country and provides support to Country Head/General Manager on how to optimize allocation of resources and manage P&L. Success in the role requires the ability to interface with senior management and have high degrees of pricing, financial analysis and commercial acumen, as well as reliability and high spreadsheet/modeling skills.
Key Responsibilities
Describe the key deliverables to be achieved by the post holder and the ongoing responsibilities of the role
- 3 Years Plan process and monthly Performance Management
- Support Country plan review process, agreeing assumptions, level of ambition and risk and opportunities
- Support Commercial and Medical in defining LOC budget (e.g. running costs, etc.)
- Monthly review of Country data to understand product/brand performance, identifying any gaps versus forecast and potential impact on the P&L. Suggest action to maximize opportunity/minimize loss
- Support Core Commercial Cycle (pre-DRM and DRM)
- Ensure common volume numbers are used in demand/supply planning and financial forecast (to optimize consensus forecast)
- Partner with E2E to optimize inventory through understanding commercial impact of supply chain planning decisions
- Be a proactive part at pre-DRM and DRM meetings, challenging the volume and sales forecast, as well as inventory levels, as necessary
- Pricing Optimization and market dynamics
- Conduct pricing analysis and Country pricing optimization
- Challenge pricing decisions through price/volume sensitivity analysis in order to optimize profitability; comparing value/volume forecast in current scenario vs. new prices scenario
- Work closely with commercial team to ensure proper pricing approval governance is followed and pricing information is timely updated in corresponding systems and approval workflows
- Understand overall market dynamics, relative market positioning of products against competitors, market access situation and future trends
- Assess ROI
- Model material investment opportunities to support the business in making investment decisions when opportunities arise; recommending which investment to pursue to increase return for GSK
- Run scenario planning and identify potential savings opportunities to maximize use of resources
- Channel Management
- Support definition of commercial policies (terms, conditions, discount) vs. WS and Pharmacies. Assess return on investment of discount policies
- Evaluate Direct to Pharmacy opportunities (cost-benefit assessment)
- Support business in elaborating commercial policies and price range for tender discounts, monitoring alignment of pricing in tenders with LOC’s strategy
- Understand the customer base/channel analysis and the profits that key customers deliver, suggesting changes to overly advantageous conditions
- Lead price elasticity work related to volume discounts. Proactively deliver strategies on how price changes can positively impact GSK
- Lead implementation of Gross To Net related initiatives
- Margin Enhancement
- Drive margin enhancement through innovative initiatives of cost control; using internal and external benchmarking (where available) to understand best-in-class cost management
- Drive optimization of controllable SG&A cost, proactively seeking out and influencing indirect procurement consolidation opportunities
- Receivables and Payables Optimization
- Support Financial Controller on improvement of receivables and overdue KPIs (e.g. liaise with customers as needed, etc.)
Why You?
Basic qualifications:
- Degree in Economics, Business (or different degrees with Finance qualification)
- 3/5+ yrs of Commercial Finance experience
Preferred Qualifications
Experience in a multinational company
Why GSK?:
At GSK, our mission is to improve the quality of human life by enabling people to do more, feel better and live longer. Our three world-leading businesses research and deliver innovative medicines, vaccines and consumer healthcare products. We need a talented and motivated workforce to deliver against our strategy. To achieve this, we strive to attract the best people and to create an environment that empowers and inspires.
