The ECS Director insures that commercially valuable products that address the unmet needs of customers are developed by providing commercial assessments of R&D infectious disease prophylactic & therapeutic vaccine assets & technology up to C2P3 (commit to phase III) and providing commercial input into the development of coherent product strategies enabling optimal milestone decision-making.
• A Target Product Profile (TPP) is required for all key assets which must contain the salient information needed on which to base key development, prioritization and commercialization decisions. Whilst the Value Strategy team within Value Evidence team (formerly Disease Mapping and Vaccines of the Future - DMVF) in R&D is responsible for the TPP, the Commercial Director ECS, under the leadership of the Head, Early Commercial Strategy & Portfolio Management, is responsible for Commercial strategy and Commercial input to the TPP, and should play a major role in the development of the Business strategy of the project.
• In order to make adequate returns, vaccines will need to have impact and be launched in the major worldwide markets, and in particular US and major European and Emerging markets; the perspective and expertise of the Global Director Early Commercial Strategy will need to take a global view of opportunities; this will be achieved by consolidation of the Regional perspectives from the local BU Directors and working closely with Strategic Pricing and Health Economics in the Value Evidence team (R&D).
Activities related to the role include:
• Understand the technical and scientific aspects of target diseases and new vaccines aimed at these diseases which may lead to sources of scientific value or differentiation.
• Develop high quality customer insight (patient, payer, HCP and expert) to feed in to the Vaccine Vision process.
• Determine the most appropriate unmet needs that may be satisfied through vaccination, the core value proposition, and what claims need to be supported to demonstrate the value of the vaccine.
• Ensure that TPPs contain the essential features that need to be delivered during development in order to deliver the forecast.
• Define the commercial ambition and viability of all new assets taking account of the vaccine profile, competition, market potential, customer insight, cost of goods and investments required to bring the Vaccine to the market.
• Present the commercial appraisal and recommendations for stage gate decision at the relevant governing bodies. This should include how & why the product fits into the GSK portfolio and strategy. (This could include recommending termination or disposal of the product).
• Review the competitive landscape and identify business opportunities, threats, business development and research opportunities to strengthen GSK portfolio growth as needed.
• Relationships with the specialist functions need to be well managed to ensure that diverse viewpoints are understood and respected whilst reaching a clear and objective view of an asset’s potential commercial value.
Develop networks with relevant Regional/Local staff where appropriate to ensure alignment of viewpoints and as a source of insight
Basic Qualifications:
Bachelor's degree and 5 years of sales and marketing experience (in commercial strategy, product launches and life-cycle management)
Preferred Qualifications:
• Advanced degree
• Significant commercial strategy experience and track record in country (preferably US if based in US) or in an above country role
• Ability to assimilate scientific and technical information and establish credibility with medical, manufacturing, business development and commercial groups involved.
• Deep commercial experience with product launches and life-cycle management.
• Excellent leadership, networking, diplomacy and influencing skills.
• Strong strategic, analytical and entrepreneurial capabilities and experience.
• Performance driven with ability to focus on and deliver results. Sense of urgency.
• Ability to develop and lead a large network of people across many disciplines.
• Proven ability to lead and manage significant scope, uncertainty and/or complexity (i.e. major product, multiple large products, therapeutic portfolio).
• Have a broad understanding of the complex and interrelated technical, commercial, clinical, regulatory and supply issues which affect the asset attractiveness in key markets across the large range of Vaccine opportunities.
• Be able to identify key information required in order to make robust and objective evaluations of asset value and priority and lead cross function teams to gather the key information (e.g. epidemiology, health economics, strategic pricing, value strategy).
• Be able to provide rigorous appraisal of plans and business cases for presentation to the decision making body.
• Ability to have scientifically credible discussions with R&D staff in order to fully appreciate the potential for a new Vaccine.
• Ability to manage a wide range of stakeholder inputs and expectations.
• Be able to communicate to many key (but non-commercial) stakeholders complex terms in a clear and credible manner
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