Country Lead

at  Gilead Sciences

For Current Gilead Employees and Contractors:
Please log onto your Internal Career Site to apply for this job.
At Gilead, we’re creating a healthier world for all people. For more than 35 years, we’ve tackled diseases such as HIV, viral hepatitis, COVID-19 and cancer – working relentlessly to develop therapies that help improve lives and to ensure access to these therapies across the globe. We continue to fight against the world’s biggest health challenges, and our mission requires collaboration, determination and a relentless drive to make a difference.
Every member of Gilead’s team plays a critical role in the discovery and development of life-changing scientific innovations. Our employees are our greatest asset as we work to achieve our bold ambitions, and we’re looking for the next wave of passionate and ambitious people ready to make a direct impact.
We believe every employee deserves a great leader. People Leaders are the cornerstone to the employee experience at Gilead and Kite. As a people leader now or in the future, you are the key driver in evolving our culture and creating an environment where every employee feels included, developed and empowered to fulfil their aspirations. Join Gilead and help create possible, together.
Job Description
Purpose of the Position:
This pivotal role will strategically drive the country’s sales initiatives by defining a long-term vision and effectively managing the field sales organization in Colombia. The Country Lead will be fully accountable for the country P&L. This role will report to the LAMS General Manager and be an integral part of the Regional Leadership Team. This individual is tasked with developing and implementing essential procedures, systems, metrics, and infrastructure to support commercial operations. With strong leadership capabilities, the Country Lead will spearhead transformational change and actively mentor and guide team members. The role involves overseeing Gilead Colombia’s operations while collaborating closely with various functions, including TA Marketing leads, Medical and Commercial Operations, Access, Finance, Legal, Public Affairs, Human Resources, and Regulatory Affairs. Additionally, the Country Lead will be responsible for recruiting and managing the field sales force. Key responsibilities include establishing an incentive compensation program, optimizing territory sizing and alignment, enhancing sales force effectiveness, overseeing sales training, developing digital strategies, and fostering personnel development. This role is vital for contributing to strategic decision-making and ensuring the success of the organization within the regional context.
Essential Duties & Job Functions:

The responsibilities for this role include, but are not limited to:

• Maximizing the sales and profit growth of the affiliate:
• Prepare and agree realistic but ambitious budgets with the Regional and Management.
• Maximize the commercial potential of Gilead Colombia through the development and implementation of strategic plans / innovative agreements in collaboration with Regional/Global Marketing, Commercial Operations, Access & Medical Affairs, as well as external partners where relevant.
• Assertively drive the development of the Country business, establishing growth and profit expectation and ensuring effective financial planning.
• Manage the full Country P&L for in-market and allocate and manage the budget.
• Ensure forecast and Brand POA excellence - Include roll-up cross-product franchise forecast, POA and budget
• Partner closely on the access negotiations and Government Affairs activities priorities in all therapy areas with relevant stakeholders – payers, regulators, the scientific community, and relevant patient associations.
• Play a full and active part, alongside other leaders in the growth of the company. Work closely with the LAMS TA Leads to ensure revenue and growth targets are met on a product-by-product basis.
• Work with the Medical department to land a holistic therapeutic area strategy that position Gilead as a solid partner to the medical community.
• Serve as point person responsible for managing and optimizing local partnerships and provide commercial input for business development opportunities.
• Ensure that all business activities are in line with company policies and procedures. Partner with Compliance Officer to ensure Gilead values and ethics expectations
• Legal and fiscal responsibilities and being a key representative of the company (and associated entities) on all legal/statutory issues partnering closely with other functions
• Lead collaborative efforts with Sales, Marketing, Market Access, Public Health & Medical Affairs, Regulatory Affairs, and other shared functions as relevant to develop strategies for in line products as well as future pipeline products.
• Shape the organization, coach, lead and develop the team; foster teamwork as well as a leadership culture which attracts, develops, and retains high caliber talent to build and shape a talent pool that will drive the future successes of the organization.
• Provide motivational leadership through personal example and by forming and leading a highly motivated and energetic management team.
• Establish strong relationships with external bodies (Payers, NGO’s, Patient Associations, HMO’s and KOLs) as relevant.
• The interface between the company and other pharmaceutical companies, patient groups, scientific organizations, main customers, suppliers, health authorities and key opinion leaders.
• Create an environment in which every member of the team has an opportunity to succeed, regardless of their tenure or standing within the organization.
• Ensure the Gilead premises run smoothly.

Competencies / Skills / Knowledge

• Provides vision & direction
• Establishes a clear vision, focus and direction
• Sets priorities, creates logical work plans, and communicates progress
• Communicates honestly, effectively, and respectfully
• Engages and motivates to create energy, enthusiasm and commitment
• Influences others across the organization
• Drives for excellence
• Creates an exceptional working environment
• Sets clear, consistent and challenging performance expectations that are aligned with company and department goals
• Consistently achieves results
• Champions continuous improvement, new ideas, and initiatives that drive the business forward
• Strong project and process building and management skills.
• Ability to work on multiple tasks and to effectively prioritize.
• Strategic capabilities
• Ability to work effectively in complex and rapidly changing environments.
• Drives for excellence
• Problem-solving and negotiation skills.
• Passion and experience for innovation and digital to drive results and differentiation.
• Foster cross-functional internal and external Collaboration
• Proven ability to develop strong strategic relationships with critical KOL’s and decision makers.
• Team player with the ability to navigate cross-functionally on matrix organizations.
• Organization skills including networking, multi-task, effectively prioritize and customer oriented.
• Must have excellent interpersonal and relationship building skills along with excellent influencing and negotiating skills
• Must be able to analyze highly complex data and put together concise reports while meeting all deadlines
• Must be able to develop, maintain, and utilize a high level of product and therapeutic disease knowledge to promote the appropriate use of Gilead products to Key Opinion Leaders
• Effective people management skills and talent development: Performance Management, Coaching, Mentoring
• Adaptative leadership style to influence and drive results
• Hands-on when needed.
• Ability to delegate, orchestrate and lead, directly and indirectly.

Education & Experience:

• 10+ years biothech / pharma industry experience to include expertise in marketing strategy and tactics and commercial policies and practices
• With minimum 5 years as a managing Director, including marketing and sales management. Successful budget management.
• Demonstrated track record of product launches and/or sustained growth.
• Demonstrated track record of marketing success, as demonstrated by successful product launches and/or sustained commercial growth; knowledge.
• Demonstrated experience on the implementation of marketing strategies adjusted to the cycle management of the product. Experience in Virology / Oncology is desirable.
• Prior working experience and expertise in Government relations, negotiations with EPS/IPSs, Tender processes and Colombian health systems budget allocation & Reimbursement.
• Strong knowledge of payers and providers Colombian system.
• Expert understanding of the political and healthcare system in Colombia.
• A BS or BA degree is required an MS/MA or MBA degree desirable.
• Fluent in spoken and written Spanish and English is mandatory.

Working Conditions:

Field work

• This position requires to spend ~30% of time in the field.
• 40% Travel domestically and internationally.

For Current Gilead Employees and Contractors:
Please log onto your Internal Career Site to apply for this job

• Maximizing the sales and profit growth of the affiliate:
• Prepare and agree realistic but ambitious budgets with the Regional and Management.
• Maximize the commercial potential of Gilead Colombia through the development and implementation of strategic plans / innovative agreements in collaboration with Regional/Global Marketing, Commercial Operations, Access & Medical Affairs, as well as external partners where relevant.
• Assertively drive the development of the Country business, establishing growth and profit expectation and ensuring effective financial planning.
• Manage the full Country P&L for in-market and allocate and manage the budget.
• Ensure forecast and Brand POA excellence - Include roll-up cross-product franchise forecast, POA and budget
• Partner closely on the access negotiations and Government Affairs activities priorities in all therapy areas with relevant stakeholders – payers, regulators, the scientific community, and relevant patient associations.
• Play a full and active part, alongside other leaders in the growth of the company. Work closely with the LAMS TA Leads to ensure revenue and growth targets are met on a product-by-product basis.
• Work with the Medical department to land a holistic therapeutic area strategy that position Gilead as a solid partner to the medical community.
• Serve as point person responsible for managing and optimizing local partnerships and provide commercial input for business development opportunities.
• Ensure that all business activities are in line with company policies and procedures. Partner with Compliance Officer to ensure Gilead values and ethics expectations
• Legal and fiscal responsibilities and being a key representative of the company (and associated entities) on all legal/statutory issues partnering closely with other functions
• Lead collaborative efforts with Sales, Marketing, Market Access, Public Health & Medical Affairs, Regulatory Affairs, and other shared functions as relevant to develop strategies for in line products as well as future pipeline products.
• Shape the organization, coach, lead and develop the team; foster teamwork as well as a leadership culture which attracts, develops, and retains high caliber talent to build and shape a talent pool that will drive the future successes of the organization.
• Provide motivational leadership through personal example and by forming and leading a highly motivated and energetic management team.
• Establish strong relationships with external bodies (Payers, NGO’s, Patient Associations, HMO’s and KOLs) as relevant.
• The interface between the company and other pharmaceutical companies, patient groups, scientific organizations, main customers, suppliers, health authorities and key opinion leaders.
• Create an environment in which every member of the team has an opportunity to succeed, regardless of their tenure or standing within the organization.
• Ensure the Gilead premises run smoothly