National Sales Head - Pediatric Vaccines

Location: India - Maharashtra - Worli Mumbai

Role Title

National Sales Head – Pediatric Vaccines, India

Business Context

Pediatric Vaccines in India is a ~INR 700 Cr business with a strong growth and momentum trajectory. The Team comprises ~230 field colleagues: 30 First Line Sales Leaders (Area Business Managers) and 200+ Business Executives (sales representatives), spread across India. This team’s motivation, capability, and performance are the cornerstone of success for GSK’s Pediatric Vaccines business in India.

Role Purpose

The National Sales Head (NSM) is accountable for leading the Pediatric Vaccines business across India, delivering sustainable growth and market share through best-in-class commercial execution, strong people leadership, and an unwavering “outside-in” view of the market. The NSM will shape and execute the long-term sales strategy, own the in-country P&L for the Pediatric Vaccines unit, and build a high-performing, compliant and trusted organization that is Ambitious for Patients, Accountable for Impact and always Doing the Right Things.

Scope & Reporting

• Country: India – Paediatric Vaccines business
• Team size: ~230 colleagues (30 FLSLs / ABMs; 200+ Business Executives)
• Geographic scope: Pan-India, urban and semi-urban markets
• Key interfaces: Country Vaccines Leadership, Marketing, Medical, Market Access, Commercial Excellence, Finance, HR, Supply Chain, Policy & Government Affairs

Key Responsibilities

• Drive and Manage the Business (Strategy, Growth, P&L, Insights)

Create and execute a clear long-term sales strategy for the Pediatric Vaccines business in India, fully aligned with broader Vaccines and GSK India priorities.

Develop and achieve in-country forecast goals, sales targets and profit objectives; effectively manage the Pediatric Vaccines P&L, ensuring disciplined resource allocation and investment decisions.

Build robust country-level performance dashboards and insight mechanisms to track volume, value, market share, and portfolio mix at national, regional and territory level.

Maintain a strong “outside-in” view: continuously monitor competition, pricing, tender dynamics, physician and consumer trends, and policy developments; translate market and competitor insights into actionable commercial strategies and field plans.

Partner with Marketing, Medical and Commercial Excellence to shape brand and omni-channel strategies that reflect local customer needs and drive sustainable growth.

Lead scenario planning and risk mitigation (e.g., supply constraints, competitive entries, policy changes), ensuring agility in business plans and proactive stakeholder engagement.

• People Leadership – Build and Develop the Titanium Team

• Motivate and engage the Titanium Team by connecting everyday work to GSK’s purpose and the impact of vaccines on patients and public health.
• Ensure focus, clarity and alignment on company goals and strategies through regular communication, performance dialogues and simple, transparent metrics.
• Attract, retain and develop diverse talent across FLSLs and Business Executives; build a strong succession bench for key sales leadership roles.
• Drive and embed robust talent and performance management processes (objective setting, coaching, feedback, performance reviews, career development discussions).
• Build best-in-class commercial teams with high scientific knowledge on Pediatric Vaccines, strong omnichannel capabilities and the ability to engage HCPs and customers through both in-person and digital channels.
• Invest in frontline leadership capability (FLSLs/ABMs) so they can coach, develop and inspire their teams, and role-model GSK’s culture and values.

• Performance Culture – Ambitious, Accountable, Doing the Right Things

• Role model the GSK culture: Ambitious for Patients, Accountability for Impact, and Doing the Right Things in all decisions and behaviours.
• Lead teams to drive efficiencies and excellence in ways of working (e.g., call planning, territory coverage, omni-channel engagement, data usage, collaboration with cross-functional partners).
• Create and sustain an environment of trust, where open and honest conversations are encouraged, and issues can be surfaced and resolved quickly.
• Effectively manage change and lead through transitions (e.g., portfolio changes, organization design, capability shifts, digital tools), ensuring clear communication and support for teams.
• Recognize and celebrate performance and behaviours that align with GSK’s culture and patient focus, reinforcing the right balance of results and values.

• License to Operate – Compliance, Governance and Risk Management

• Ensure sales teams operate in full alignment with the GSK Code, GSK policies, local laws, industry codes and ethical standards at all times.
• Embed a strong compliance mindset and control environment across all field activities, including promotion, interactions with HCPs and institutions, data reporting and use of promotional materials.
• Proactively identify, assess and manage risks related to promotional practices, tendering, pricing, data privacy, and interactions with public health bodies and government institutions.
• Partner with Medical, Legal, Compliance and other governance teams to ensure appropriate review, approval and monitoring processes are in place and followed consistently.
• Ensure early escalation and transparent management of potential issues or breaches, with clear remedial actions and learning loops.

• Managing Corporate Reputation & Building Trust (External Stakeholders)

Build and maintain trusted relationships and partnerships with public health customers, government and policy stakeholders, patient groups, health communities and relevant industry associations in line with GSK policies and standards.

Represent GSK Vaccines and the Pediatric Vaccines business externally in a coherent, unified and credible manner, ensuring alignment with broader GSK communications and policy positions.

Collaborate closely across business units and functions (e.g., Adult Vaccines, General Medicines, Specialty Care, Market Access, Policy, Communications) to maximize synergies and present a consistent GSK narrative to external stakeholders.

Ensure all external engagements are well-governed, transparent, and focused on improving patient and public health outcomes.

• Business Excellence & Data/Insight-Driven Decision Making

• Promote a culture of data-driven decision making in the team by using field performance data, market research, CRM insights and omni-channel analytics to refine strategies and execution.
• Partner with Commercial Excellence and Digital/Data teams to leverage tools, analytics and segmentation to optimize coverage, messaging and channel mix.
• Continuously review and improve sales processes, call quality, targeting, territory design and incentive structures to enhance productivity and impact.
• Lead pilots and experimentation on new engagement models (e.g., digital campaigns, hybrid field models, remote detailing) and scale successful approaches across India.

Experience and Qualifications

• The following is based on general industry knowledge, not GSK-specific policies.
• Extensive commercial experience (typically 12–15years) in pharmaceuticals/vaccines or closely related healthcare segments, including significant time in field roles and sales leadership.
• Proven track record of leading large, geographically dispersed sales organizations and delivering strong growth and market share in a high-potential, competitive environment.
• Demonstrated P&L exposure or strong financial acumen, with ability to translate strategy into numbers and actions.
• Deep understanding of the India vaccines market, public and private channels, tender dynamics and HCP/customer behaviour is strongly preferred.
• Strong capability in people leadership, coaching and developing frontline managers; proven ability to build diverse, inclusive teams.
• Experience working cross-functionally with Marketing, Medical, Market Access, Commercial Excellence, Finance and HR.
• High proficiency in using data, analytics and digital tools to drive commercial decisions and omni-channel engagement.
• Strong ethical compass, resilience and change leadership capability.

Skills

Customer Centric Selling, Data to Insights, Digital Fluency, Omnichannel, Sales Territory Management, Scientific Literacy

Why GSK?

Uniting science, technology and talent to get ahead of disease together.

GSK is a global biopharma company with a purpose to unite science, technology and talent to get ahead of disease together. We aim to positively impact the health of 2.5 billion people by the end of the decade, as a successful, growing company where people can thrive. We get ahead of disease by preventing and treating it with innovation in specialty medicines and vaccines. We focus on four therapeutic areas: respiratory, immunology and inflammation; oncology; HIV; and infectious diseases – to impact health at scale.

People and patients around the world count on the medicines and vaccines we make, so we’re committed to creating an environment where our people can thrive and focus on what matters most. Our culture of being ambitious for patients, accountable for impact and doing the right thing is the foundation for how, together, we deliver for patients, shareholders and our people.

Inclusion at GSK

As an employer committed to Inclusion, we encourage you to reach out if you need any adjustments during the recruitment process.

Please contact our Recruitment Team at [email protected] to discuss your needs.

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