职位描述

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

KEY RESPONSIBILITIES

1. Regional Strategy & P&L Leadership

• Develop and execute the commercial strategy for South Africa + SSA with clear revenue, market share, and gross‑to‑net (GTN) targets.

• Manage the full P&L, pricing strategy, tender approach, private sector funders and investment allocation across markets.

• Adapt frameworks to differing levels of healthcare infrastructure, access, and regulatory environments.

2. Channel, Wholesaler & Distributor Leadership

• Strengthen and manage relationships with major South African wholesalers, ensuring predictable service levels, compliance, and access.

• Build, professionalise, and performance‑manage distributor networks across SSA, including contracts, SLAs, audits, and capability building.

• Drive commercial excellence through key account planning, territory coverage optimisation, and pull‑through activation.

3. Forecasting, S&OP & Supply Chain Collaboration

• Own the regional demand forecast and lead commercial alignment in the S&OP process.

• Improve forecast accuracy across SA + SSA, incorporating frontline insights, project/tender demand, and data‑sparse environments.

• Partner with Supply Chain and Finance to ensure continuity of supply, inventory optimisation, and early risk escalation.

4. Portfolio & Launch Excellence

• Lead launch strategy and governance for new and existing products across SA and SSA.

• Ensure market readiness: pricing, registration status, channel preparation, education, and demand generation.

• Manage lifecycle performance, including access pathways, price/pack strategies, and potential withdrawals.

5. People Leadership & Team Development

• Build and coach a high‑performing cross‑regional commercial organisation.

• Establish role clarity, capability roadmaps, and succession plans across SA + SSA teams.

• Use your Sales Rep background to develop strong field execution, call quality, targeting, and customer engagement.

6. Governance, Compliance & Risk Management

• Ensure rigorous compliance across PV, Quality, ABAC, Competition Law, tender rules, and local regulatory requirements.

• Partner with Legal, Medical, Quality, and Finance to embed strong contracting discipline and documentation flows.

• Implement robust controls tailored to higher‑risk SSA markets.

MANDATORY REQUIREMENT: SALES REPRESENTATIVE EXPERIENCE

Candidates must have:

• Minimum 2–3 years as a pharmaceutical or healthcare Sales Representative

• Experience engaging clinicians, specialists, or hospital customers

• Ability to coach teams on field execution and customer excellence

• Firsthand understanding of market barriers, prescriber dynamics, and patient journeys in SA and/or SSA

Applicants without Sales Rep experience will not be considered.

QUALIFICATIONS & EXPERIENCE

Minimum Requirements

• 12–15+ years of progressive commercial leadership in pharma/biotech/healthcare

• 5+ years leading multi‑country teams or operating across African markets (preferred SSA experience)

• Strong channel/wholesaler/distributor leadership

• Proven track record in P&L ownership, GTN management, forecasting, and launch execution

• Bachelor’s degree in Business, Commerce, Life Sciences or similar;

• Demonstrated success in complex stakeholder influence (Legal, Quality, Medical, Funders, Tender, Finance)

Core Competencies

• Strategic & analytical thinking

• Financial & commercial acumen

• Field‑based credibility and coaching ability

• Distributor/wholesaler negotiation

• S&OP and operational discipline

• Leadership across cultures and geographies

• High integrity, judgment, and compliance orientation

KEY PERFORMANCE INDICATORS (KPIs)

• Regional Net Revenue & Gross Margin vs AOP

• Market share growth across SA + SSA

• Forecast accuracy (MAPE, bias)

• Inventory and service‑level performance

• Wholesaler/distributor SLA performance

• Launch KPIs (timelines, adoption curves, access milestones)

• Team performance, capability uplift, and retention

• Audit readiness and compliance metrics

WORK RELATIONSHIPS

• Internal: GM, Regional Commercial leads, Finance, Legal, Medical, Quality, Supply Chain, HR, Regulatory, Market Access

• External: Wholesalers, Distributors, Retail Chains, Hospital Groups, NGOs, Government entities, Tenders, Medical Aids & Procurement bodies

For Current Gilead Employees and Contractors:

Please apply via the Internal Career Opportunities portal in Workday.