INTERVIEW

Leadership, innovation and market

José Carlos Felner "People from lower hierarchical status may influence their own boss, by acting like a leader", stated José Carlos Felner, the director of the Biotech Business Unit, who has been working at GlaxoSmithKline for almost 30 years, in different positions.

The executive defined the concept of leadership, gave us several hints and said that in every proposal and activity, "employees need to clearly see the benefits they will reap right after the process, which might be linked to financial matters, self-accomplishment or well-being".

During our conversation, which took place between one meeting and another, the director of GlaxoSmithKline also talked about market and innovation.

Check out below the main parts of the interview:

Top Team: What is leadership?
José Carlos Felner: Leadership is one´s ability to influence other people at a certain extent and with clear objectives. The key is to be highly committed without making use of power.

Top Team: Is leadership totally connected to hierarchy?
José Carlos Felner: Not necessarily. The ability of influencing people does not happen only from an executive towards an employee. People from lower hierarchical status may influence their own boss, by acting like a leader, regardless of their authority.

Top Team: During the leadership process, what are the main difficulties faced?
José Carlos Felner: Who takes on the role of a leader must be aware that legitimate leadership is allowed. Thus, they need to be committed and gain people´s trust in order to be able to establish the guidelines.

Top Team: How can that be done? Is there any specific technique?
José Carlos Felner: In order to have leadership potential, the leader must have a coherent proposal and present some key elements, like information enough to enable assessment, clear communication and common values. Besides, employees need to clearly see the benefits they will reap right after the process, which might be linked to financial matters, self-accomplishment or well-being.

Top Team: Is leadership standardized?
José Carlos Felner: No, there is no standard. Although there is the need of influencing people, we need to consider the employees as individuals, by getting to know their motivational element first. Besides, we have to study the mission and values of the company, which represent key information to leaders.

Top Team: By focusing on the current market, is it easier to innovate now?
José Carlos Felner: I´ve been in the pharmaceutical industry for over 34 years and I can say that today is much easier. However, it is harder too. There are several consultancies and tools that help us create strategies on a standardized way. Actions in the field tend to repeat. The customer wants to be treated as unique, though. Therefore, innovation must be taken into account.

Top Team: To wrap up, GlaxoSmithKline counts on the expertise of pharmexx Brasil in order to increase the sales force productivity. What is your opinion about the work they have done?
José Carlos Felner: My first impression is really positive. Pharmexx Brasil is well-structured and organized and the professionals in charge of the sales teams are highly experienced.

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