Business Development Director Healthcare
CorMedix Inc USA ( www.cormedix.com)
Total years of experience :30 years, 0 Months
CorMedix a US based manufacturer of Neutrolin a noble product to prevent blood stream infection in short and long term catheters patients in Dialysis, TPN & ICUs.
Key Projects Established:
- established MENA regional office based out of Dubai.
- evaluate and appoint potenial distributers in MENA.
- evaluate market potential in MENA region.
- Create and develop BP and strategies in key markets.
- provide training and support to sales team.
- conduct presentations and training to healthcare staff in key hospitals.
Projects:
- Achieve registration in GCC markets with health authorities.
- set up distributions contractual agreements.
- setting up trails and evaluations in key hospitals in GCC.
- targeting tenders and contracts with key clients.
- participate in key events in Nephrology and vascular access.
Responsible to set up the business in ME, appointing distributors and setting up market strategies.
setting up sales team and managing distributors in GCC & MENA region.
Education of healthcare professionals, training and promotion, and launching of new products.
setting up budgets and targets for each market and executing strategy.
Identifying key clients, and establish strategy to support targets and budges.
QG is the leading manufacturer of medical equipment in Middle East and Africa, it is listed in Qatar stock market achieving 270 million Qatari Riyal Capital and possessing 20 % by close coordination with Qatar National Bank and Qatar Development Bank, thus in charge of establishing the sales and marketing team in addition to exporting to 17 countries world wild encompassing GCC, MENA, Russia, Spain, Germany and Cyprus.
Highlights:
• Played a pivotal role in developing key markets inclusive of UN, NGOs, Spain, Germany, Cyprus along with North Africa comprising of Libya and Morocco.
• Instrumental in boosting the sales two times in 2012 as compared to 2011 along with augmenting 30% of sales in 1st quarter 2013 as compared to 1st quarter 2012.
• Efficiently recruited the sales manager, business development manager, export manager and five sales representatives.
• Pioneered in setting up 2 divisions within QG, one for consumers products (selling breast light) a device that detect breast cancer and various other associated range and another division to sell medical devices in Qatar in the area of anesthesia, respiratory and intensive care consisting of PALL, ARMSTRONG, SUN-MED and others.
• Successfully managed to gain a good share for QG in Saudi in SGH tender (biggest tender in ME) also in UNICEF tender, Red Crescent and other NGOs.
• Proficiently administered back to back business models all through the distributors in conjunction with directing MOH including HMC in Qatar.
• Played a cardinal role in selecting appropriate distributor, evaluation of markets, products evaluation and registrations in diverse market.
• Instrumental in the development of new products for QC range such as safety syringes and safety IVC.
Key Responsibilities:
• Identified primary thrust areas of business based on market surveys and analysis; designed and implemented strategic business development measures to optimize sales, volume distribution and customer service.
• Developed, implemented and integrated range of sales and marketing strategies; ensured top line sales goals and bottom line profit goals are met, by recognizing profitability and revenue impact of all business opportunities.
• Formulated budgets, performed variance analysis and compared actual results with the defined budgets while ensuring affirmation with business strategies.
• Maintained effective relationship with customers by providing premier customer service; developed a good rapport with the customers and responded promptly to customer issues/problems.
• Sustained highest standards of work ethics on matters relevant to client well-being and protection of corporate business interests.
• Actively focused on achievement of long term sales and gross profits; generated revenues and maximized profit margins by identifying high potential sales opportunities and prioritizing them.
• Directed and evaluating the activities of sales and marketing managers; conducted performance reviews periodically to maintain a competent team and increase productivity, market share and profitability.
• Projected monthly targets, prepared action plans/ schedules and formulated initiatives for achieving the sales targets; provided requisite reports to the senior management to keep them abreast of all sales initiatives.
MPI Inc Japan is renowned as a Japanese manufacturer of Video laryngeal Scope utilized in management of difficult air ways in anesthesia and intensive care units.
Highlights:
• Actively participated in major tenders in Middle East registered at Saudi FDA, UAE, Iran, Lebanon, Egypt and various other MENA regions.
• Played a key role in recruiting, training and evaluating distributors and channels in 10 markets of MENA region, thereby instrumental in categorizing educational medical centers for providing training on Video intubation and difficult air way management.
• Efficiently conducted trainings and workshops for the hospitals clinicians on Video Intubation by means of Stylets and Blades.
• Proficiently spearheaded turnkey projects encompassing Trauma Centre of DHA (Dubai Health Authorities)
Key Responsibilities:
• Developed and implemented an integrated range of sales and marketing strategies to consistently chart out strategic long term goals and objectives.
• Directed the development activities for sales optimization and marketing effectiveness strategy to meet and exceed annual strategic plans and quarterly business plans of the company.
• Helping all endures, and clinicians, novices and practitioners learn the technique of intubation using Video scope technologies ( for Anesthetists, ICU, and emergency room).
• Ascertained client specific requirements and provided personalized services enabling optimum satisfaction and achievement of business targets simultaneously ensuring long term retention of customer relationships.
• Kept close tabs on market dynamics and competitor activities, conducted feasibility studies, recommended improvements to the higher management for countering the same and on increasing revenue inflow.
The Company is a leading manufacturer in the medical field, specializing in infection control products for applications in dialysis, oncology and intensive care.
Key Accounts Handled:
• Sheikh Khalifa Medical City (SKMC), Abu Dhabi
• Mafraque Hospital and Rashid Hospital, Dubai
• Aramco, King Fahed Military Hospital and King Faisal Hospital, KSA
• Hamad Medical, Qatar
• Salmania and BDF, Bahrain
• Reputed Hospitals in Iran
• Al Mubarak Hospital
• Kuwait Oil Company (KOC)
Highlights:
• Played a key role in establishing a Regional Office in Dubai to cover the entire MENA region.
• Acquired product approvals from the respective healthcare authorities in UAE, Saudi Arabia, Qatar, Bahrain, Syria and Iran.
• Launched new range of Taurolock hep500 and hep100 and boosted market share by providing Catheter locking solutions to more than 50% in Dialysis and 30% in Oncology.
• Led the acquisition of Prince Salman Kidney Center and King Faisal Hospital against stiff competition.
• Served as a member of executive committee for overseeing new projects, new products developments and identify new products portfolio to add to QG portfolio.
Key Responsibilities:
• Maneuvered the existing business forward by identifying new, profitable opportunities and converting them into commercial contracts. Created, reviewed and amended internal controls, policies and procedures to adhere to the established standards.
• Revamped operation set-ups, established regional distribution networks across the Middle East and quantified achievements in terms of tangible financial benefits.
• Augmented business within the current accounts, sourced new key accounts/competitor's accounts and instituted long term relationships with business associates to enhance product penetration into the market.
• Mentored and provided continuous feedback and assisted in achieving stated client-oriented revenue goals for each business unit managed.
• Collated information and formulated strategies to optimize performance parameters and business outputs.
A leading global provider of medical devices for the hospitals, anesthesia, intensive care, emergency, home and specialist environments.
Joined the organization as Distribution Manager, moved on upward career trajectories, to merit promotion to the position of Regional Business Development and Distribution Manager.
Designation Chronology:
• Apr ' 02 - Dec '06: Regional Business Development and Distribution Manager
• Feb '97 - Mar '02: Distribution Manager
Highlights:
• Instrumental in the establishment of the Middle East business network.
• Superintended the entire gamut of operations resulting in optimized business across all GCC countries, Egypt, Libya, Iran, Lebanon, Jordan and Yemen.
• Consistently achieved a 20-30% sales growth each year from 1997 to 2000 and a 10-15% sales growth henceforth.
• Accredited with ‘Outstanding Performer of the Year’ award by Smiths Medical during the financial year 2001-2002.
• Developed core managerial team encompassing 4 Distribution Managers and a Marketing Manager.
Key Responsibilities:
• Conceptualized sales and marketing programs, formulated product awareness strategies to drive business and capture virgin/competitor markets in alignment with organization's objectives and profit motives.
• Managed channel sales network through a team of distribution personnel/executives. Implemented company sales/marketing strategies and harnessed full potential of retail distribution system for the entire product range.
• Supported the process of tendering and negotiated profitable contractual clauses. Managed all administrative aspects including documentation and management of accounting procedures as per prescribed standards.
• Conducted feasibility studies/market research to gather feedback, proposed business recommendations to the management team to support marketing initiatives.
• Organized trainings for enhancing customer relations, motivated team members to enhance performance and attain individual targets.
Pimex Medical is an authorized representative of global brands offering cardiology, anesthesia and critical care solutions.
Highlights:
• Amplified business revenue by prospecting and negotiating deals with key brands resulting in effectively countering monopolistic situation. Expanded the suite of solutions and products being offered.
• Established individual business units focusing on anesthesia, critical care and cardiology products aided by Sales Representatives and Bio-Medical Engineers.
• Played a vital role in boosting sales from AED 700, 000 to AED 5, 000, 000 per annum within a short span of 2 years.
• Successfully created brand equity and portrayed the company as a specialized and focused organization selling anesthesia, critical care and cardiology solutions.
• Bagged key contracts as a major supplier for DOHMS and major private hospitals such as American Hospital & Welcare Hospital, capturing over 80% share in specified categories.
Key Responsibilities:
• Devised and implemented all aspects of financial analysis and reporting, encompassing budgeting, financial forecasting and establishment of credit lines with banks and customers.
• Created stage-wise profit projection reports in consonance with preceding factors, identified, deputed, and delegated responsibilities to a team of core competence managers heading overall marketing, operations and technical divisions.
• Ensured compliance with corporate requirements and spearheaded commercial negotiations to deliver both short and long term business benefits.
• Established strong market presence by developing ethical sales methods, ensured optimal levels of service and long term business relations.
Inducted as Sales Representative, charted an exponential growth chart, securing accolades and merited promotion to Sales Manager.
Highlights:u**
• Instrumental in acquiring business of $ 350, 000 through development of key accounts including Department of health & medical services.
• Planned marketing campaigns, promotions, trade shows and conferences, formulated strategic marketing objectives and creative ideas to maximize output.
• Instituted plans for building brand and creating market development initiatives. Developed plans for launching new products DPT(disposable pressure transducers), PCT, New generations of anesthesia machines, incubators and central venous lines.
• Expanded the customer base by developing clients like OEMs and entering the retail segment. Consequently achieved business growth by 30%.
Overall Responsibilities:
• Formulated strategic plans geared towards the expansion, development and consolidation of sales, exploiting market opportunities in line with organizational objectives.
• Explored new business opportunities, provided strategic guidance on new product introduction and sales promotional events & campaigns.
• Analyzed competitors' products and services, capitalized on evolving market trends and consumer demands as well as networked extensively among target clientele to enhance brand penetration and maintain brand equity.
• Identified and prioritized attractive market opportunities by recognizing and analyzing market segments, market size, industry trends, competition, product usage and profit potential.
• Provided pre/ post-sales technical support to customers, ensuring that delivery and quality norms are met in accordance with company policies and procedures.
• Offered professional and unrivaled service, met/exceeded quality and customer satisfaction goals to ensure customer retention. Organized product demonstration, seminars, workshops and campaigns at customer locations.
Training Courses and Certifications: • Leadership Training and Workshop, Smiths Medical, UK • Finance for Non Financial Managers Course, UK • Leaders in Dubai, IIR Dubai • Coaching Skills and Strategic Planning, Institute of Management, London, UK • Professional Sales Skills Training, Institute of Professional Sales, UK and UAE • Introduction of Strategy and Strategic Planning, UK • Managing People, UK • Team Building, UK • Products Launch Trainings in UK, USA and Germany covering Airway Management, Pain Management, Vascular Access and Patient Monitoring • Infusion Therapy and Hypothermia