Executive Manager (Sales, Marketing, Business Development)
STS Suleiman Tannous & Co.
Total years of experience :18 years, 0 Months
Setting Business plan for the whole business ( Pharma & Medical devices) & achieving Profit & loss (P&L) targets.
-Ensure achievement of Sales Objective for the whole teams & partners.
-Developing productive & professional teams
-Managing Goods Orders & Commercial activities with the partners.
-Responsible for 35 associates with 4 Field Managers direct reporters
Responsibilities:
Market access management, including:
- Ensuring Market Access excellence by aiming for the optimal pricing, reimbursement and launch timing in collaboration with the cross-functional teams.
- Identifying key stakeholders and establishing relationships with key influencers and decision makers to facilitate optimal market access for the new products and to maintain/optimize market access for existing products.
- Understanding the Jordanian healthcare structure and political environment.
- Leading the development of the market access action plan.
- Obtaining cross functional input and reach alignment in market access strategy and action plan, embedding market access plan in brand planning process, and providing support and insight in the brand strategy and operational plans & activities
- Preparing, submitting and following-up of reimbursement files in line with defined strategy
- Preparing health economic analyses where required
- Ensuring relevant input is reflected in pricing dossiers and taking ownership where needed
- Identifying and developing trust-based working relationships with key stakeholders
- Engaging stakeholders on the value proposition and conduct effective negotiations with key stakeholders
- Advancing company interests and positions (including legislative developments) in pharma industry's local trade association
- Anticipating new trends (national / international) influencing market access environment and the business results.
Sales Management, including:
- Leading a group of high potential Pharmaceutical companies in which am responsible for 10 sales and marketing associates covering: Nestle (Materna, Ego, Dermasciences, Gilbert and Higeen pharma.
- Ensuring achievement of Sales Objective for the whole countries & Teams by Developing productive & professional teams, Conducting a continuous training and coaching, and Managing Goods Orders & Commercial activities
-To deliver the team perofmance contract and individual performance plan to meet sales target within planned budgets.
-To gain formulary acceptance and increased usage for promoted products in all relevant accounts.
-to prepare and implement account development and terretory buisness plans.
-To improve clinical sales and marketing knowledge of promoted and competitor products.
-Full coordination with key account managers.
-To maintan an up to date knowledge of health provision environment.
-To identify and develope key opinion leaders ti increase product usage.
-To improve selling skills by undertaking the required skill practice or learning identified as part of an ongoing training program.
-To update and maintain sales traking systems to maximize affectiveness on territory.
-To operate within the relevant codes of practice.
- Organizing conferences for doctors and other medical staff;
- Building and maintaining positive working relationships with key doctors in private and institutions.
- Reaching (and if possible exceeding) annual sales targets for both Lipostate and Staril.
- Planning work schedules and weekly and monthly timetables for visiting customers and prioritizing them.
- Regularly attending local and international BMS meetings, RTDs, presentations and trainings.
- Keeping up with the latest clinical data supplied by BMS and interpreting, presenting and discussing this data with health professionals during presentations.
- Monitoring competitor activity in the cardiovascular line.
