Area Manager
Hikma Pharmaceuticals
Total years of experience :22 years, 1 Months
Initially joined company as Medical Representative in their Hospital Group. Charted an exponential career graph and was continuously promoted to finally hold the current position in 2008.
Designation Chronology:
•Jan '08 - Present: Area Manager (Transplant, Dermatology, Infectious Disease & Surgery products) - Responsible for the Territory of Jordan, Yemen, Libya, & Iraq.
•Sep '06 - Dec '07: Sales Supervisor (Transplant, Dermatology, Infectious Disease & Surgery products) - Jordan & Syria Territory.
•Jan '04 - Aug '06: Product Specialist (Organ Transplantation) - Jordan & Syria Territory.
•Mar '02 - Dec '03: Medical Representative (Hospital Group).
Current Responsibilities:
•Directing, overseeing, monitoring and evaluating the activities of all sales personnel under purview to market all transplant, dermatology, infectious disease and surgery products introduced by the company within Jordan, Yemen, Libya and Iraq and following up on referral business to expand client base.
•Streamlining generic and regional business components and ensuring the achievement of projected sales figures through extensive marketing campaigns backed by quantitative\ qualitative research, market analysis and constant sales force development.
•Developing and implementing an integrated range of marketing concepts, methodologies and sales strategies consistent with the overall goals and objectives of the company.
•Conducting market research and following competitor movements to conceptualize counter strategies that optimize performance parameters and business outputs.
•Expanding local business reach by penetrating virgin markets and capturing strategic clientele. Identifying customers, consolidating existing clients and ensuring superior customer service standards.
•Analyzing market feedback and suggesting modifications in the company’s business strategy, thus effecting high sales levels within the assigned territory and achieving company objectives.
Responsibilities as Sales Supervisor:
• Spearheaded a team of sales and marketing professionals to execute sales projects and achieve projected business and sales targets for transplant, dermatology, infectious disease and surgery products between Jordan and Syria.
• Conceptualized and developed sales and marketing plans with due stress on identifying a target consumer base. Retained key focus on business development, planning, implementing and coordinating sales activities to achieve sales and revenue targets.
• Conducted market research and competitor analysis and devised sales and marketing plans to conceptualize counter strategies and penetrate markets.
• Evolved strategies, aims and objectives, set territory specific targets across different product lines and worked on methods to achieve the same in a cost effective manner.
• Drafted monthly sales reports and marketing plans. Conducted monthly sales forecasts, performed sales analysis and implemented key strategic decisions to reduce costs.
• Directed, oversaw, monitored and evaluated the activities of the sales and marketing team. Handled all aspects of their, training and performance and ensured optimum levels of motivation among them.
Responsibilities as Product Specialist:
• Led the conceptualization, inception and consolidation of organ transplant products through precise media management techniques and multilayered sales infrastructure. Maximized leverage of brand equity and increased market penetration through current referrals and strategic marketing drives
• Formulated branding strategies and long term product marketing and sales plans to ensure sales growth, brand visibility and clear brand communication, while ensuring compliance to the company's corporate marketing plan.
• Coordinated with various departments to evaluate service infrastructure and sales support requirements in order to enhance product penetration into virgin markets, augment client base and ensure company status as brand leader.
• Conducted market research, competitor analysis and devised business and marketing plans to counter the same and penetrate markets.
• Expanded local business reach by identifying new distribution and visibility opportunities for company products and capturing strategic clientele. Identified customers, consolidated existing clients and ensured superior customer service standards.
• Analyzed client feedback to suggest modifications and incorporations in the company's branding and product development strategies, thus effecting high levels of sales and achievement of company objectives.
Responsibilities as Sales Representative:
• Customized, marketed and sold an integrated range of company products and services within the Hospital group, and followed up on referral business to expand client base.
• Liaised with a host of clients, ensured optimal levels of service and provided specific solutions. Maintained high client-servicing performance levels, through periodic reports to management.
• Advised clients about service bouquets in view of requirements, executed requisite documentation and upgraded existing service standards, hence achieving the annual sales target set by the management team.
• Kept close tabs on market requirements and competitor activities. Provided optimum service to customers and delivery within scheduled time frame to the said customers.
Current Responsibilities:
Strategic
• supervising the implementation of the Sales function plans, as well as ensuring their compliance with the company rules and policies.
• developing the Sales function’s work plan; assigning work activities, projects and programs, monitoring work flow, reviewing and evaluating work methods and procedures, and directing such activities to serve the Department's goals and plans
• Proposing plans and programs that boost the effectiveness of the Sales function
• ensuring that work activities are carried out achieving the pre-set performance goals, and suggesting any necessary actions to the direct supervisor
Technical & Executive
• managing sales activities, providing support to sales teams, as well as directing the teams efforts to be in line with company strategic goals and set targets
• Developing and monitoring the implementation of sales work plans with the aim of achieving the pre-set sales targets while coaching and managing sales teams
• supporting the marketing efforts by promoting company Branded products through the sales teams/ Sales function
• Directing and providing support in conferences and lectures about company Branded products while developing contacts with potential clients
• Promoting pharmaceutical products’ sales by developing and maintaining long term relationships at all levels with doctors, medical professionals and other clients
• Managing the discount policies in a manner that could increase the sales volume and maintain profitability
• Overseeing service levels provided to clients involving the fast response to orders, as well as evaluating reports describing product performance and client satisfaction
• Providing support in deals preparation as well as negotiating prices with clients
• Communicating with Distribution Center function for the fulfillment of orders and resolving shipment issues
• Reviewing all draw-backs and clients’ objections related to Hikma Branded products while communicating such issues to the Marketing function
• Overseeing and analyzing competitor activity including potential threats and possible opportunities while modifying plans according to requirements
• Studying the anticipated Hikma Branded products that have greater opportunities for generating revenues while building and modifying sales plans accordingly
• Reviewing detailed records of sales target achievements as well as assessing performance and progress of the sales function
• Performing other duties related to the job as assigned by the direct supervisor
Administrative
• Preparing periodic reports with respect to the Sales functions activities and achievements to be submitted to the direct supervisor
• Ensuring that instructions, circulars and organizational and technical decisions are followed and applied
• Specifying manpower requirements for the Sales function according to the recruitment and selection and manpower planning practices
• Recommending training needs of subordinates and evaluating the outcomes of training courses in coordination with the concerned human resources personnel
• Conducting performance appraisals for subordinates according to scheduled plans and recommending necessary actions as per the applied practices
• Following up on subordinates’ administrative affairs such as: vacations, leaves…etc.
• Conducting periodic meetings with subordinates to follow up on the smooth running of activities and keeping abreast with latest business-related practices
• Nominating a deputy to carry out the responsibilities of the position whenever the need arises
Other Relevant Certifications: • Basic Selling Skills Course. • Advanced Selling Skills Course. • Leadership Training • Stress Management Course. • Negotiation Skills Course. • Supervisory Training. • Sales Management Training. • Business Writing Course (Advanced Level).