Product Specialist
Eli Lilly and Company
Total years of experience :19 years, 4 Months
Highlights :
• Played a dynamic role in promoting and advertising varied medications (Cymbalta/Zyprexa/Strattera) to customers (psychiatrists, Neurologists, Internists and Endocrinologists) in Dubai and Northern emirates (both private and institutional sector).
• Instrumental in introducing new product (Zyprexavelotab and Cymbalta) in the institution sector.
• Played a dynamic role in achieving 105% above set target.
• Collating information, taking part in formulating marketing strategies and long term roll out plans to optimize performance parameters and business outputs.
• Conducting product overview presentations to customers with emphasis on new products and identifying customer needs and recommending most appropriate solutions within the product range.
• Enhancing awareness of product portfolio at all designated outlets in the territory in accordance with marketing plan, thereby amalgamating global services and solution standards to augment revenues.
• Establishing key account plans with sales personnel for attaining monthly sales targets, growth trends and IMS to deliver highest standards of customer service whilst maintaining/improving quality standards.
• Performing product overview presentation and conducting round table meetings arrangements, symposiums and national awareness programs on regular basis with emphasis on new products to create awareness about existing and new products.
• Negotiating and developing revenue-generating relationships with key clients through regular visits and follow-ups to resolve customer complaints by performing required action and ensured that appropriate changes are made to resolve problems faced by customers.
• Ensure proper allocation of targets between key accounts according to their potentiality.
• Analysis and evaluation of monthly sales, growth trends and IMS.
• Maintaining the company’s image and product’s quality.
• Successfully working as part of a sales and marketing team, thereby providing accurate information to the doctors on latest medical products of the company.
• Monitoring competitor strategies, collating market intelligence from physicians, pharmacists and distributors to assist in advertising and selling the medications in accordance with market needs.
• Planning and organizing local and regional marketing promotional events to boost market awareness and customer allegiance for obtaining a competitive position in the market.
• Established a strong market presence, by creating product demand and awareness, market surveys and analysis. Ensuring that proper code of conduct is followed by the staff, while keeping abreast of all legal/ statutory rules and regulations.
• Fostering business relations with various pharmaceutical companies, drafting portfolio brand plans and attending international marketing meetings to ensure quality product is delivered to the customers and enhancing the corporate image of the company.
• Keeping abreast of latest scientific advancements, analyzing potential markets and submitting recommendations for product development.
Highlights :
• Successfully achieved of 126% of Diovan range and 153% of Exforge in comparison to the budget
• Successful launch of Rasilez gaining highest market share worldwide in April 2009.
• Recognition of outstanding performance on launch of Exforge (certificate available upon request)
Key Responsibilities :
• Developed and executed aggressive strategic sales/marketing plans targeted at capitalizing existing client base. Coordinated implementation of sales plans to increase revenues/profitability and expand market presence.
• Gained extensive experience in areas of pharmaceutical product selling to accredited hospitals, clinics and medical practitioners in the assigned region.
• Made presentations on medicines developed by the company, provided information on products, to doctors, and pharmacists thus ensured achievement of established sales targets.
• Worked closely with team managers to devise plans for approaching contacts and created effective business plans for enhancing sales in the area.
• Provided superior client service and ensured complete customer satisfaction by ascertaining all delivery deadlines and commitments to customers are met.
• Actively focused on achievement of sales targets. Expanded business reach and proactively created new accounts and maintained efficient relations with existing clients.
• Kept abreast with latest clinical advancements, interpreted, presented and discussed the same with health professionals during presentations.
Highlights :
• Played a pivotal role in launching Coversyl 8mg product in the private sector with 114% achievement over the pre established budget.
• Instrumental in introducing and promoting Procoralan 5mg and 7.5 mg product and achieved approval for Procoralan product from opinion leaders in the MOH cardiology sub-committee.
Key Responsibilities :
• Generated proposals, prepared sales quotations, planned customer meetings and demonstrated capabilities on assigned products in assigned territories.
• Organized conferences for doctors and other medical staff. Arranged appointments with doctors, hospital consultants, nurses and pharmacists.
• Interacted with clients, provided them accurate information pertaining to characteristics and clinical studies conducted on the drug and negotiated sales deals with them.
• Conducted regular field visits across all regions to gauge effectiveness of own promotions and also to evaluate competitor activities.
• Arranged seminars to notify customers about new/premium products, formulated strategies to capture new outlets and kept close tabs on sales activities across the region and implemented requisite measures for the same.
• Arranged appointments with doctors, hospital consultants and pharmacists, made customized presentations on company products and responded to client inquiries, to ensure high client satisfaction.
• Kept abreast of all rules and regulations in the pharmaceutical industry and ensured all current practices comply with the legal requirements.
Courses Attended : • Completed a brand management course at the University • Analysing micro and macro environmental factors. • Worked in teams on numerous marketing case studies such as ‘Red Bull’ where I had to come up with recommendations about the current marketing activity and ideas of brand extensions. • Assessment of the marketing strengths and weaknesses of companies and key competitors in terms of branding, reputation, differentiation and elements of the marketing mix as well as assessment of the competitive positioning.
Training Courses and Certifications : • 2011:Key Account management training • 2010:Insight and Personality Training • 2010:Multiple Solutions Selling • 2010:Time and Territory Management Training • 2010:Key Account Management Training • 2008:Presentation Skills Training • 2008:Active Listening • 2008:Medical Call Training • 2005-2008:Performance Frontier Training PF1, PF2, PF3, PF4, PF5 and PF6 • 2007:Advanced Selling Skills Training • 2005 and 2006:Professional Selling Skills Training • 2005:Medical Call Training