Ahmed Fathi

Business Development Manager (BDM)
Healthcare Communication (Nurse Call) Sector, MEAR

BDM for Care Communications Business in MEAR Region (GCC, Levant, Africa, Caspian Sea Countries and Turkey).

\[Jan 2012 - April 2013 based in Dubai, later based in Istanbul\]

Care Communications business is also known as Healthcare Communications systems, which include enhanced safety-focused Nurse Call systems with integration to paging, DECT, PDMS, patient enter- and infotainment terminals, HIS, Medical Device Distributed Secondary & Primary Alarm systems, IP phones and PABX services. This integration allows care-givers and patients to have all services available at bedside and on the go for the healthcare highly mobile and demanding environment.
Job Description
- Report to the Care Communications Business Director, Munich.
- Become the first frontline point of contact for countries in MEAR - including Turkey and CIS.
- Prepare the annual Business Development Plan, Develop and implement strategies for new products and services.
- Maintain and develop existing/new distributor network across MEA region to grow the distributor network for full coverage of MEAR.
- Develop an effective journey plan and customer call program to ensure that relationships with existing customers are built and maintained, and proactively develop relationships with new distributors to enter new markets.
- Develop trade shows programs, seminars and presentations for consultants (Healthcare Market: Hospital and Nursing Home Segment), engineers and end-users to ensure that Tyco Zettler products are specified and approved.
- Prepare and maintain ready-to-use tender texts for consultants taking into consideration market tendencies and product development updates.
- Work with Product Management on market and product development needs for MEAR region.
- Stay up-to-date on product and market trends allied to the business - attend all meetings, courses, training, trade shows and seminars as required.
- Take personal ownership of large projects to ensure that accurate and competitive bids are submitted. Follow through to order receipt and any after-sales service requirements as necessary and resolve technical issues on-site if required.
- Prepare monthly sales reports.
- Gather relevant market information and produce a detailed report outlining the commercial outlook for the business, quotation and project updates, customer trends, product competitiveness, competitor activity, service issues and strategic suggestions.
- Assist Product Management / Marketing in Europe with the creation of Marketing Collateral to meet the MEAR region specific requirements and expectations (e.g. Bulletin, Giveaways, Sales Toolkit, Tender Text, etc…).
- Ensure that your customer base have up to date price lists, product brochures and marketing information.
- Enforce guidelines for pricing strategy and credit terms in line with company objectives and policy.

Business Unit Manager (BUM)
Critical Care Business Unit

\[Dec 2008 - Dec 2009 as Sales Manager | Jan 2010 - Dec 2011 as BUM | same unit\]

Product portfolio includes Dräger Medical (Anaesthesia Workstations, Ventilators, Monitoring Solutions, Neonatal Incubators, Phototherapy and Thermoregulatory products), Fresenius Vial/Kabi (Syringe, Infusion, PCA, TCI and Feeding Pumps) and SonoSite (Portable Ultrasound Devices, specialized in ER, Nerve-Block, Line-Insertion and POC clinical applications).
Job Description
- Report to the Medical Equipment Business Director
- All “Sales Manager” Job Descriptions/Duties (below) are still my direct responsibility.
- Determine the annual target/turn-over and general BU action plan in close coordination with the Medical Equipment Business (MEB) Director.
- Prepare the annual forecast, align individual forecast of sales team so that targets (and also pipelines/backorders) are SMART.
- Achieve, and manage the sales team (3 senior and 3 junior sales engineers + Application Specialist + 1 coordinator + other supporting staff) to achieve their individually set targets.
- Set strategies and KPIs for staff, and self, with respect to product promotions and marketing, by means of customer presentations, organizing group seminars and events, product evaluations and participating in exhibitions and events, among other activities.
- Target, and develop one-to-one strong/personal relations with KOLs, Key Decision Makers (doctors, nurses, technicians, biomeds, purchasing officers, finance and budgetary departments) and Governing Institutions (DHA, CSC, MOH, SEHA, m-GHQ, p-GHQ, etc.) to convert major accounts’ tender specifications into our product range, by formulating strong lockout specs and get-together activities.
- Ensure that tender offers and quotations are in line with the company’s strategies and goals (related to turnover, product, account and/or stock availability, etc).
- Handle all activities and issues related to principal companies (suppliers), including, but not limited to: targets, quarterly and annual meetings, order-entry and production forecasts, payment terms and executing transfers, joint projects, evaluations, double-visits, etc.
- Channel supplier product trainings in the proper direction for staff and loyal customers.
- Guide the growth of the existing business and develop new markets and market niches.
- Decide on strategic deals, and provide plans, jointly with suppliers and influential customers as to maintain our margin at the accepted level.
- Ensure market intelligence and due diligence of staff, and self, are unmatched, especially concerning new projects, extensions, renovations, private hospitals/clinics, etc, and their respective consultants.
- Manage the internal and external pipelines to ensure quarterly quotas and business uniformity.
- Manage Business Unit’s P&L, Stock Level, Marketing Budget and Financial Statement on monthly basis, to maintain business goals and targets in alignment with expenses and stock level.

Product Specialist - Gen. Med. Division

AMICO is a mega distributor and solution provider in the field of medical equipment and instruments. For complete company profile, kindly visit AMICO Website.
Job Description
- Report to the Sales Manager cum General Medicine Division Manager and the Regional Manager
- Contribute to achieving the divisional target regarding the product portfolio (Zoll, Arizant/Bair Hugger/Ranger, Me.Ber and SAM Medical)
- Promote for the products all over UAE
- Decide on the yearly marketing activities and plan the marketing budget
- Conduct concept and technology-focused presentation to change the usage pattern of surgeons, anesthetists, nurses and paramedics
- Set penetration and migration plans for the major Accounts (Ambulance and Rescue, Unified Ambulance, Dubai Police, Major Hospitals, GAHS, DOHMS, GHQ etc.)
- Design a marketing plan for the Occupational Health and HSE departments (non-medical accounts)
- Conduct training seminars and perform OT scrubs to help and train surgeons on the proper use of the products

Sales & Marketing Manager,
Business Matchmaking & Allocation Specialist,
Training & Capacity Building Unit Manager
\[Temporary advisory job, before relocation\]

GMA is a multidisciplinary company, with its Headquarters in Egypt (Global Medical Advisory), a Trade and Commercial Subsidiary in Egypt (ProMed for Medical Supplies) and a Free-Zone Trade and Export Facility in the UAE (ProMed), targeting the Middle East and Continental Africa (MEA) region. The scope of GMA services is covered through its three franchises, namely: the Representation and Business Matchmaking, the Sales and Marketing Franchise, and the Training and Capacity Building Franchise. The vision and approach of GMA are to represent multinational manufacturers and companies, performing the market research and analysis as their regional office in the MEA region, allocating and scrutinizing local agents and subdistributors per geographical territory, and managing the local agents’ sales and marketing franchises on behalf of the multinational manufacturer. On the other hand, GMA provides training and capacity building programs for its partners in the MEA region in the areas of strategic planning, executive/operational planning, monitoring and evaluation, TOT), needs assessment, selling and presentation skills, etc.

Job Description
 In the area of Sales and Marketing Management
- Recruit franchise managers and product specialists for Egypt per agency, working for ProMed Egypt.
- Co-recruit, assess and monitor sales teams per MEA country or region.
- Training and orientation of newly recruited staff in the region.
- Set the quotas and targets for the distribution channels in the region.
- Set the quarterly plan and smart goals, and monitor the realization thereof.
- Make available the sales training and marketing material, ensuring their cultural compliance.
- Communicate with the multinational manufacturers concerning prices, stocks, discounts, orders, among others.
- Conduct and organize country-level launching and marketing events in the region.

 In the area of Business Matchmaking and Allocation
- Communicate with international manufacturers and propose representation in the region.
- Keep an up to date portfolio of multinational medical companies and manufacturers.
- Maintain an up-to-date database of well-structured prospects (agents) in the MEA region (direct surveillance and outsourcing).
- Conduct kick-off meeting and structured evaluation processes with the agents’ shortlist in the region.
- Approve agents who apply to GMA’s agencies.
- Monitor, assess and evaluate agents on behalf of the multinational companies.
 In the area of Training and Capacity Building
- Create and probe capacity building needs of medical establishments throughout the Middle East and Africa (MEA) region.
- Design and conduct training and restructuring programs for the clients and the contracted agents in the region.
- Apply and follow up partnerships between GMA and major training organizations and service providers in the region (offering representation).
- Set the requisite criteria of agents and the corresponding capacity building programs and interventions helping them comply with the multinational requirements.

 Special Project
A three-month assignment for planning, developing and reengineering the Ultrasound Franchise in Nile Medical International, Philips Medical exclusive distributor in Egypt.
- Re-structure the franchise.
- Recruit Product Specialists.
- Design local training curricula (Philips Advanced MCR Training received in Malta, Feb. 2006).
- Study competition and produce competitive analysis.
- Assign territories and forecast-based targets.
- Assist (President) in publishing an “Orientation Dossier” for the franchise (HR task).
- Marketing and promotional activities.
- Designing customized (per area per specialty) product presentations and product campaigns.

Tyco Healthcare Valleylab Division Manager, Sales & Marketing

\[Sep 2002 - Dec 2003 as Sales Supervisor | Jan 2004 - Dec 2005 as Division Manager | both for Valleylab\]

Job Description
Division Manager for Valleylab Electrosurgical and Ultrasonic Equipment. This includes Management, Sales, Marketing and Technical Support of Valleylab range which includes: ESUs (Diathermy), Argon-enhanced Electrosurgery (Argon Beam/Plasma Coagulator), CUSA (Cavitational Ultrasonic Surgical Aspirator), LigaSure (Vessel Sealing System up to 7mm), AutoSonix (Ultrasonic Dissector), OptimMum (Surgical Smoke Evacuator), etc.
In the area of Division Management
- Report to Franchise Manager.
- Co-recruit, orient and train new Salespeople.
- Monitor stock dynamics, stagnant items and competition pricing and activities.
- Set the division Plans (weekly, monthly, quarterly and yearly) and SMART Goals (quarterly), and monitor realization and achievement.
- Set proper Marketing and Technical Support activities, meeting Sales Reps' and Supervisors' needs.
- Make available materials in both Marketing and Technical arenas.
- Build the capacity of Sales Reps and Sales Supervisors (mainly technically).
- Report marketing and technical needs to the Sales & Marketing Director.
- Establish a bi-directional link with the Maintenance Dept.
- Technically organize events (selection of appropriate materials, approach, expected outcome, etc.).
 In the Area of Sales, Marketing and Technical Support
- Achieve the target, including the attainment of my own target.
- Awareness of all features, benefits and know-how of the products.
- Awareness of the area to be handled.
- Awareness of the stakeholders and key customers in the area
- Availability of data on the usage pattern and rate of procedures (Account Profile).
- Perform daily sales calls on my own, in addition to the double-visits to support subordinate sales reps.
- Perform an agreed number of night visits in addition to the double-visits to support subordinate sales reps.
- Organize promotional (involving Sales Supervisors and MTAs) and technical (involving MTAs and Franchise Managers) events
- Identify the marketing activities to be held.
- Significantly increase the market share in the area handled.
- Activate the role of Supervisors, MTAs, Franchise Managers and Sales & Marketing Director.

Sales Executive

Job Description
 In the area of Operations Management and Administration
- Reporting to the Managing Director.
- Managing and Directing the Logistics Department.
- Handling the Processes related to Ordering, Freight, Customs, Expedition and Delivery \[FOB, C&F, CIF, Site Delivery\].
- Handling all Relations with International Suppliers and Customers.
- Supervising all operations related to Defective Items (Maintenance, Repair-and-Return \[RR\], Replacement, Return-Material-Authorization \[RMA\])
- Overseeing the Post-Sales Department and sensitizing the Customer Satisfaction Level.
- Placing Company Purchase Orders (POs).
- Marketing and Fixing Price Lists in light of Market Trends, Ups and Downs.
- Monitoring, Analyzing and Forecasting the Stock..
- Quarterly Evaluating the Logistics, Post-Sales, and Customer Service Departments.
 In the area of Sales Account Management
- Achieving the Planned Target (US$ 1M per year).
- Extending the Customer List.
- Handling the Competition Accounts.
 In the area of Marketing and Business Development
- Setting the Marketing and Business Plans.
- Creating and updating the Marketing Tools and Strategies.
- Releasing Promotions and Special Offers in light of the Market needs, Competition and Stock Profile.
- Promoting products and services (in total coordination with Sales Account Managers) via mail shots, presentations and customer visits.
- Analyzing Sales figures, Market share and Performance.

Coordinator & Co-trainer
Training and Capacity Building Unit

Main Job Description
Providing Technical Support and Capacity Building for the civil society “third sector” organizations (nonprofits) in Egypt in General and those who receive grants from Novib - the Netherlands in particular. On a practical basis, the support entails:
 Management/Coordination and Supervision of the Training Unit Activities: This entails Planning, periodical monitoring, assessment and evaluation, drawing up the Annual Marketing Plan for the unit and recruitment upon unit needs.
 A Certified Trainer: In Strategic Planning, PME (Planning, Monitoring and Evaluation), TOT (Training Of Trainers), Governance, Research Methodology and Needs Assessment (please refer to the section titled “Academic Degrees and Certifications”).
 A Co-Trainer: In Fundraising, Situation Analysis and Proposal Writing.
 Computer training: Holding training programs, on both individual and collective levels, for staff including a complete package of MS-Office programs, Windows and Internet applications.
 Developing Presentations: Designing live presentations using PowerPoint and Visual Basic 5 including use of Overhead Projectors, Slide Projectors and Data-Shows.
In addition, I took big part in the following operations:
 On-Call Support and Consultations: Computer Hardware and Software Support for organizations in Egypt.
 Network Support: Installation and Configuration of Networks (LANs) and providing technical support.
 Database Development: Developing databases that match the criteria and requirements of organizations, primarily using SQL, MS-Access and Visual Basic.
 Developing Customized Applications: Creating specific programs needed by those organizations to help them fulfill their work efficiently. Among those applications stand the Auditing and Financial Management programs, Secretarial Schedulers and Reminders as well as Presentational and Interactive Program Kits.
 HTML/JavaScript Programming and Web Design: Developing Professional Websites for organizations using HTML and JavaScript.
 Statistical Analysis: Training and assisting organizations in the statistical analysis required for researches using MS-Access, MS-Excel, Epi-Info and Primer.

Assistant Researcher, Questionnaire Designer, Data-collector & Technical Officer

\[Full-time pre-graduation job\]

Main Job Description
- Assist with research (methodology) and studies pilot phases (sample type and logistics).
- Design and review questionnaires and other data collection tools.
- Conduct interviews for open-ended qualitative surveys and for post-survey data validation.
- Database design, data-entry and basic data analyses.
- Facilitate the job of other interviewers, researchers and data collectors in the local communities targeted by the research/survey.
- Train other date-entry staff on computer skills and database data/relation rules.

Key researches/studies involved:
- Childhood Disability Screening in Ain Helwan (Unicef) and Al Nahda (ICS) after the 1992-earthquake
- Bibliography of Sociologists, Social Workers and Psychologists in Egypt (AUC)
- Analysis of Alma Ata revised declarations (v. Dec 1991) on equity and right to health as part of the Health Program within AHED.