Sales & Marketing Director GCC - LEVANT
Riyadh Pharma
Total years of experience :26 years, 3 Months
Holding the responsibility the sales and marketing of the CNS business unit:
• Responsible for all business operations within the unit including Sales & Marketing functions, Forecasting, and P&L for the kingdom.
• Member of the Company’s Board of Directors.
• Managing a team of Supervisors, District Managers & Product Managers.
• Deciding the overall sales, strategy and activity.
• Marketing plan creation and execution followup.
• Working with R&D team to develop the pipeline.
Accomplishments:
2012 to date
• Transformed the CNS BU into a major player in the competing segments, now ranked third among its rivals, and the first generic player in the CNS area.
• Launched Olazine, the flagship product of Riyadh Pharma, in May 2014, now holding a MS of 32%.
• Increased sales by 30% in 2013, 28% in 2014, and 35% in 2015 while landing above target by 2%, 5%, and 2% respectively through focus on KOLs and Rx generation, reducing sales to the trade, and enlisting activities.
Holding the responsibility for sales of $30m with accountability for the following:
Organizational restructure.
Creating marketing plan for the KSA market.
Business development with MOH and major customers.
Managing relationships with the international vendors.
Managing registration with the Saudi Food & Drug Authority.
Developing supply chain cycle.
Deciding the overall sales and tender budget, strategy and activity.
Held responsibility for sales of $35m with accountability for 14 direct staff, and 6 distributor staff, plus training and development. Report directly to the Middle East Commercial Director.
•Motivated new top accounts and key customers to partner with J&J brands through sound commercial proposition and uniquely designed marketing plans. J&J brands became the brands of choice in the top accounts through out the GCC market.
•Increased total sales of core brands through key accounts development, introducing annual sales agreements, and products’ availability improvement.
•Designed and implemented a new performance-related reward system to enhance and motivate growth. This reduced the turnover of employees and increased motivation of the team.
•Held responsibility of the training and development function for the sales organization.
•Recruited, hired, and trained new sales teams in UAE, Bahrain, and Kuwait to leverage on the market opportunities.
•Facilitated high-level relationship with owners and managers of large accounts to improve market share, through partnering in activities and providing education and industry insights.
•Established 1 new distribution facilities in KSA to improve the products availability, eliminate the shipping cost, and reduce lead time.
P&L responsibility for sales of $7m with 12 staff. Accountable for re-launching and raising profile in order to re-energize sales and develop new business streams.
• Re-launched the business in KSA & Egypt, hired new sales and marketing teams, and introduced new line extensions and products. Sales recorded ample growth of 35% in KSA and 250% in Egypt in the first year.
• Managed local distributors in both markets, renegotiated the contract terms to improve payables, receivables, and supply chain.
• Managed all advertising and marketing budgets, activities, promotions, campaigns and creative work.
• Held the direct responsibility of creating, delivery and/or outsourcing the training and development of the team in both markets.
• Created and designed annual and quarterly scientific events to educate stakeholders, improve relationships, and provide formal platform for eye care professionals’ discussions. As a result, J&J became the preferred vendor of choice for the top optical chains in the market.
B. Sc. Pharma with Very Good grade.