Vice President Sales & Marketing
Avalon Pharma Middle East
Total des années d'expérience :18 years, 8 Mois
Lead sales management teams to exceed revenue objectives, sales goals, and customer satisfaction, leads a team of Sales, Marketing Management and executives to establish and maintain positive client relationships and is responsible for fulfilling the sales and revenue targets assigned to the region on a quarterly and annual basis.
o Create, plan, and implement winning marketing and sales strategies for retail and institutional customers in accordance with the overall organizational business strategy and objectives.
o Provide expertise to the company by building, developing and managing sales and marketing teams capable of carrying out the company strategies and tactics
o Assess market potential and identify new business opportunities
o Manage the export business to outside KSA, recruit and manage distributors and agents.
o Implement and lead Corporate Management - hire, train, manage
o Foster existing high-value relationships and develop new strategic partnerships
o Provide empirical data to support well-thought-out sales and marketing initiatives
o Evaluate and replace if needed our CRM, refine for optimal performance and utility
o Involved in the net income of operation cost with positive progressive way.
A) Strategic Management:
Develops and implements country business strategies that attaining short term and long-term business objectives.
Leads the team in the strategic planning process and communicates the organization’s short and long term objectives.
Responsible for increasing and tracking company market share.
Conceptualizes, formulates and implements marketing strategies taking into consideration consumer profile, resource structure, major customers, market trends, channel management and price points.
Incorporates Company standards of excellence into daily work to foster a total Quality environment .
B) Operational Management:
Meet financial targets P&L for the company and to ensure company value growth.
Drive company growth and manage negotiations and improved relations with government authorities.
Develops and executes full strategic sales and marketing plans and programs for assigned business
Drives sales effort for assigned business unit products
Launching new products and innovative technologies that may change the way of customer regular practice.
Develop annual business plans and monitor through quarterly reviews.
Manage the day to day operations with the managers to ensure the operation is running efficiently.
Directs department activities including budget plans and other reports.
Ensure production plans are executed on time and on budget.
Provide leadership of all operations and sales and marketing activities.
Strive for operational excellence without compromising quality of the work to ensure best practices in place.
Adheres to standard policies and procedures and acts as a role-model to all employees.
Work on the management and development of employees and work as a “teammate” and lead by example.
Performs other related duties and responsibilities as directed by the senior management.
C) Digital Marketing Management.
• Managed and developed company’s digital marketing campaigns, and led the digital marketing strategy for product categories
• Drove and devised qualitative conversions, and defined KPIs & budget to manage and amplify performance of all digital channels
• Set the content marketing strategy by product category across digital platforms & managed social calendars in sync with product launches and activations
• Identified current or emerging trends and made recommendations for new creative approaches to community engagement & content marketing development
• Established and leveraged relationships with local influencers to build content and generate traffic to Nada’s social channels
• Maintained knowledge of newest social media platforms & formulated action plans to drive social media engagement that would create opportunities and add business value to the brand
• Stayed abreast of competitors, the latest promotional opportunities, targeting & audience segmentation tools and processes, creative techniques & best practices to create efficient and scalable audience touch points
Accountabilities:
Implement best marketing practices and strategize marketing actions to achieve business objectives.
Enable clients to stimulate a good strategic thinking along with a logical path to realize and communicate their
Business vision and implement necessary steps to turn them into reality.
Accomplishments:
Working in KSA & Gulf region as a partner with many pharmaceutical & Medical companies, hospitals.
Proven success records supporting international, regional and local brands.
As a Member of ESOMAR, following the code of ethics as laid by ESOMAR (European Society of Market Research).
Accountabilities:
o Marketing Strategy:
¬ Plan, budget and control all marketing activities in coordination to maximize market share of the products related to the franchise within approved budget.
¬ Develop marketing objectives and manage tactical actions to achieve these goals.
¬ Create medico-Marketing initiatives and big medical registries viz., AGATHA Trail & SPACE registry, that change cardiology practice in KSA
o Strategy Planning:
¬ Understand the impact of the strategic brands in changing the medical practice in Saudi Arabia e.g. Cardio-intervention.
¬ Prepare a positive healthcare environment fostering the uptake of my brands.
¬ Communicate ‘brand value’ to a range of customers influencing uptake and support.
o Leadership & Team Management:
¬ Lead, motivate and develop the marketing team, put Key Performance Indicators (KPIs) and develop talent development programs viz., Trainings, workshops, assessments in association with Business support units.
¬ Understand the needs of employees and know how to work with and bring out the best in each one.
¬ Proven delegation strategies to improve the efficiency team and enhance the harmony of the work group
¬ Skilled in planning and goal setting to enhance employee performance
¬ Addressing conflict in the workplace and implement effective solutions
¬ Manage poor performance
o Market Intelligence/Trend Analysis:
¬ Keep aware of market trends (through periodical market testing and tracking through different market research activities), developments and competitor activities and recommend actions to enable business decision making.
¬ Client/Stakeholder Relationship Management: Develop good relations with the key opinion leaders and eminent decision making governmental bodies.
o Investment Strategy:
¬ Optimize marketing budget, in terms of investment & expenses.
¬ Evaluate return on investment (ROIs).
¬ Develop strategic planning, objectives, budgets and general sales forecasts in association with sales manager.
¬ Create annual budget and the Profit and Loss statement of the Franchise Unit.
¬ Monitor the monthly sales versus objectives and follow up the visiting plan and call frequency through Electronic Territory Management System (ETMS).
o Marketing Program Management:
Initiates Medico-Marketing programs with Key Opinion Leaders and follow up its progress to ensure success that will be reflected positively on the business, w