Commercial and Key Account and Market Access Manager
MSD
Total years of experience :22 years, 2 Months
- MBA from University of Wales.
- Yellow belt Merck sigma Certified.
- I was promoted in 2010 to Key Account and Market Access Manager for private- Eastern Zone (Market Access Department).
- I’m working now as Key Account Manager for East- Private in Commercial and Operational Department.
- managing a team of 2 Direct Reports and coordinating with 5 Business Units.
- My Role and Job responsibilities are:
1- Partnership and Management of all activities with our suppliers (Stock Management, Product Availability, Discount Approvals, Expiry Management, Credit Notes, KPIs).
2- Responsible for all Relationship Marketing and Strategic Partnerships with Key Accounts.
3- All Pricing and commercial responsibilities in my area.
4- Availability of all our strategic products into our Key Accounts.
5- Ensure Inclusion of our newly launched products into Key Accounts.
6- Protection of our products from any risks from Competitors or Generics in Key Accounts through communicating value, cost effectiveness and portfolio management.
7- Monitor stock and consumption levels to ensure matching with the company objectives.
8- Sponsor projects with functional teams (Sales, Marketing, and Medical) to ensure more accessibility in our Key Accounts.
9- Liaise between different BUs in cross functional teamwork to achieve the overall company Strategy and Objectives.
- My major achievements are:
1- To grow with MSD Private East from 10 Million USD to 21 Million USD in 3 Years.
2- To grow by more than 25% in my Key Accounts versus Prior for 3 consecutive years.
3- To lead the company growth for 3 consecutive years and improving Eastern Zone contribution from 15% in 2010 to 21% in 2013.
4- To solve chronic issues that hindered our company performance for long times (Al Manaa H., Rida Al Attia
D.S., Dar El Elham D.S., Al Rashid D.S., Procare H., SCECO, and Al Ihsaa H.).
5- To include our strategic products into our KA as KAM activity (Januvia, Janumet, Arcoxia, Puregon, Cancidas, Pegintron) and in different outlets as (Al Manaa H., Mowassat H., Mousa H.l, Saad H.).
6- Perform partnership programs with Key Customers as (Al Manaa H., Al Mousa H., Saad H., and Al Rawda H.).
7- Support, Partner, and coordinate with our agents to solve some Chronic Account Problems (Al Salama H. & Al Rashid D. S., Dossary H., Procare H., SCECO, Al Ihsaa H.).
1- I participated in the Pre- launch and launch of many products like Vioxx, Ezetrol, Inegy, Arcoxia, Januvia.
2- I worked for both private, institution sectors.
- I was responsible for the successful launch of SERETIDE 250 Diskus in western area in June 2002.
- I was able to achieve 100% sales of SERETIDE by the end of the year.
- I was responsible for the successful launch of FLEXOTIDE Diskus 100mg &50mg in the central zone
- I was the first to include FLEXOTIDE Diskus 50&100mg inside a university hospital throughout Egypt.
- I was the first to include FLEXOTIDE 125mg inside Alex. University hospital since it was launched in
Egypt.
Courses
Key Account and Market Access Manager
MSD
Strategic Thinking Negotiation skills Yellow Belt Sigma
Skills &
Dissertation was discussing Key Account Management from 3 perspectives: 1- value and essenciality of KAM to organisational development and success. 2- Issues that face KAM and difficulties in implementation and evaluation. 3- The Development of KAM between Market Access and Business Development.