Senior sales manager
Arabian ethicals
مجموع سنوات الخبرة :26 years, 9 أشهر
Leading a team of pharma consumer division (private & tender) consisting of 4 sales managers and their respective staff (approximately 33 employees including key account manager, sales manager, sale supervisors, sales men, merchandisers and promoters). Build up a full scale sales operation from the ground up, including team restructure, sales forecasting, area coverage plan, developing channel sales strategies, and update customer ‘s data base, team coaching and training.
• Responsible for UAE region. Managing 45 staff of Sales, Merchandiser and Promoter team. Sales team (6), Merchandising team (27), Promoter team (10) and admin (2).
• Improved our principal company’s (Wyeth/Nestle Nutrition) competitive market position by increasing its market share by 2% on volume share over 2009(placing it as #1).
• Successfully launched Wyeth/Nestle’s new products—Promise PE S-26 Comfort, Illuma and new Bio-factor line, in retail channels within short period of time.
• Developed and implemented different types of store promotion which help to improve sales and liquidate excess inventory. Accomplished an excellent customer service level (93%) by increasing products visibility and share of shelf at the end of 2011.
• Managing unit functions which include sales, key account management, marketing, merchandising, finance, purchase and logistics support
MODERN PHARMACEUTICAL COMPANY- U.A.E
Key Account Manager-Nutrition (August 2007- August 2010)
• Acted as the Head of MPC Pharma Nutrition Retail Unit (sole distributor of Wyeth baby milk nutrition
formulas in the UAE): Leading, motivating and coaching large sales and merchandising team which is
composed of 21 staff (1 sales supervisor, 3 sales representative, 11 merchandisers and 6 shelf fillers)
• Achieved a cumulative growth of 117% during 2007-2010 % over average sales of previous 3 years.
• Achieved more than 20 % sales Growth in 2009 over 2008 in spite of Global recession.
• Successfully launched new products (Progress Kids, S26 PDF) in retail channels within short time period.
My overall responsibilities as KAM;
• Monitors stock and supply through logistics and purchasing department. Preparing ambitious annual sales and stock forecast plans with team members and/or in conjunction with partner suppliers for excellent sales
management.
• Participates in the development of trade budget plan, promotional expenses and strategies with principal
company and align this with MPC's plan.
• Handles major accounts including Carrefour, Spinneys, EMKE and Abu Dhabi Co-operative.
• Analyze and report business performance in terms of customer perception, competitor activities,
distribution, target achievement, and MS% to the senior management.
• Conducts customer satisfaction surveys for nutrition unit performance and translated into responsive
action plans.
International Nutrition Co. (I.N.C.) /DUMEX - U.A.E.
Business Unit Manager (Assistant area manager) (Jan 05 -July 2007)
• Led a team of 4 (3 Medical Reps and one Supervisor); trained,
motivated and developed staff capability in time and conducted area
management in order to enhance teamwork and team building to achieve the company goals.
• Re- launched company's products successfully after 7 month out of stock situation.
• Coordinated the creation of a new Dumex Gulf office in Dubai.
My overall responsibilities as Unit Manager: Sales: • Developed the capabilities of the distributor's sales rep by continuous training, persistent follow through of sales activities, sales tracking, sales forecast, setting challenging target and developing a healthy
internal competition.
• Forecasting and planning the company's product orders by the distributor.
• Review product pricing and gross margin goals for existing products annually and establish new product
pricing.
Marketing: • Assured right products positioning, right scientific message for all customers by continuous training,
creation of innovative ideas for new doctor's approach to assure sales improvement.
Trade activities: • Assured excellent product's availability and display in all class A customers by keeping buffer stocks and improve brand building and brand loyalty.
• Took actions on improving the distributor service level and on developing store trade activities (wet
sampling) as well as product awareness.
• Was responsible for launching the new master brand being the chairman of the master brand
committee (DUMEX)
International Nutrition Co. (I.N.C.) /DUMEX- U.A.E.
Field Force Supervisor (Jan 04 -Jan 05)
• Achieved high sales growth 126% up to the first of July 2004.
• Successfully manage the severe out of stock situation during the transition phase (From 1 July 04 up to 5 March) to our new agent by continuously visiting them, managing out of stock situation in class
A channels by stocks reallocation according to area potentiality and by motivating the team.
• Was responsible for the sales forecast, sales tracking, following up agent sales representative,
merchandisers and assured products availability in all channels.
• Was responsible for product registrations in trade channels.
International Nutrition Co. (I.N.C.) /DUMEX - U.A.E.
Senior Medical Rep. (Nov 01 - Jan 04)
• Promoted company products in Dubai, Sharjah, and East coast area.
• Achieved company goals (200% growth in 2003 year on year growth)
• Trained, coached and led UAE team
Glaxo Welcome (G.S.K.) Egypt
Acting as senior medical Rep: (Jan 99 - Oct 01)
• Was responsible for coaching and leading the team to achieve goals.
• Worked on promotion of large scale of drugs like-Antiacid (Zantac), Tonics (Supravit), Anti -asthmatic
(Ventoline&Flixotide), Antiallergic (Flixonase launch) and Antibiotic line (Zinnat & Ceporex) successful
Re-launch for Zinnat.
Glaxo Welcome (G.S.k.) Egypt
Medical Rep. (Aug 97 - Dec 98)
I worked for a special team (Zinnat team) and had achieved my company target
Certification Certified Process Professional Master, CPPM Graduate Institution Master of Business Administration (MBA) specializing in Marketing, University Of Wales, United Kingdom, 2011
Bachelor of Veterinary Medicine Zagazig University, Egypt, 1995