Head of New Products and Portfolio Development, BUSINESS DEVELOPMENT
SPIMACO
Total years of experience :22 years, 6 Months
SPIMACO: A Saudi Joint Stock Pharmaceutical Company with a paid-up capital of US $ 210 million, the industry leader in prescriptions created with more than US $ 300 million in annual sales.
Report to BD Director. Responsible to identify potential BD &L opportunities in MENA region based on SPIMACO overall strategic plan to double the top-line sales by Year-2016.
Executive Highlights:
Assess, evaluate, and recommend strategic initiatives, market development, new product development programs, product line extension programs or the relevant business model to drive the inorganic and organic corporate growth based on developing portfolio gap analysis to strengthen SPIMACO market share and achieve competitive ranked position.
Tracking deals completed to be reviewed for improving their performance and profitability.
Liaise with legal consultant to evaluate the deal structure and terms to ensure alignment and contract compliance, and develop deal summaries and recommendations to be presented for NPSC and IOPEC committees for obtaining executive directors’ approval to proceed.
Work closely with PDTSC to continuously prepare a product development pipeline including product development process, milestones, and resources requirements.
Implement risk management processes to ensure that projects are delivered on time. It is vital to develop in-licensing alternatives for approaching the marketplace on “First-To-Market” basis.
Coordinate with DRA Director for products’ filling and submission as per the competent health authorities’ registration guidelines and regulations.
Identify, analyze and prepare due diligence for new overseas investment opportunities in start-ups which allow SPIMACO to access new technology, compounds and markets.
Develop a strong external networking in strategic partnerships / alliances with different key stakeholders of the leading international pharmaceutical companies.
Attend and participate in national, regional and global pharmaceutical licensing conferences and exhibitions as necessary to explore opportunities to move into downstream or upstream markets.
Facilitate and negotiate divestiture of non-strategic business / products.
Spearhead commercial and financial business case development in collaboration with Marketing Director and Finance Director, analyze assumptions and build P&L’s.
Be accountable for the complete deal life-cycle from developing term sheets, co-coordinating the due-diligence efforts, contract negotiation till execution of the deal.
Report to Global Marketing Manager. Hold full responsibility for Direct Products Management belonging to Diabetes Franchise within MENA Region.
Executive Highlights:
- Institute, develop, execute and asses innovative and competitive global strategic marketing plans consistently integrated within the entire business plan and to include competitive market analysis, assembling facts, forecasting sales target and budgets, mapping patients, call planning, monitoring and tracking sales and expenses trends, projecting market shifts, and weighing the consequences.
- Strategized to develop contingency plans address possible & provide interventions to problem areas.
- Managed and coordinated all Middle East marketing activities with the regional marketing staff throughout 12 countries to ensure the localization and deployment of an integrated brand identity to manage all aspects of the product lifecycle (relevant to the country).
- Spearheaded product development initiatives to enhance existing products and generate new product offerings to identify potential opportunities of expanding customer base to drive accelerated sales growth in key market segments.
Report to Group Product Manager. Assigned for “Products’ Management “belonging to Anti-infectives & Anti-ulcerants market segments. Lead 26 medical representatives in KSA.
Executive Highlights:
- Developed initial concepts for marketing collateral including brochures, flyers and sale presentations in print and electronic format.
-Managed internal marketing, developed and conducted training programs to sales force and regional marketing staff to disseminate the integral brand identity and direction.
- Managed a wide range of public relation activities, including event planning/management, print advertising strategies and patient educational and awareness programs.
- Proficient using business technology including MS Office, SAP, IMS software, CRM system, Greenrain drug database, and Micromedex.
- Articulate and refined communicator, demonstrating excellent cross-functional communications and
interpersonal skills to establish, maintain and leverage business relationships across all levels within
and outside the corporation.
- Organized and participated in regular field visits with the sales force and prepared and circulated market findings reports that assure all marketing activities are performed in compliance with regulations and company policies.
Executive Highlights:
- Report to Territory Sales Supervisor. Promoted and sold 3 pharmaceutical products encompassing Sulfonylurea (SU), Proton Pump Inhibitor (PPI) and Macrolide antibiotic to physicians, hospitals, dispensaries, private clinics, drug stores, and drug wholesalers throughout Jeddah.
- Call on general physicians, internists, diabetologists, gastroenterologists, pediatricians, otolaryngologists, and pharmacists in more than 70 active accounts.
- Established strategic relationships with HCPs and KDMs of diverse backgrounds, cultures and professional levels across each account and developed customer pool list of KOLs of the targeted physicians and delivered to product manager.
- Organized and conducted numerous seminars, round table discussions, workshops and focus group meetings.
- Worked closely with team members to coordinate plans, strategies and programs of various products.
- Using product knowledge and professional selling skills to consistently exceeded sales objectives of generating SR 1.5 million in annual sales.
Executive Highlights:
-Report to District Sales Manager. Promoted 2 pharmaceutical products encompassing Norvasc® (Amlor®) and Lipitor® to physicians, hospitals, dispensaries, and private clinics throughout 5 territories follow Al-Sharkia governorate.
- Call on general physicians, internists, diabetologists, and cardiologists, developed customer pool list
of KOLs and delivered to product manager.
- Pharmacist in the one of the big hospitals of Ministry of Defense in Egypt (Military Service).
MBA - Marketing