Regional Tender Manager/ LEVANT & IRAQ
MSD
مجموع سنوات الخبرة :21 years, 1 أشهر
- Responsible for managing all supply chains, all overseas shipments from manufacture site till they reach local distributors and/ or government hospitals.
• Being the single point of contact in the region, to handle all issues that affect the continuity of medicine supplies from the manufacturing site till they reach end users.
• Responsible for setting new workflow, standards of operation (SOP) between different stakeholders who were engaged in the supply chain, price approvals and executions of sales orders in the government sectors.
• Developed database that helps finance, sales and BUM team tracking their sales
achievements on monthly basis.
• Handling full responsibilities to analyze challenge and timely process of day-to-day tender price quotation requests for all MSD pharmaceutical products in the LEVANT & Iraq region, in accordance with Merck Pricing Policy and related delegation of grants of authority.
• Work with Sales Managers/Business Unit Managers and Country Managers, to ensure accurate and timely submission of MSD - LEVANT & Iraq tenders on time.
• Ensure having completed and thorough filing of all inquiries, orders and supplementary orders issued by all customers in the LEVANT & Iraq (including historical data).
• Support sales and marketing manager to regularly follow up on orders and shipment deliveries to all customers.
• Support Finance, Sales, Customer Managers and BUMs in collecting and tracking sales figures and updating LEVANT & Iraq Sales database,
• Secure a system in order to have MSD LEVANT & Iraq markets timely submit quotations at the best competitive and profitable price levels versus regular prices and in accordance with Merck Legal/Treasury and International Trade regulations.
• Tracking and consolidating the overall orders on hand, shipped orders, loans, bonus, and samples for all customers in the LEVANT & Iraq and provide detailed report to the management on monthly basis.
Hospital and specialty Franchise include: Injectable antibiotic and antifungal, Oncology, Hepatology and Anesthesiology products.
-Ensure that sales targets for the lead product are achieved or exceeded by developing sales implementation plans in line with the approved marketing strategy and flawlessly executing these plans.
-Manage, Lead and inspire the 6 member’s sales team to ensure high individual and team performance.
-Ensure adequately staffed sales team with motivated and qualified employees by selecting, coaching, developing, rewarding and retaining the right people.
-Monitor execution of rep territory plans by reviewing key performance indicators.
-Maintain proper collaboration with other sales teams in the district to ensure that implementation of all field operations are properly conducted for customers’ benefits.
-Manage regional key opinion leaders for the lead product.
-Monitor the customer base in the district. Know the customer.
-Monitor competitor activities in the district. Know the competition.
-Organize effective and professional meetings with targeted customers.
-Ensure that communication between reps and the MSD organization is efficient, timely and accurate.
-Ensure that business is conducted according to Merck Policies & Procedures, and Standards and Values.
Responsibilities
-Leading, coaching and developing a team of professional sales representatives
-Managing and following up the conduction of promotional and sales field activities of the team, inclusive international and regional congresses participation.
-Researching and analyzing profitability of new business with knowledge of the product and competition
-Assisting the director (GM) to increase corporate client base through consistent solicitations
-Developing and implementing a comprehensive strategic and operational business plans
-Establishing trust and rapport with key account clients to generate and boost new business
-Following tenders in all institutions.
-Following inventory and consumption for every institution with staff.
-Researching and analysis market trend.
-Managing the production of marketing materials, including leaflets, clinical studies and flyers - this can involve proofreading copy and liaising with designers and printers;
-Budgetary planning and expense control
-Sales reporting revision, analysis and corrective measures planning
-Monitoring and reporting on how effective strategies and campaign have been.
-Active existence within the establishment of our segments of interest to Stay informed about the activities of health services in a particular area;
-Market and competitor intelligence.
-Working with the management team to plan how to approach contacts and creating effective business plans for making sales in a particular area or institution.
Accomplishments
-Successful achievements of 33% growth in sales revenues in 2011 comparing to 2010
-Awarded as best achievements in 2011
-A remarkable 2011 team set up has been achieved that been recognized from senior management as the most efficient and solid performing team, which is also been evident by 2011 sales to collection ratio.
Responsibilities
-Established the company name and its products in the market;
-Re-established the intra articular injection market by launched Synvisc® (Hylan GF-20) and became no.1 in sales;
-Implemented company field operational plans and covering potential customers to prospect for new business and further growing companies revenues;
- Followed patients observation programs on individual basis
-Followed the institutions and the induction of our new products in the tender list and major accounts formulary;
-Recording and data management;
- Sales analysis and targeting;
-Field and business operational planning;
-Keep up with the latest clinical data supplied by the company and interpret, present and discuss this data with health care professionals during presentations;
- Monitored competitor activity and competitors' products (Marketing Intelligent)
- Stayed informed about the activities of health services in a particular area;
- Built and maintained positive work relationships with medical staff and support administration staff e.g. receptionists, accountants..
Accomplishments
-Remarkable achievements in reestablishing intra articular market injections and in achieving a remarkable growth of US$ 300, 000 after the first year of re-launch
-Effectively built a solid foundation and steady professional relation with key clients
-Successful introduction of our portfolio within tender lists