Country Manager
GlaxoSmithKline
Total years of experience :21 years, 7 Months
Conduct regular market and sales analysis in order to support forecasting, budgeting and the 3/1 plan.
Conduct regular appraisals with the team in order to assess their performance in sales and also as a people development tool.
Take an active part in the recruitment and selection of new team members in accordance with GNE criteria.
Arrange with the product managers in the head quarter and Qatar team for successful launches.
Implement marketing plans according to the strategy and report market, customer feedback to the marketing team in order to support current and future plans and activities.
Delegate my team members.
Support the development of the team through coaching, field visits and PDP.
Helping my team to solve their problems.
Monitoring the Direct Product Expenses \{DPE\}.
Follow up with central medical stores the pending quotations, stock and the expired goods.
Manage to reduce the expired goods with our local distributors.
Build a strong business relationship with our stakeholders.
Deliver database for our quoting prices as well as competitor’s price in tender sector.
Monitor our bonus level for Key products.
Follow up our Vaccines business with preventive medicine department in MOH.
Communicate with local distributors to manage the payment facilities, credit, and complaints for our customers.
GLaxoSmithKline
• 2008 - 2015 GlaxoSmithKline Country Manager GSK - Qatar
• 2003 GlaxoSmithKline Sales Manager - Kuwait
• 2001 GlaxoSmithKline Sales Supervisor - Kuwait
• 1998 SmithKline Beecham Sales Coordinator & CRA - Kuwait
• 1993 SmithKline Beecham Medical Representative - Kuwait
Prior to GlaxoSmithKline
• 1990 Officer in Military Hospital - Egypt.
SUMMARY
Effective leadership and management with the below strength:
• Leadership skills.
• Self actualization.
• Monitoring and organized.
• Delegation.
• Performance with integrity.
• Challenging.
• Ambitious.
• Experience in different therapeutic area.
Specialized Knowledge
Deliver the below GSK Expectations:
• Set direction and inspire.
• Work across boundaries.
• Release energy.
• Develop capability and talent.
• Drive performance.
• Live our values.
ACCOMPLISHMENTS
Commercial
• 19% Compound Annual Growth rate for the last five years 08/12.
• Successful implementation of Respiratory, Antibiotics & Vaccines strategy.
• Leader Market Share with double digit growth of the major therapeutic area.
People
• Stability of the Qatar team with health atmosphere.
• Delegation and empowerment of our talented colleagues.
• More accountability.
• Performance with integrity.
Process
• Cope with company police to manage all compliance.
• Challenged the registration process in Qatar, delivering registration of Pandemrix.
• Successful acquisition process of ( UCB & Stiefel ) and handling all issues with our local distributers.
• Training Record has been delivered to all Qatar team and update on regular base.
• Implement regular process to manage all receivables with Hamad Medical Corporation and Agents.
SIGNIFICANT TRAINING COURSES
Title Organizers/Location Date
GSK sanctions and export controls GSK - Global June 2014
GSK Preventing Bribery and corruption GSK - Global March 2014
Fundamentals of Leadership Program GSK - UAE April 2013
Leadership Development Program GSK - UAE April 2011
Energy 4 Performance GSK - UAE April 2009
Flu Pandemic Preparedness Plan GSK - UAE Oct. 2008
Business Ethics 2008 GSK - Qatar Oct. 2008
Sales Leader Excellence GSK - UAE June 07
Relenza Training Course GSK - UAE May 07
Budgeting and Forecasting programme GSK - UAE June 06
GNE performance Management course GSK - UAE Feb. 06
Worldwide Sales Force Excellence ( WSFE ) GSK - Kuwait March 05
Marketing for non Marketers GSK - UAE April 04
Podiatric Asthma Diagnosis Management GSK - Kuwait Sep. 03
Developing Management Skills GSK - UAE May 03
Finance for non financial managers GSK - UAE May 03
Effective business writing GSK - UAE Oct. 02
Living the spirit of gsk GSK - Kuwait Sep. 02
Vaccination for all life stages GSK - Spain Sep. 02
Regional manager program GSK - Egypt Oct. 01
Professional selling skills SB - Kuwait March 2000
Building skills for the millennium SB - Egypt Feb. 99
Clinical Research Training course SB - UK June 98
Anticancer training course SB - UAE March 98
Vaccine Training course SB - Belgium March 96
SB academy member SB - UAE Oct. 95
Territory management SB - UAE Feb. 95
Clinical management of viral infections SB - UAE May 94
Professional selling skills SB - KSA Aug. 93
Product Knowledge course SB - KSA Aug. 93
• Allocate the appropriate resources, including sales forces, for all products, follow up and monitor adherence to agreed upon resources regarding sales and products contribution.
• Manage people expectation and performance, develop a culture of motivation, enthusiasm, commitment and energy that people develop within the operation.
• Drive aggressive and accurate process to forecast sales and ensure availability of product to meet market requirements.
• Lead the sales operation towards the successful implementation of promotional plans.
• Design and agree the investment and cost benefit analysis for all planned and proposed marketing strategies for both the existing and new product development portfolios.
• Review and implement the strategies for all launches.
• Work in partnership with the marketing and other direct stakeholders to ensure full implementation of all product launches and KOLs meetings.
• Work with local and central regulatory department on the introduction of the new products.
• Pipeline and line extensions in order to allow for business growth and defend against generics.
• Closely monitor competitor's activities in the market place to adapt marketing and sales strategies.
• Establish a strong relation with the distributor and to create a culture of partnership that catalyzes the achievement of business objectives.
• Ensure that each member of the team is committed to company values and transparent communication is the foundation of all interactions.
• Advocate for employee health and safety by creating a safe and health work environment.
• Attract, develop and retain high performance, high value talent through effective recruitment, development and succession planning process.
• Ensure that all colleagues have a differentiated development plan to enable succession planning process are implemented.
• Build and maintain compliance knowledge and implement governance process.
• Conduct regular appraisals with the team in order to assess their performance in sales and also as a people development tool.
• Take an active part in the recruitment and selection of new team members in accordance with GNE criteria.
• Implement marketing plans according to the strategy and report market, customer feedback to the marketing team in order to support current and future plans and activities.
• Delegate my team members.
• Support the development of the team through coaching, field visits and PDP..
• Monitoring the Direct Product Expenses \{DPE\}.
• Follow up with central medical stores the pending quotations, stock and the expired goods.
• Manage to reduce the expired goods with our local distributors..
• Monitor our bonus level for Key products.
• Follow up our Vaccines business with preventive medicine department in MOH.
• Bachelor of Pharmaceutical science 1990 with 1st class degree of honour – Egypt. • Strategic Planning Certificate from HERIOT WATT University – UK.