Market Development Manager
Becton Dickinson & Company
مجموع سنوات الخبرة :10 years, 5 أشهر
Focus: Responsible for driving revenue and profitability for Arab Peninsula through commercial and marketing strategies+ team management + P&L ownership
Lead business transformation across Arab Peninsula, responsible for the connected
medication management portfolio.
Lead discussions with global medical consulting firms on providing solutions to government and private clientele.
Drive strategies to improve profitability through initiatives across the region
Develop strategies to accelerate commercial footprint growth through market segmentation and geographical expansion initiatives
Develop strategies to drive investment into building revenue pipelines in strategic growth hubs
Develop market access initiatives among direct reporting team and distributors
Manage team & distributor performance aligned with overall business KPIs through quarterly business reviews
Ensure achievement of 100% partner compliance on financial due diligence and trade regulations
Resourceful leader with the ability to assess all issues with customer’s needs while
implementing new sales strategies that are successful and timebound.
Crossed annual targets 3 years in a row by over 10% each year securing 95% of pipeline
opportunities
Spearheaded commercial ownership of $15 million market across Middle East & North Africa,
with established 21% CAGR business growth.
Successfully managed Work-From-Home environment transition with team, focusing on close
customer relationship building that led to 87% overachievement versus budget in 2020.
Accountable for managing 20 distributor associates on business performance, feedback and
delegation.
Streamlined over 14 credit lines on account payables for partners across MENA to secure good
financial health to facilitate 100% regional business turnover.
Salesforce effectiveness trainer for salesforce.com across the region with a 100% success rate.
Improved forecast accuracy by 49% from single digit accurate by facilitating +3% savings on
manufacturing cost across product lines within a year.
Drove majority market share capture vs competition for infusion therapy space in MENA in 3 years.
Lead business analyst in driving growth on business performance for 3 years consecutively.
Quantified and delivered full financial impact of new and existing business models invoiced in
local currencies versus $ USD that led to over 15% savings on cost of sales.
Successfully maximized portfolio profitability by +30% through financial modelling driven
analytics that grew the operating income by 5.6% across EMA (35 countries).
Developed predictive analytics dashboards with forecasting models that optimized sales by
+14% through product lifecycle management across African markets.
Successfully conceptualized and developed price corridor matrix across market segments to
boost profitability by 8% on across product portfolio.
AWARDS
Business Excellence Award
Established BD’s first commercial footprint of the complete diabetes product portfolio across
retail channels in the UAE and Oman that led to 100% segment acquisition within a year.
Successfully led change management efforts on channel partner strategy in Oman to boost
product to customer workflow that led to generating new business revenue with retail
pharmacy chains across +300 locations taking over competition within 6 months.
Successfully created business case to launch 2 new products in the region that contributed to
over 30% of revenue within 1 year of operations.
Successfully orchestrated and launched BD/3M leadership summit on infusion therapy (2014)
in Istanbul, attendance of +500 customers across all cultures from the region that boosted
brand awareness leading to business opportunities by 11%.
F&B Membership Chain Pan-India:
Successfully implemented membership pricing portfolio for pan-India outlet chain with end
to end go-to-market strategy execution from brand management, content management,
resource allocation
Digital Health Multinational:
Price Modeling responsibility to drive modular product selling strategy across business
Investment suitability/ feasibility study conducted across mid-large sized education
organizations across private and public segments expanding opportunity base to 18 new
markets
Successful in sizing company valuation to Series A investment structuring across multi-stage
loan and equity/ convertible notes proposals to mid-cap VC firm
Asia Capital Markets
Consolidated performance reports and drove utilization of BI analytical tools to support
investment strategy.
Drove performance discussions with clients on monthly asset allocation and profit yield of
over $300M, building trust and brand equity in the process.
Close partnership with engagement managers on growing investor footprint in India, Pakistan,
Malaysia and Singapore, with a success rate of 750% on LBO valuation.
Executive Education Disruptive Strategy is a program providing world-renowned tools and frameworks for growth, strategy, and innovation. Outcomes: Become fluent in disruptive innovation theory Assess new opportunities and potential threats Discover jobs to be done and develop frameworks to better understand customer needs Acquire techniques for executive-level strategy development Organize for innovation and maintain a disruptive scope Gain confidence articulating complex viewpoints
Executive Education. Currently awaiting final certificate