Country Manager
jjamjoom pharmaceutical
Total years of experience :20 years, 8 Months
Reported to me, three sales managers, six supervisors, 20 medical reps, and accountant.
Responsible for sales and marketing management in the entire KSA.
Responsible for the achievement of the quarterly and yearly agreed annual sales budgets by Distributor/country and brand.
Define and implement Sales & Marketing strategies in the region that are agreed with the VP Sales.
Develop and nurture personal contacts with all clients but also with key opinion leaders and key decision makers within the market.
Organize, recruit and manage the operational team that will sit within the regional structure.
You will be comfortable working autonomously and take accountability for the entire country P&L.
Monthly management of forecasts for production planning and achievement of results in line with agreed deviation requirements.
Develop and manage annual distributor plans by brand that underwrites the key sales, profit and company objectives identified in the annual regional Channel Plan.
Set a strategic plan for deef factory for ten years.
Reporting to managing Director
Manage total Saudi Arabia institution team, MOH team, tender team and regulatory affairs team.
Responsible for the total country budgets (direct sales MOH, and tender)
Mange all institution hospitals to arrange a plans to introduce our products in the list of the hospitals
Lunch especial products for the institution hospitals only (not available in the private markets) Setting a plans for the production according to our forecast
Selection of the new products to arrange our future plans of the total company
Follow up with regulatory affairs people the status of our registration
Arrange a strong communication with ministry of health people to facilitate our logistic issues
Arrange marketing plans for the institution hospitals matched with the plans and the budget
Arrange a strong lunch for OSLTA (oseltamivir 75 cap) for virus H1N1 very important products of the company and to build strong axes with decision makers in MOH
Evaluating Company objectives and policies
Preparing management format reports on monthly quarterly & yearly closing reports for motoring the business dealing with all kinds of institution business like tenders, local orders &with wide data base regarding competitive prices and activities
Analyzing the risk and opportunity for the business
Supervising and follow up institution scientific promotion including group meeting AV actions and conferences Follow up and management of the SGH TENDER which including all GCC countries and leading the unified pricing Strategy of all countries
Train monitor and develop of our staff people in the department in order to retain high calibre and prepare successors to advance their careers
Manage total Saudi Arabia market, Managing 2 district managers, 5 supervisors and 40 Medical reps.
Setting the country sales budgets, plans, recruitment, training and implementation to achieve of our objectives
Management of all Hospitals in both private & institution to ensure introduction of our products and to ensure our prescription rate and to have leading position in all hospital
Managing all communication and co-ordination with our distributors (Jamjoom Medicine stores & Tamer)
Managing Key accounts, Group Pharmacies and sub-agents to ensure our regular growth and our availability and to push our item at OTC level through relations & creative campaigns
Setting continuous rolling forecast to facilitate our factory production and to prevent out of stock periods
Setting a strategic plan for my company to ensure achievement of our mission & vision
Secure our market share & growth to cope with the company vision
Developing marketing plan with product mangers for all products within the companies
Executing of marketing plan through the sales force in the field
Improving the company profit through control system to maximize return on investment
To make sure that all promotional material are ready on time and on line with the marketing strategy
Control the A & p for the operation to make sure it is in line with the company operating expenses
Achievements to date:
To have continuous growth for Jamjoom Pharma and to be in the top 10 companies in both Market share and prescription Saudi Arabia by 2008
Achievements to date:
Achieving Rank # 6 in total Saudi Arabia market/ Market share (Dec 2007 IMS data), achieving over SR 200 millions in 2007
Achieving Rank # 6 in total Saudi Arabia market / prescription share (Q3/2007 IMS SAMI data)
Achieving Rank # 1 in both prescription and sales until June 2008 for ophthalmic line and derma line
Achieving Rank # 5 between the Pharmaceutical companies as a sales wise until June 2008.
I was reported directly to the sales and marketing manager and have the following responsibilities
• Sales in Eastern region
• Complete responsibilities for Qatar, Bahrain and Kuwait as sales and registration.
• Handling 18 Medical reps. In Eastern region and 3 supervisors.
• Working as country Manger in GCC countries (7 Medical reps )
• I was a committee member in JAMJOOM Pharma Management Board.
• Arranging the strategic plans and marketing plan shared with our staff for all of Saudi Arabia and GCC countries.
• Hospitals & Big customers (deal and follow-up)in both Eastern Region and GCC countries.
• Managing the Agents, hospital deals, chain pharmacies and Sub-agents
• Managing local purchase orders, Tenders and Private (KSA & Gulf)
Achievements to date:
• Achieving and exceeding the set plan for the Eastern Region & GCC, Eastern province contributed 22 % total sales of KSA however IMS contribution was 16% only
• Established JAMJOOM Pharma in respectable places like Aramco, Airbase and other militaries.
• Achieving rank # 11 / KSA (2006 IMS data)
• Registration the majority of our products in the GCC countries and enlisting many of our brands in Major hospitals
• Managing both private and institution business and launching many of the company new brands
• Recruitment of new Med Reps & supervisors to establish the organization.
• Follow up the strategic plan for the Jamjoom Pharma.
• Achieving all given sales target and holding # 1 position in achievement for continuous 2 years
• Launch Jamjoom Pharma as a new company to the Saudi Arabia market.
• Achieving an amazing growth with the first 3 years (the highest in total Pharma business in KSA)
• Shared with the Management & Marketing committee to set Marketing & 5 year’s strategic plan for the company.
• Dealing and communication with the agent in the area for orders, stocks and with key customers.
• Dealing and communicating with the company in sales, DPE and proposing strategic products
• Covering all the eastern region and Central region (private and institutions) for Celebrex line
• Arranging the co-promotional plan with Pfizer Company on the Celebrex line in both areas.
• Pre launch activities for Celebrex in the institution.
• The first introduction of Celebrex in KSA was through Armco done by me.
• Sales responsibilities for MONSANTO products and PHARNACIA products.
mEDICAL REP