FREELANCE CONSULTANT
KOUROSH JAHANSHAHI
Total des années d'expérience :15 years, 11 Mois
I help support medium-large Med-Tech companies/clients, investors, and joint-ventures in the healthcare domain to overcome many of the key challenges they face in today's market in areas such as but not limited to: increase marketshare, competition intelligence, market entry strategies, market dynamics/trends and data analysis etc. in order to launch new products, increase profitability, how to best implement regional/global initiatives and reaching their maximum potentials.
Responsible for overseeing all aspects of the Minimally Invasive Therapy Group (MITG) business in my territory, liaising between legal, compliance, commercial, logistics, finance, distributors relations, marketing activities, product allocation, trainings etc. achieving $16M annual operating profits (AOP). I effectively managed systems & people on multiple levels by increasing motivation through strategic delegation reporting to VP of Minimally Invasive Therapy Group/MEACAT and the Sr. Director of CEMA
• Reviewed distributors regularly and was instrumental in appointing 3 new distributors and terminating 2 ineffective ones creating over $29M additional revenues for the company
• Revolutionized relationships between company and distributors creating new ways of working that impacted efficiency, compatibility and increased compliance
• Increased bottom line profitability by 22% through gradual price increase over 2 years
• Designed, organized, & launched country-specific training programs for 3 distributors and over
400 Key Opinion Leaders
• Identified bottlenecks and introduced new system/procedures which made business easier
internally & externally such as automatic deal pricing, double order taking frequency
• Initiated innovative sales incentive program for distributors leading to increase in sales by 30%
• Overhauled historic culture and got actively involved in decision making & planning processes
of the HQ regarding my region such as determining annual sales targets, money transfer channels
• Improved people/operations efficiency by sharing best practices amongst different regional colleagues leading to much faster new sales techniques adoption and getting accustomed to the
“COVID norms”
I was responsible for overseeing all aspects of the business in my territory including legal, compliance, commercial, logistics, finance, distributors relations, product allocation, trainings and utilizing them to achieve business and operational objectives. Maintained a solid understanding of the market dynamics and healthcare trends whilst cultivating and solidifying relationships with all key governmental and private customers which constituted more than 50% of our annual business. Reported to CEO and GM of Middle East.
• Developed and implemented sales strategies to drive 3% organic growth in equipment sales and 5% in spare parts to achieve sales objectives of $33M per annum
• Cultivated and leveraged customer relationships at the executive and ministerial levels to close over $15M deals
• Directly managed two distributors plus selecting, training and developing personnel to optimize sales effectiveness across over eight product categories
• Development of long-term customer relationships through the ability to identify & capitalize on opportunities and satisfying their needs which created repeated business for the company (more than 50% of annual turnover)
• As a member of the leadership team, ensured seamless teamwork with the Equipment, Service and other departments to provide total customer satisfaction while achieving the service-sales target of $5M per year (over 10% increase year on year)
In charge of market research sales and Ad hoc projects for some of the largest FMCG manufacturers in Iran. Helped companies with growth strategies, production plans, future forecasts modeling, domestic/foreign market analysis, competitive intelligence, route to market, R&D insights & innovations, and consultative development of ad hoc market research solutions. Reported to Sales Director & Managing Director of CEMA.
• Reestablished deep business relations between EMI and a number of top-level companies in Iran post sanctions improving the company’s image and tripling the order intake
• Lead generation and successful sales-cycle management for a diverse range of opportunities and product offerings resulting in closing and average of 4 contracts a month
• Strategic assessment of business intelligence needs with respect to Iran’s unique business environment resulting in an average of 1 ad hoc project per month
• Developed strong, communicative partnerships with the internal research and consulting teams to best support clients and launching ad hoc projects for the first time in Iran
• Broke the world sales record of 31 Linear Accelerators in one deal valued $16.4M.
• Created/managed a highly qualified sales team, which originated/closed new deals in excess of
$34M
• Formulated and implemented new sales-strategies which helped win over $11M in new contracts
• Was instrumental in obtaining two exclusive distributionships for the company
• Supervised the marketing department activities including marketing budget, booth designs, exhibition participations on local, regional and international level, ad designs/placements/prints and sponsorships
• Crafted annual growth strategies using tools such as Cosier data to forecast future sales targets, market & consumer trends, supply & demand for higher market share and 40% deal win-rate