General Maneger
Abbott Nutrition
Total years of experience :29 years, 7 Months
ANI is the leader in nutrition science, research, and development- creating life-changing technology, its goal is to deliver nutrition products and education that meet the changing needs of people around the world.
Accomplishments:
• Head-hunted to lead the exciting transformation, expansion of the company along with P&L responsibility for Kuwait, a strategic priority country for Abbott Nutrition.
• Articulated ANI’s vision & drove the company toward achievement of that vision. Steered through change and challenge to profitable growth.
• Authorized to approve operational investments, served as accelerator/ business booster, endeavored to generate enhanced returns by improving operational performance.
• Known for delivering strategic value, effective change, robust financial stewardship, commercial insight and business intelligence thereby maximizing shareholder value.
Responsibilities:
• Proffering visionary leadership, conceiving a strategic blueprint for the business, commanding day-to-day operations, ascertaining scope and potential avenues for growth and development of business in Kuwait in accordance with established corporate objectives, strategy, and plans.
• Driving the culture of optimizing operations and building a next-generation operations model which aided in increasing the company’s footprint, burgeoning market share & propelling sustainable revenue gains.
• Leveraging entrepreneurial mindset to establish/ expand business and drive gains in revenue, market share & profit.
• Strategic and operational finance leader, delivering value through rigorous P&L management. Establishing operating budgets and proposals for capital expenditure and investments in infrastructure, technology, equipment, systems, other assets/resources.
• Partnering with various internal stakeholders (Finance, Marketing, Commercial Operations, Medical, Regulatory, Market Access, Compliance, HR & L&D) to plan and execute strategic initiatives.
• Re-engineering distribution operations, enabling distribution excellence by reviewing processes and recommending improvements.
• Superintending a dynamic team of Experts/ Senior Managers (Trade Manager, Marketing Manager, National Sales Manager, Market Access Manager, Compliance Manager, & dotted line Finance Controller & Regulatory Manager). Functioning as Stealth Leader, Synergist, and Culture Builder- who sets clear strategic objectives, and motivates teams to deliver exceptional results. Ensuring teams are trained in compliance with business policies, legislative, clinical & regulatory requirements.
Accomplishments:
• Shaped the future of MSD, empowered it to be recognized as the leader in the industry across the region.
• Entrusted to drive the Company's next phase of exponential growth, promoted as Managing Director - KBQ, envisioned country goals, played a key role in planning strategies to meet those long & short-term agendas.
• Owned top & bottom-line performance/ commercial/ P&L responsibility in both private and public segments across the Kuwait/Bahrain/Qatar (KBQ) regions.
• Elected as Chairman of the Kuwait Working Group of the PHRMAG: charged with leading discussions with Kuwait Health Authorities on behalf of the PHARMAG.
• Championed building the distributor ecosystem. Nurtured synergistic distributors’ relationships across KBQ (two in Kuwait, two in Bahrain, one in Qatar) . Positively influenced partners to deliver initiatives that are crucial to the business.
Responsibilities:
• Commanded day-to-day operations of the company. Instituted KBQ strategies and the 5-year plans. Orchestrated a sustainable LEAN organization and continuous improvement ethos, led company-wide transformation that enabled delivery of breakthrough levels of performance.
• Bought unrivalled analytic horsepower and strategic thinking to business- identified and mitigated costs, resulting to increasing bottom line revenues.
• Exhibited comprehensive understanding of market dynamics in developing countries. Served as internal think-tank assessed and developed plans related to various opportunities that are in-line with emerging markets overall strategies.
• Mentored a robust team of direct reports- 2 Country Managers, 3 MOH Key Account Managers, 2 Private Territory Managers, Vaccine Implementation Manager & 3 Admins, ensured to get out best of them through empowerment & delegation.
Accomplishments:
• Under my leadership empowered MSD to being the second leading pharmaceutical company in Kuwait with positive EI of 117% (IMS 2018).
• Under my tutelage attained market leadership in the following therapeutic areas: Diabetes (Januvia Franchise), Allergy (Nasonex, Aerius & Elocom), Bone (Arcoxia). Most of the promoted products are having positive EI.
• Created history by bagging high-end vaccine tender for Varicella & Rota viruses for the first time for 20 years in the NIP & taking over the business vaccine from GSK.
• Market leader & being exclusive in DPP market (Januvia) till 2017 in MOH Kuwait. Exclusivity in combination therapy for Diabetes treatment (Janumet XR).
• Obtained fast formulary inclusion for new launches in less than nine months (Keytruda, Zepatier, Bridion, Zerbaxa).
• Doubled the MOH tenders in most products after the first-year inclusion (Ezetrol, Nasonex, Keytruda).
• Protected company’s mature products from Generic takeover through competitive approaches.
• Secured fast MOH registrations within a short time of 6 months for numerous products including Keytruda & Atozet.
• Registered double digit growth year-on-year in both in Market & to Market. MSD Kuwait will achieve in 2018 a turnover of $56 M which represents 20 % growth.
• Bestowed with 20 Years’ Service Award in November 2017.
Responsibilities:
• Led the Kuwait market representing significant growth potential. Established and executed the Kuwait strategy and 5-year plans, set the pace for the next stage of growth, and developed winning strategies that steer business performance to achieve growth targets.
• Functioned as ambassador of change with the distinction of successful reinvigorating, restructuring, revamping and revitalization of business operations. Introduced new methods, practices, and systems to reduce turnaround time.
• Efficaciously built human capital capability, strong talent pools and leadership teams to drive growth, innovation, and continuous improvement. Headed direct reports - 5 Sales Managers, 2 MOH Key Account Managers, Private Territory Manager, Vaccine Implementation Manager & 3 Admins.
Accomplishments:
• Commendable history as the visionary and thought leader for advancing MSD to be the second leading pharmaceutical company in Kuwait with strong positive EI (IMS 2013).
• Entrusted with managing all MSD products, institutional & private with a turnover of $42 M.
• Attained market leadership in Diabetes Franchise, Allergy & Bone products.
• Exclusivity of Januvia in MOH since launch (2010)
• Set the direction and drive performance across regional distributors for delivering the company's vision, mission and values. Established strategic marketing plans & sales plans for distributors including exclusive product offerings & enhance partner performance through training and reward schemes.
• Built and empowered an adynamic team of industry experts - 5 Sales Managers, KAM, Marketing Specialist, 3 Office Assistance & 37+ Sales Representatives, by being a magnet for talent and developing their core skills to achieve ambitious targets and deliver world-class performance.
• Bagged the SI 2012, SII 2012 and SII 2011 Gulf Region Top Performance award.
• Accredited with 15+ Years’ Service Award in November 2011.
• Exclusivity in MOH formulary - Kuwait
• Recorded sales turnover of $ 12M for Januvia Franchise (Januvia, Janumet & Juvicor) in all the sectors (Institutional, Private, KOC & MOD). Resulting in Januvia franchise achieving Market Leadership status in the private & public sectors.
• Liaised with Key Opinion Leaders, Regulatory Authorities, and other external agencies to support our products, therapeutic areas of interest and company objectives.