Mena Naguib

Job Description:
• Commercial Strategy Development: Starts with Strategic Planning, followed by the formulation and
implementation of a comprehensive Commercial Strategy that aligns with the companys objectives.
Progress to Market Analysis by conducting in-depth market research to uncover growth and expansion
opportunities, extended by introducing and implementing the proper GTM (Go-To-Market) strategy. In
addition to executing Competitive Analysis exercises, which entails monitoring competitors and market
trends to refine and optimize strategies.
• Sales and Business Development: Focus on Sales Planning by establishing sales targets and strategies to
achieve them. Implement Customer Relationship Management (CRM) by fostering relationships with key
clients and stakeholders. Furthermore, lead Negotiations for significant contracts and partnerships across
both governmental and private sectors.
• Financial Management & Budgeting: Includes Profitability Management: work with finance teams to
manage budgets, forecasts, and cost control, ensuring profitability across departments; Reporting: provide
regular updates to senior leadership regarding business performance, including key financial metrics, sales,
and progress on commercial goals.
• Marketing and Brand Management: Adopting Customer-Centric approach, while ensuring alignment
between sales and marketing efforts to maximize customer engagement and Brand Positioning; monitor
campaign effectiveness, utilizing digital marketing across various digital platforms.
• Sales and Operations Planning (S&OP): Ensure alignment between sales, marketing, operations, and
supply chain to balance demand and supply, through leading demand & supply forums, by providing
market insights and sales forecasts, managing supply constraints, optimizing inventory levels, managing
dead SLOB, and mitigate risks.
• Team Leadership and Development: Starts with Talent Management: lead, recruit, mentor, and inspire
commercial teams, including Sales, Marketing, Product Management, Customer Service and Commercial
Excellence staff, fostering collaboration and performance, making sure that the Ecosystem is in place.; in
addition to Training and Development: ensure that team members have the skills, knowledge, and tools
required to succeed; Implement Performance Management Process: setting performance objectives,
providing constructive feedback, and evaluating team members; till Succession Planning: making sure a
second and third line is ready to fill critical roles whenever needed.
• Value Proposition Development: Craft, communicate, and refine the companys value proposition to align
with market demands and customer needs while differentiating from competitors.
• Pricing Strategies & Implementation: Formulate pricing strategies that guarantee profitable margins,
maintaining market positioning and shares.
• Performance Monitoring and Reporting: Deliver Performance Reporting through regular updates on
commercial performance to senior management, through tracking KPIs and making data-driven decisions
to optimize performance. Engage in Analysis by analyzing data and metrics to assess performance and
identify potential areas for improvement.
• Market Expansion and Innovation: Identify new markets, products, systems and partnership opportunities
for growth.
• Export Management: Responsible for exporting to more than 25 markets in Africa, the Middle East and
Europe, in respect to each market specification and Incoterms.

Highlight:
Joined the organization as Sales Director, overseeing the entire operations across Retail In-Store, Wholesale, Modern Trade, and Away from Home, along with managing distribution in Libya and Sudan. Leading a team of 400 employees, I embraced a new opportunity in a different industry, driven by a determination to add a new chapter to my career. I leveraged on my previous experience as a change agent while remaining committed to continuous learning and growth.

Highlight:
Joined the organization as National Sales Director, overseeing the entire operations across Retail, Wholesale, Modern Trade, and Away from Home. Leading a team of 1, 750 employees, I successfully drove a compound annual growth rate (CAGR) of +24%, while maintaining category market share leadership across all Mondelez product families.

Highlight:
Joined the organization as National Sales Director, overseeing the Retail sector (Traditional and Modern/Organized Trade). Achieving a compound annual growth rate (CAGR) of +30%, successfully doubled the number of distribution centers across Egypt, and maintained category market share leadership for all Edita product families.

Highlight:
Played a key role in the relaunch of the Aquafina brand, where I contributed to developing and implementing an effective go-to-market strategy. I also assembled and led the appropriate team to ensure successful execution. As a result of these efforts, we achieved the highest market share from year one of the relaunch.

Highlight:
Joined the organization as Key Accounts Manager, responsible for local accounts (Aug 08 till Dec 09), and moved on upward career trajectories to earn a promotion to the position of Business Development Manager, responsible for Regional & Global accounts (Jan 10 till June 12), where I Played a pivotal role in developing & managing all business aspects for Top Key Accounts across Egypt as well as managing & developing brands within these accounts. Examples of these accounts: Americana (KFC, Pizza Hut …etc.), Hilton, Marriott, EgyptAir, Le Meridian, Emaar group, Vending machines project …etc.

Highlight:
I began my career as a Medical Representative (Oct 2003-Dec 2005), progressing to Senior Medical Representative (Jan 2005-Dec 2006), and then to Key Accounts Manager for the Oncology line, with an additional assignment as Clinical Research Associate (Jan 2007-Apr 2008).

Key Responsibilities:
• Promoted various therapeutic products, achieving sales targets and managing both Arabic and English-speaking customers.
• Managed Key Opinion Leaders (KOLs), introduced new products to the market, and handled Key Account Management (KAM).
• Organized meetings, exhibitions, closed deals, followed up on sales, collected feedback, and implemented plans and counteract strategies.
• Led the implementation and follow-up of clinical research and trials as directed by Sanofi-Aventis Medical Department.

Highlight:
Joined the company as Medical Sales Representative, responsible for promoting and introducing new products to the market (antibiotics, vitamins and analgesics), while achieving the company targets (unit & value).