Team Leader
Gulf Medical CO. LTD
Total years of experience :15 years, 8 Months
Leading a team with a target of 35 Million Saudi Riyals and diversified product range distributed over different units, which is handled by a team of 7. Well-known and reputable international suppliers that form an extraordinary partnership support all respective units, enable the whole team to introduce premium medical solutions and innovative concepts, and at the same time over-achieve assigned targets throughout the years. The units in particular that I am responsible for the in the Head & Neck segment are classified as follows:
Minimally Invasive Surgery Unit: Cardiac, Thoracic and Pneumology
ENT Unit
Audiology Unit
Oral Maxillofacial and Dental Unit
Key Areas of Responsibility:
Propose and achieve team annual sales targets and maintain optimal customer satisfaction
Establish Internal Budget Distribution
Maintain healthy growth and profitability
Generate business strategy and business plan for each unit under my umbrella
Follow up receivables to finalize the collection process
Provide leadership, coaching, and motivation abilities
- Develop team skills including product information, market information and sales skills in coordination with Human Capital & Talent Development department when needed
- Conduct strategic and marketing activities in collaboration with the Territory Manager
- Submit quarterly business assessment report including team appraisal
- Maintain and develop relationships with key opinion leaders
Monitor and analyze sales activities, market trends and implement pricing strategy
- Handle supplier’s communications in coordination with concerned departments. (Negotiating special prices, payment terms, samples, demos, etc.)
- Allocate and control Sales & Marketing expenses
- Interview and recommend new candidates to join the team in collaboration with the Territory Manager
Manage corporate marketing and communication functions, overseeing multi-million Saudi riyals sales budget and 3 member team in the ENT unit- western zone which encompasses reputable agencies that supply the market with luxurious, complementary, and high-end endoscopic, Microscopic, and Imaging products used in Ear Nose and Throat surgeries
- Consistent and close supervision to make sure the team hits weekly figures, quarterly targets and yearly goals.
- Responsible for coaching/motivating constituents and make sure they acquire the right skills for further development and the knowledge for executing successful sales strategies.
Determine pricing strategies, discount rates, and profitability.
- Resolve customer’s complaints and monitor their preferences to determine focus of sales efforts.
- Direct and coordinate activities involving sales of products related to all suppliers’
i.e. marketing campaigns, new product launching, etc.
- Develop marketing plans and strategies, manage assigned market budget, and oversight of team adherence to company’s policies
Maintain records of sales, budgets, pricing and activity reports accurately and keep them updated regularly.
- Lead projects, products or processes that are designed to deliver solutions based on customer needs and ensure that these needs are being supported throughout the new product process.
- Prepare action plans by individuals as well as by team for effective sales pipeline management to enhance tapping new potentials and new markets.
- Maintain contact with all clients all over the western zone region to ensure high level of client’s satisfaction, actively support field sales efforts, and engage frequently with key customers, strategic targets and influencers.
- Lead and assist team with strategic proposals and key presentations to ensure that the company’s capabilities are being represented fully and sales opportunities are optimized.
Selected Accomplishments:
- Implement strategies that have yielded significant incremental revenues for new and mature product lines alike
- Closing over quotas with all suppliers which led to expanding vendors’ businesses and internal targets FY15
- Achieving 115% of total annual sales over assigned budget
- Received a one shot order for 8 ENT units in the biggest military hospital in the Western Zone.
Promote ENT Unit product range through communicating special programs, presenting new and existing products, maintaining customer-installed base by selling upgrades, handle and resolving problems and complaints, and most importantly, taking ownership of any account issues.
Proactively assess the competitive landscape and provide feedback on the market size, share, trends and competitive strengths & weaknesses, and position our vendors’ healthcare products advantageously.
Work with all sales channels on preparing written quotations and tenders to ensure proper product positioning and pricing. Also, create a value story to stress the value of the products.
Drive marketing promotions with sales channels and promote products in trade shows and customer meetings.
Follow up on orders and help maintain account receivables. Continually learn and improve on product knowledge and acquire better selling skills.
Possessing strong ability to work with other team members to achieve company objectives.
Update an ongoing business action plan that relies on factual data and credible market analysis for a better implementation of an existing sales and marketing strategy and ensure healthy and constant growth in total sales and Mark up in return.
Selected Accomplishments:
- Achieving 250% of total annual Sales over assigned budget
- Besides my responsibilities I took the challenge to cover the accounts assigned for the vacant position in the ENT and managed to achieve the assigned annual budget of the
- Lead market launch of new products. Identified opportunities, researched new product possibilities, collaborated with engineering team and created campaigns generating 25M in annual sales.
- Meeting the vendors’ budget per line and product.
- Introduced and Install the first Karl Storz OFFICE 1 unit, which is considered the first selling in the Gulf region.
Driving sales related to the assigned ENT Product range by offering product and clinical knowledge with application expertise. This includes and not limited to continuous product demonstration on the Endoscopic and Microscopic product range, clinical support and preparation of power-point presentation for customers
-Promoting the product portfolio of 6 well known suppliers in the ENT business across an assigned area in the western zone.
Karl Storz
Carl Zeiss
Heinemann
Biolitec
Meyer Haakee
Audio Technologies
-Over Achieving the allocated target and maintaining the excellent relationship with the KOL customers.
First to join and establish the Carl Zeiss Phaco and intraocular lens (IOL) business within Gulf Medical in the western zone of Saudi Arabia driving sales related to the assigned product range by offering product and clinical knowledge with application expertise. This includes and not limited to continuous product demonstration on the IOLs and OVDs, clinical support and preparation of power-point presentation for customers.
Increase market share by calling on all hospitals in the western zone to promote Carl Zeiss product range through communicating special programs, presenting and launching new products, penetrating major accounts in the Phaco and IOL business.
Selected Accomplishments:
Penetration to Eye Hospital one of the major accounts in the kingdom by getting the biggest order for 1000 each Carl Zeiss preloaded IOL in the Kingdom
Getting the biggest Viscoelastic Device (OVD) order of 6000 each from Al Maghrabi private Hospital
- Started up / developed the Carl Zeiss Phaco Unit and created an efficient awareness both internally within GMC and externally among customers
- Established solid foundation in the market with potential and loyal customers to retain a mutually profitable relationship, elevating maximum profit for GMC.
I was responsible for promoting product awareness, answering queries, providing advice and introducing new pharmaceutical products for doctors, nurses and pharmacists within an assigned territory.
- Organizing appointments and meetings with community and hospital-based healthcare staff
- Identifying and establishing new business
- Negotiating contracts
- Demonstrating or presenting products to healthcare staff including doctors, nurses and pharmacists
- Meeting both the business and scientific needs of healthcare professionals
- Attending and organizing trade exhibitions, conferences and meetings
- Managing and achieving allocated annual sales target
- Reviewing sales performance