Director, Head of department
Sanofi
Total des années d'expérience :15 years, 8 Mois
Responsible for affiliate’s Business Excellence, transversal functions and projects. Leading a team of four managers, specialized in database management (ETMS), Training & SFE (Sales Force Excellence), Market Research and Market Intelligence. In charge of all affiliate Business Planning Processes as well as Major Transversal projects to maximize bottom line.
Lead Gulf Strategic Exercise, an exercise aiming to formulate and align affiliate priorities with department objectives.
First introduction of full market profiling for key Sanofi brands in all market segments.
Introduced advanced BI and data visualization tools.
Lead implementation of the affiliate Sales Management System.
Spearheaded Portfolio Optimization Project, leading to maximization of marketing ROI.
Outstanding development of Business Support team in market research, Salesforce Excellence, Training, and usage of BI tools.
Introduced Digital marketing and lead affiliate Digital Marketing Councel.
Implement Affiliate’s Commercial Resource allocation process, driving and recommending cross-businesses resource redistribution to maximize ROI.
Managed sales force excellence and training, from excellence in recruitment and induction all the way to performance analysis and improvement to mastering best practices in sales incentives. Implemented major sales force projects across the Gulf region leading to productivity boosts.
Launched the first sales-force SaFE program in Gulf countries, starting from excellence in recruitment to awardation.
Introduced innovative incentive schemes and target setting methodologies that are used to optimize target setting and maximize rep productivity.
Drove revitalization of training department, with creation of training curriculum for all sales department positions, which resulted in the overall achievement of the Gulf region.
Initiated the STARS for Excellence (Selection and Recruitment of Sales Force for Excellence) which was adopted by InterContinental Region as be the standard for excellence in recruitment of sales force.
2005 Marketing Manager Internal Medicine & Base Business - KSA - Sanofi-aventis
Managed Internal Medicine and Base Business Franchise, sales of 27 MM Euro, three Product Managers and 1.6 MM Euros in direct A&P.
Created a successful marketing team from scratch, contributing to their development and launch into the marketing arena, and eventually being promoted to BU heads.
Managed to re-launch Sanofi as a leader in antiinfectives in KSA
Spearheaded Mature Business Project, a Base Business Partnership with local agents to revitalize Sanofi’s mature portfolio to grow 150% in one year, a net growth of 5M€.
Initiated forecasting excellence processes between Sales. Marketing, Supply Chain and Finance.
Led the 100M€ project, an ambitious Business Development initiative to grow sales of Saudi Affiliate to 100M€ Euros in 3 years.
GCC countries -
Managed a business of 14M€, A&P of 800K US$ and one Product Manager.
Managed to grow business from 12 to 14MM US$, impacting the bottom line to increase the net margin from 37% to 41% over 2
Gulf Countries and Yemen Sanofi
Sanofi is Global healthcare leader with operations in 110 countries, revenue exceeding 37B€ in 2015, with strong presence in Gulf countries delivering double digit growth
Lead specialized teams operating in Oncology, Cardiovascular, Thrombosis, Neurology, Biosurgery, and Nephrology fields. Leading a team of Directors and Managers of Sales, Commercial, Marketing, and Medical functions.
Doubled Business Unit Revenue in 3 years to 62M€ and delivered highest growth vs market in UAE within Sanofi portfolio
Restructured the BU, optimizing support headcount and maximized customer-facing personnel.
Successfully defended BU Blockbusters in tender business, maintaining value of 40M€ business with profitability above 70%.
Overachieved objectives of New Launches in Biosurgery, Thrombosis, and Renal businesses.
Successful prelaunch preparation for the most anticipated Sanofi brand, recognized at Region level.
Successful listing of Praluent®, sanofi’s anti-PCSK9, in HAAD, MoH and DHA 9 months ahead of its registration and official launch.
Recognized for strong succession planning within teams of sales, marketing and Medical functions of the BU.
Improved team engagement over two years, proven by anonymous surveys.