Regional senior product manager Men's health
SPIMACO
Total years of experience :21 years, 6 Months
Apart from my previous experience as a Brand manager, this job added responsibilities are
• Managing my role in a diverse region throughout Saudi & GCC with products in different life cycle management periods.
• Build an Anti-generic strategic initiatives in the dynamic market of men health and achieving their objectives
• Designing the brand attributes, core message “previously received from global teams” for LEJAM.
• Creating the marketing and sales brand objective throughout KSA and GCC region.
• Designing and implementing variety of integrated marketing programs targeting different market key players (Physicians, pharmacists& patients) from prelaunch till the post launch period to achieve the assigned brand objectives.
In the mature brands
2014 Sanfi (KSA) exceeded 30 M $ for the first time by achieving + 19 % vs Sales target with 23 % Vs 2013 with 37 % SOM
Snafi (GCC) achieved +1 % vs Sales target with 6 % growth Vs 2013
Providing the key partners in GCC with added value service through conducting an internationally accredited training course for key customers.
In the new Brand
LEJAM take off achieved the sales target through selling 2.6 M $ in 6 months
SPIMACO best launch award 2014 for LEJAM launch
Conducting successful launch events (6) for both physicians and pharmacists with 1000 attendees
Creating KOL pool from the key urologists and Andrologist in the kingdom
Implementing different campaigns to spread awareness about the disease (Premature Ejaculation) and the availability of LEJAM targeting the end user through different communication channels including Social media (direct and indirect campaigns), PR campaign and educational booklet
Cialis District sales Manager western region Eli Lilly
* Managing Cialis line in the south and western region
* Sales reps development and engagement through: recruiting, coaching and aligning sales reps for success by improving their motivation and engagement
* District Business development by leading the district and managing the district through prioritize sales opportunities and align with marketing to allocate resources to have optimum results
* Maintain very good relations with our customers (win/win) for long term basis.
Achievements
* Achieving sales plan (103 %) ( for the 1st time for this district since 2003) with growth +38 % vs. 011
* Reaching successful partnership with key customers in the western region (Al Nahdi &AL Muttaheda)
* Achieve a leap in the SOM of Cialis in the Western region: 29 % on MAT Nov 2012 Vs. 18 % on MAT 2011
* All team members where above sales plan for the 1st time with identifying 3 top talents in the affiliate succession plan list.
* Improve sales rep effectiveness (targeting exercise and SPP)
Responsibilities
Achievements
April 2010 -Jan 2012 Cialis Brand Manager Eli Lilly
* Develop Cialis yearly marketing and business plans (2011 -2012&2012 -2013)
* Designing and implementing variety of integrated marketing programs targeting different market key players (Physicians, pharmacists &patients)
* Execute brand strategies ensure that all brand activities are on agreed brand strategy.
* Forecasting yearly opex. Manage the brand opex regularly.
* Thorough understanding of the dynamics of the market and the brands within the market.
* Responsible for providing and training the sales team on the brand positioning, necessary tools and materials to enable them to sell the product.
* Lead communications with the cross-functional teams (medical, sales) ensuring that effective actions are taken to meet our brand strategies and objectives.
* In 2011 Cialis Achieved a sales record and exceed 10 M$ for the 1st time since launching year.
* In Cialis Achieved 52$ Growth Vs, 2010 with 26 %SOM vs 19 % In 2010
* Designing new commercial strategy for Cialis (Bonus scheme) which have positive impact on our Sales in 2011.
* Developing new marketing programs which were the main reason behind differentiating Cialis from competitor (PharmOlympics, Ambassador and Ambassador Plus)
* Cialis gained leadership at physician and pharmacist level with Most of the Cialis Desired Brand equities are improving in their derived importance ( 4 in the top 10)
Achievements
Feb 2004- March 2010 Cialis Med Rep Eli Lilly
* Apex winner (Best achiever) in 2007 and 2009.
* Peer Coaching assignment from June 2008 to Jan 2009 (By coaching another peer and help in his development regarding marketing implementation and problem solving)
* Marketing assignment from March 2009 to Dec 2009: having full responsibility on the 36 competition (program designing, vendor communications, question selection, response follow up and providing full Analysis for the whole program)
Achievements
Nov 2002- Jan 2004 Med Rep BMS
* Exceeding my sales plan with 6 % (Velosef, Bristaflam and Amkin)
Skills
* Strong communication and interpersonal skills that influencing and motivate others to achieve company objectives with high performance
* Coaching Skills: Establish connections with sales reps by being versatile and adapting proper coaching style when dealing with different characters within team according to their developmental levels. Observe listen, and diagnose area for development then set action plan. Retain good talent and linking coaching with long term career planning
* Ability to accommodate in any new environment quickly and adapt, Learn, creates and innovate.
* Analytical: Quick to identify potential problems, priorities and respond.
Trainings
• Selling skills at BMS, group selling, how to deal with difficult customer (Bristol Myers Squibb), Selling Skills, Presentation skills, IDP At Lilly, Performing sales technique at Lilly, 90 days action plan training. (Lilly)
• Negotiation skills, (Lilly)
• Conflict Management, by LCRC (Lebanese conflict resolution center)
• Insight training at Lilly.
• Emotional intelligence at Lilly
• Leadership through peer coaching
• Coaching for high performers (SL1)
• District leadership
• How to make effective DAP ( developmental action planning)
• SL2 (situational leadership 2), Target Selection (how to recruit good talents)
• Customer Insight
• Patient journey
• Customer engagement
• Touch points maximization