philip pace

• Brining companies together
• Consultancy
• Acting as Export arm for EU / Asia companies in N Africa, C Africa, M East
• Identifying and selection of distributors in various territories in N Africa, C Africa and Middle East
• Vast network of contacts with other EU and non-EU wholesalers / distributors
• Supply of pharmaceutical products and medical consumables to various entities

Achievements :

• Secured representation of a number of international players
• Medical Equipment and Devices : Dewimed, AAP, Rontis
• Pharmaceutical : Hetero, Bioton, Antibiotice SA, Vioser, AqVida, Medinfar
• Finalised Site registration of represented pharmaceutical companies
• Generated sales for represented principals from year one of operations, raking as the 3rd largest distributor for Dewimed and AAP
• Expanded operations from Libya to Tunisia, Algeria and Egypt.
• Further expanding operations in Lebanon, UAE, Qatar, Kuwait, Oman, Iran, Iraq, Sudan, Nigeria, Kenya

In June 2001 I was asked to re-join AM Mangion Ltd as Sales Manager.

• Achieving both short and long-term objectives for sales growth
• Presenting proposals for sales campaigns or services and products provided by the company
• Setting-up appropriate feedback mechanisms to assess effectiveness of sales campaigns
• Participating in market research activities related to the products and service provided by the company
• Monitoring customer contact activities related to products and services provided by the company
• Generating periodical sales reports
• Directing subordinates in meeting their work objectives
• Reporting to the Board and assisting the Managing Director in following-up new business developments


Achievements :

• Increased sales from 2MEuro in 2001 to 8MEuro in 2006 to 15MEuro in 2011
• Established various products as leaders in their segments (private & public)
• Setting-up of Target Incentive Scheme for pharmacists
• Setting-up of sales analysis tools/dashboard
• Formed part of the Selection + Recruitment team - Medical Reps / Sales people
• Setting up of patient monitoring system for Thalidomide (Pharmion)
• Participated in Executive meetings with represented principals namely, MSD, Sanofi-Aventis, Janssen-Cilag, Menarini International, Johnson & Johnson Medical, Pharmion
• New Business Development / New Acquisitions : Organon, Marfarma, Novalac, Aurobindo, BMS
• Establishing of a vast network of contacts with other European wholesalers and distributors - ECOSSE Ltd Malta



Responsible Person - AM Mangion Ltd (part of AM Mangion Group)

With the opening up of the Libya Private Pharmaceutical Market in 2004 I was asked to spear-head the setting-up of Eklil Healthcare - a private Libyan company to operate as a pharmaceutical representative and distributor for MSD, Janssen-Cilag, Sanofi-Aventis, Menarini, Actavis and Shire.

• Assisting ‘The Partners’ with the following objectives :
o identifying offices, storage and distribution facilities in Tripoli
o to design and furnish with all the necessary equipment the offices and warehousing facilities in Tripoli.
• Setting-up and implementing a sales force for the Tripoli area, to ensure proper and effective promotion of the company’s products to the clients also in Benghazi and Misurata
• Setting-up and implementing a sales and marketing strategy for the company’s product portfolio
• Adequately training the Medical Representatives as well as the Sales People on Sales Techniques and related subjects
• Implementing effective invoicing and cash collection systems
• Setting-up sales forecasts together with the individual teams and present the annual sales forecast to the board of directors
• Providing periodical sales reports
• Implementing approved sales campaigns
• Further business development and acquisitions
• Full responsibility of the P&L
• Management of scientific & marketing activities
• Set up the development business plan for represented principals
• Coordination of the regulatory activities and launch of new products
• Management of Sales Team and Medical Representative Teams of the represented principals

Achievements :

• One of the 1st companies to have own operations in the three largest cities in Libya
• One of the 1st companies to have local (Libyan) medical reps promoting each representatives’ product portfolio
• Successfully launched Actavis’s product portfolio in Libya
• Double digit growth for leading Menarini products for 3 consecutive years in the private market
• Involved in the recruitment and management of Eklil personnel :
o Office Administration : 12 people
o Stores and Sales : 20 people
o Medical Representatives : 24 people
• Implemented working conditions based on EU practices in accordance to Libyan laws
• Took the company from a total turnover (private and public) 5MEuro in first year of operations (2006) to over 25MEuro (2012) - with the private market growing from 2MEuro to 8MEuro in the same period

In June 2008, I was asked by the Directors of Amacol Ltd to re-locate to Libya, so as to follow-up more closely the Eklil Healthcare business as well as take the position of General Manager of AlSalama Medical - a Libyan private company representing Johnson & Johnson Medical, Baxter and Sandoz.

• Setting up the necessary human resources and infrastructure to be able to operate in an efficient manner
• Maintenance of purchasing, import logistics, costings, marketing information system
• Co-ordinating the work between AlSalama and its principals
• Setting up a Quality Management System
• Training and guiding subordinates to improve their working habits following company regulations
• Setting up stores facilities and implementing SOP’s according to EU-GDP
• Setting up a distribution network in Tripoli, Benghazi and Misurata
• Day-to-Day management
• Liaison with the local health authorities, banks and other institutions as may be necessary
• Co-ordinating and prepare tender offers, offers to hospitals, clinics etc

Achievements :

• Steered the company back to profitability and sustainability
• Liaised with local banks to attain and securing the necessary facilities to make up for late payments from hospitals and other institutions
• Set-up infrastructure and personnel HR requirements
o Office Administration : 8 people
o Sales and Distribution : 8 people
o Medical Representatives : 14 people
• Generating a sense of ownership and team spirit with the employees
• Marked sales growth with all represented principals : increase in total turnover from 5MEuro to 12MEuro

Between March 2004 and December 2007 I took up the role of Responsible Person for AM Mangion Ltd.


• Setting up a Quality System for AM Mangion Ltd with relevant SOP's to be
awarded the Wholesale Dealer License as per EU-GDP guidelines
• Co-ordinated full batch recall of Viox in less than 48 hours from all over Malta and Gozo


Qualified Person - AM Mangion Ltd (part of AM Mangion Group)

In May 2005 I was granted a 'Qualified Person License' by the Malta Medicines
Authority linked with AM Mangion Ltd's application for an Import Licence to cover a
local QP release for Janssen products manufactured in Switzerland and the US.