Sales Manager
BD
مجموع سنوات الخبرة :15 years, 4 أشهر
June 2011 - till now. BD .
BD PAS GCC & ME Sales Manager
• Role:
Develop and implement marketing and sales plans to ensure the continued growth of BD PAS product sales, market share and profitability in the Arab Peninsula in line with overall business strategy, sales & GP targets. This will be achieved primarily through the management and development of the distributors network, team work and the promotion of BD PAS products to decision makers, opinion leaders and end users.
• In charge of GCC, Egypt, Lebanon and Jordan.
• Proactively develop and personally implement business and marketing plans, pricing policy, sales strategies and promotional plans by market, distributor and product group for Vacutainer brand product sales in the Middle east in order to exceed business objectives, net sales, GP and OIBT targets.
• Promote products including provision of product support & training for customers and distributors, arranging/ attending seminars/ congresses as required. Develop and maintain high level contacts within government, MOH and appropriate lobby groups to influence public policy and ensure accurate market intelligence and effective promotion of the BD brand and product advantages.
• Provide direct and indirect leadership and coaching for BD and distributor staff, including: developing teamwork, building trust, inspiring motivation, providing ongoing feedback, training and coaching on performance and skills development, and championing an environment of high performance, open communication, involvement, responsibility and self-discipline.
• Ensure the development of reliable budgets and ongoing forecast for BD PAS in the Middle East region. Follow up on payment and collection of receivables and manage expenses and promotional costs within budget.
• Support teamwork and the sharing of ideas and information between businesses throughout the Middle East, Europe and EMA. Ensure that BD’s professional and ethical standards are maintained.
• Reporting Structure: Directly reporting to BD PAS Business Unit Director EMA till July 2012.
Now directly reporting to BD PAS Business Manager ME & Turkey, dotted line reporting to BD PAS Business Unit Director EMA till date.
• Team:
I am managing 20 subordinate on the distributor headcount, coaching, developing and retaining this successful team.
June 2010 - June 2011 Allergan-EMEA.
Allergan Business Unit Manager UAE & Qatar.
Lead & manage the Allergan Medical team and the execution of the marketing and Promotion plans to achieve the target sales & profit
Achieves challenging growth targets by managing a team of pharmaceutical and devices Medical Representatives.
Cooperates closely with Allergan Distributor Management team remotely, especially the Area Manager, but also with the national Distributor for logistics, finance and regulatory matters
• Financial Objectives :Responsible for the Medical P&L in his country Manage investments to attain or exceed
sales & profit targets
• Sales Force Management - Acquires & Develops and retains talent:
-Recruits, trains, motivates & develops the team members
-Ensures effective sales force performance, selling skills, territory planning, and sales force productivity with the appropriate management tool.
-Regularly prepares and conducts work performance reviews for each team member
-Ensures that promotion tactical plans are well explained and understood by all team members. Maintains a positive work environment and company culture
• Implements promotional strategy in alignment with Allergan guidelines :
-Propose business plan in line with markets trends and opportunities.
-Execute agreed business plans to ensure products growth and business performance.
-Implements promotion strategy in line with Allergan promotion guidelines
-Ensure total compliance with local legal, regulatory regulations.
• Maintains & develops Key Opinion Leaders:
-Identifies and develops KOLs to increase their advocacy to Allergan Medical range
• Lead commercial policy with doctors:
-In coordination with Allergan management, develop a commercial policy guideline to build doctors’ loyalty and to increase their use of Allergan Medical products. Define responsibilities in the team for its implementation
• Coordination between Allergan and Distributor :
Ensures efficient coordination with Distributor’s logistics, financial and regulatory departments:
.Supports the creation by the Distributor of a high quality “customer service” supplying doctors within a competitive lead time (especially for breast implants)
.Monitors products supply by managing local stock levels, demand forecasts, order processing, price changes and payments.
.Coordinate investments invoices between Allergan and the Distributor
.Supports regulatory process and timelines between Allergan Regulatory Affairs & Distributor
• Reporting Structure: Directly reporting to Allergan ASM Middle east.
Jan 2009 - June 2010 Johnson & Johnson Medical-Middle East. Ethicon Product Manager UAE, Gulf CV Specialist.
Planning the launches of all Ethicon new products in UAE & CV products for Gulf Region.
Monitor & manage the A&P budget in J&J & the distributor.
Managing the HCC documents & following up the implementation of the FCPA policy of J&J.
Planning & implementing the development plans for the team.
Controlling & follow up the SGP to match between J&J plans & the customer needs.
Leads, coach, develop and motivate the Sales team effectively to ensure that they
achieve their targets, improve productivity and attain maximum customer’s satisfaction.
Leads my team in researching, analyzing, and developing strategies for expanding the existing markets and opening new markets as well.
Identify company's strengths and weaknesses, business opportunities, and potential acquisition / partnership targets. Establish and maintains relationships with potential partners and acquisition targets.
Directs and carries out the final review of the business plans, formulated by my team, to ensure their coherence with the global strategic orientation and the organization's capabilities.
Provide linkage to and interface with Customer and Market (C&M), Product and Technology (P&T)
Contributes to setting the sales budget by market, by channel, and/or by application through full utilization of company's assets and growth drivers to pursue attractive growth opportunities.
Translates Company's growth objectives into action plans.
Proposes plans (partnership, acquisitions, product / offer introduction) to ensure sustainable profitable growth.
Carries out the final review of the Franchise marketing plans and ensures that strategies are followed and action plans are respected to achieve the required objectives.
Organizes regular (Monthly) reviews and prepares Management business decisions.
Management assignment "sales and marketing’ for a specific line with a separate team.
"1993-1998 Cairo University , Faculty of Pharmacy Cairo, Egypt. B.Sc. In Pharmacy."