Regional Manager Middle East and Africa
INSO (Italian Medical Equipment and Healthcare IT - Supplier)
Total des années d'expérience :25 years, 5 Mois
Lead commercial strategic initiatives for Medical devices turnkey-solution, and EPC Healthcare projects. Cultivate new business opportunities for the development of long-term business partnerships. Create superior value for our Medical Device clients through sales of our full solutions portfolio. Identify and qualify clients by establishing a relationship to ensure an active and continuous new and expanded business pipeline that exceeds strategic, annual, and quarterly targeted sales projections. Build the local partners network and necessary alliances to address in country projects. Oversee proposal team; direct the commercial and technical operations for ongoing project including delivery and installation of Medical Equipment.
• Led 20% growth in international contracts by opening new channels for Medical devices supply solutions.
• 45% increase in the company footprint in the Middle East by opening new countries.
• Played an integral role in the organization, achieving recognition as best achiever for closing contracts and wining back lost deals.
• Awarded the largest EPC Healthcare project including full medical equipment and healthcare It solution.
• Initiate and develop alliances with Financial Institutes (FI) for the finance of Medical Equipment capital supply and installation projects.
Established an impressive record of achievement and advancement through progressively creation of well structured Medical Equipment subdivisions based on marked segment full coverage. Played key roles in enhancing market share per brand. Entrusted to maximize the products portfolio, adding new Principals with full P/L responsibility.Developed sales system to boost and maintain returns per quarter for the company, incentivized a 15-member team, and streamlined growth of brand reception.
• Established evaluation models, metrics, and target quotas based on realistic market forecast and potentials.
• Revamped incentive system to drive an increase in sales by 20% almost $2M within the first year.
• Enrich the market segments by targeting the clinics and medical devices in schools, manufacturers, malls, airlines...to create more sales opportunities and widen brand recognition which resulted in a 15% increase in overall company revenue.
• Contributed to the launch and introduction of innovative products in the Orthopedics & Podiatrist Sports Medicine Industry.
Built 4 successful sales teams for the full coverage of the country, developing and launching innovative products, and opening untapped markets. Increased the sales revenues by 64% with higher market share and selling medical equipment consumables and service agreements.
• Leveraged ability to quickly zero-in on customer needs and establish strong relationships and rapport, opening new geographic areas making significant inroads within highly competitive markets.
• Interacted with all levels of buyers and influencers, including physicians, hospitals, opinion leaders, scientific advisors, top executives, clinicians, and gatekeepers.
• Developed sales teams and support organization from the ground up, designing sales compensation and incentive plans, creating training programs.
• Built and led teams of direct and independent reps respected for consistently superb sales results, customer service excellence, and achievement of challenging goals.
MEDAL W.L.L.
Distributor for Medical Equipment & Medical Equipment contractor for BURN Treatment centers
• Cardiac Monitoring systems / Protocol - WelchAllyn
• Anesthesia & ventilation systems / Stephan - Germany
• ICU beds and Hospital Furniture / Hill-Rom - USA
• Headwall and Architectural products / Hill-Rom - USA
• Air Therapy Mattress / Hill-Rom - USA
• Burn Treatment Mattress and beds / Hill-Rom - USA
• Burn Treatment Unit / Reval - France
• Medical GAS Equipment / MEDAES - U.K.
• Nurse Call Communication systems / MaxiVox - Canada
• Suction pumps - Infusion pumps - Syringe pumps / Different Suppliers
** Sales plus Project management for Turnkey solution for nurse call communication system in International Medical Center - Ismailia Road
** Sales for Renovation of Al-Salam International Hospital - Patient Rooms
** Sales for complete Anesthesia systems in Ahmed Maher Teaching Hospital
** Project Management for Turnkey of Al-Salam General Hospital burn unit.
** Project Management for Turnkey of Hosh Issa General Hospital burn unit.
** Sales for ICU beds Ain-Shams Specialist Hospital
** Sales and management For patient beds renovation in Egypt Air Hospital
• Sales Engineer. 1/1/1999 - 31/12/2000
• Project Engineer / Sales Supervisor. 1/1/2001 - 31/12/2002
• Project Manager / Sales Manager. 1/1/2003 - 30/04/2004