Business Manager
Ferozsons Laboratories Ltd
Total years of experience :18 years, 8 Months
Ferozsons Laboratories Limited. Pakistan
Promoted to Business Sales Manager - Asia (April 2012 - May 2014)
As Business manager my role was not specific to sales only. Sales was primary but I was also performing the complete tasks of covering, training manager, regulatory affairs tasks, new business development and commercial tasks as well.
• Target markets: Myanmar, Sri Lanka, Cambodia, Vietnam, Laos & Philippines
• Products: Atenolol, Olmesartan, Amlodipine +Atorvastatin, Losartan Potassium, Rosuvastatin, Nicorandil, Atorvastatin, Clopidogral, Clarithromycin, Esomeprazole, Omeprazole, Silver Sulphadiazine, Terlipressin, Acyclovir, Carvedilol etc.
• Total No. of Staff: 35 Medical Representative, 02 Sales Manager, 01 Country Manager
• Targetted Segments: Cardiology, Physician, Surgeons, ENT, Ortho, Gynecologist, GP
• Market Strategy: Sponsorship, RTD's, Gifts, Special leather items from Pakistan
• Field Work: I worked with MRs, Sales Managers & Country Manager in the whole country, visited FDA Office, Wholesalers and retailers.
• Training Manager: I have given 20 products training including Cardio portfolio of FS products. Selling Skills workshops and started Customer Focused Selling Programe.
Achievement in Myanmar: I started with 13 products and sales of 70, 000 US$ and ended up 465, 000 US$ with products reached to 35.
Srilanka:
Achievement:
• Inclusion of Nicorandil in Tender Business and got tenders every year.
• Srilanka was started with 04 products with sales volume of 80, 000 US$ and ended up with 35 products and sales volume of 800, 000 US$. The key behind the success was cardiac and Gastro Portfolio.
• Excellent penetration at High Level prospects (Doctors. KOLs). With the help of SL Team, I developed strong relationship with Dr. Noel (President SAARC countries Diabetic Association).
• Successfully conducted CME in Turkey for Terlipressin with focus on TOP GASTRO Doctors which results high sales turnover of Novapressin (Terlipressin)
• Products: Nicorandil, Olmesartan, Losartan, Clopidogral, Rosuvastatin, Sitaglaptin, Clarithromycin, Terlipressin, Rifaxamin, Levofloxacin, Esomeprazole, Omeprazole,
• Field Work Plan: All major hospitals, Government Institutions, KOLs through the whole country
• Marketing /Promotion: Participation in Seminars & Conferences, Sponsorships, Gifts, Literatures, Medical Awareness programes related to Health issues.
• Targeted Segments: Cardio, Peads, Gyn, GP, Physicians, Vascular Surgeons, Surgeons, Gastro and Hepato, Ortho, Derma & ENT
• Total team: 10 MRs, 02 Sales Supervisor, 01 Country Manager.
Cambodia:
Achievement
Successfully launched FS in Cambodia with a Team of 05 MRs and 01 Supervisor. Focus was on Cardiology and gastro. I started with 25000 US$ and Ended up 72, 000 US$.
• Products: Amlodipine + Atorvastatin, Olmesartan, Nicorandil, Losartan Potassium, Rosuvastatin, Esomeprazole & Terlipressin
• Targeted Segments: Cardiology, Physician, GP and Ortho
• Total team: 6 MRs, 02 Sales Supervisor, 01 Country Manager.
Vietnam:
• In Vietnam, Most focused market is tender business. It take 02 years to obtain product registration in Vietnam and company usually do business as of generic instead of Brands. They qoute prices and get awarded with tenders. No Private market in Vietnam.
Ferozsons Laboratories Limited. Pakistan
Regulatory Affairs & Business Development Manager (Nov 11 - March 12)
Responsible analyzing market data, following up with competition, assessing potential generic products for future pipeline, liaising with business partners, and help in shaping strategy and synergize efforts with sales & marketing activities, Dossier preparation, Monitoring team performance and appraisal etc.
Achievement
• Products: Pharmaceutical and Bio Products (Alimentary, Cardio, Statin, Interferon, Erythropoietin)
• No. of Dossiers Submitted: 50
• Total Team: 3 Regulatory Officers & 01 Assistant Reg. Manager
I started my career as Market research analyst in KSPICO, Kuwait and established data bank of Gulf and Arab Pharmaceutical markets, new patent product for future launches, Kids Health programs at School levels, Complete tender and Business data record from IMS and BMI. Due to this extensive work, KSPICO promoted me as Marketing & Business In-charge for Gulf.
Accomplishments:
Successful training program for whole gulf team which included MRs, Sales Supervisors and Sales Manager. Got Cash Prize and special Vocation trip to Shurm-ul-Sheikh, Egypt.
Employee of the Year Award
• First time introduced Hilton, Mass Pharma, CCL & Highnoon in Kuwait and obtained successful registrations and commercial Shipments.
• Sales reached to highest level during my period. The key for success was to shift business from old products to new products, from Tender business to private markets, Launch of new production lines in the company.
• Special focus on street wise sales, through competition analysis and their activities, Gifts, Sponsors and participation in Seminars.
• Marketing Team: 06
• Sales team in gulf: 40
• Regulatory Team: 04
• Art Dept Team: 03
I gave the new concept of packaging to company and established the concept according to their therapeutic class to strengthen Corporate branding. Associated Brand with Company
B Pharmacy with Distinction (GPA: 3.6)