General Manager
Maarefah Management
Total years of experience :28 years, 2 Months
My role is to manage and control the following:
• Development of high potential staff & second line leaders
“3 Field Force Supervisors, 1 Product Manager and 15 Med Reps”.
• Net sales, In-market sales follow up, Portfolio management and Profitability
• Development of high potential staff & second line leaders.
• Keeping an excellent company Image within the key customers.
• Compliance with Riyadh Pharma guidelines, Policies, regulations & local laws
• Set the unit overall objectives (growth, market share.) In line with global company objectives.
• Leads & communicate short-term and long-term vision for marketing strategies across multiple geographies and multiple disease states.
• Setting required budget and aligning them with the priority products.
• Recruiting and retaining the best talents.
• Reviewing and approving marketing activities.
• Develop subordinates and preparing successors.
• Build, motivate and develop marketing and sales talents across the unit.
• Resource optimization.
• Maintaining contact with the market & key customers.
• Manage the unit for a compliant profitable growth
• Liaise with other functions (finance, MAF, etc)
• Liaise with distributors to make sure that, sales are meeting with the forecast while maintaining adequate inventory level.
• Monitoring sales progress and expenses.
• Creating harmony among various functions / people.
• Ensuring proper communication between unit members and other units.
• Search for business opportunities and business development.
• Ensuring policies adherence in the unit.
• Charge and motivate team to achieve the unit objectives.
• Lead others by setting objectives giving encouragement and modeling behavior.
• Following up R. Ph. policies and procedures
• Comply with local laws & Policy.
• Report Adverse Event & product quality complaints as per R. Ph. Pharmacovigilance guidelines.
I. OCTOBER 2013- March 2015
Regional Sales Manager for Pharmaceutical and Surgical Business units with the following responsibilities “in addition to the Pharma responsibilities”:
1) Managing old distributer termination plan
2) Launching B+L Surgical business with new distributer
3) Managing logistics and Regulatory
4) Setting KSA company objectives and priorities
5) MOH and Tender management
6) Surgical business development and expansion
II. JULY 2012-SEPTEMBER 2013:
Moved to Bausch and Lomb as Regional Sales Manager for Pharma Business unit with the following responsibilities:
1) Strategic Market analysis
2) B+L re-launch in KSA
3) Managing 2 local distributers
4) MOH and tenders management
5) Pharma business development and expansion
6) Implementation of regional sales plan
7) Improve distribution in the region
8) Management of distributer financial reports
9) Sustaining healthy working atmosphere in the team
10) Stock management
11) Analysis of competitors activities
12) Cooperation with major distributers branches and pharmacy chains
III. SEPTEMBER 2005 TILL JUNE 2012:
Promoted as an Institutional Sales Manager for the central zone, Riyadh in (Novartis-SAPHAD) with the following responsibilities:
1) Commercial activities (Tenders, direct orders, quotations, delivery terms, ..) with the institution hospitals in the middle zone(Riyadh area).
2) Ensure the availability and the validity of Novartis products in various hospitals.
3) Close follow up with purchasing and pharmacy departments to develop sales and secure smooth business flow.
4) Effective cooperation /coordination with the scientific office for new introductions and tracking competitors’ activities.
5) Leading, controlling and organising the money collectors’ activities and managing the payment schedules with the institution centres.
6) Coordinate /motivate the field force to ensure customer service.
7) Field visits with money collectors to maximize the coverage and to improve the productivity.
8) Implementing special action programs/tasks.
9) Development of complete database for all customers concerned.
10) Business development and expansion.
IV. FEBRUARY 2004 - AUGUST 2005:
Promoted as a senior product specialist KSA with following responsibilities:
1) Sales excellence program advisor in KSA and to report it to the ME sales excellence program director.
2) Controlling reporting system in Novartis Oncology (QTQ).
3) Following up two international clinical trials in K.F.S.H Riyadh and RKH
V. : FROM JANUARY 2002 - JANUARY 2004:
Working as oncology sales specialist in both Central and Eastern zones on the following markets segments:
-Breast cancer segment. - Bone metastases segment.
-CML segment. -Thalassemia segment.
-Gastroenterology segment. -Anti-emetic segment.
VI. : FROM OCTOBER 1995 - DECEMBER 2001:
Working for Ciba vision Saudi Arabia as a medical representative with the following duties & responsibilities:
Selling & promoting contact lenses & lens care products in Western zone (Jeddah, Makkah, Taif, Abha, Khamis Meshet, Madinah, Tabuk, Yanbu, Jazan &Najran), and Middle zone (Riyadh, Hail, Al-kharg & Qasim) in pharmacies and optic shops.
FROM JULY 1994 - MAY 1995:
Medical representative for Rhône-Poulenc Rorer Alexandria responsible for both M.O.H and private sectors with the following duties & responsibilities:
Selling & promoting of pharmaceutical products in the following markets segments:
1-Anti-rehumatic markets. 2-Anti-fungal market. 3-Broad spectrum antibiotics
MBA with LEICESTER University, UK, accredited from AMBA, started the course in July 2005 and graduated in January 2009, covering the following topics: 1) Management, people and organisations. 2) Accounting for managers. 3) Strategic marketing. 4) Strategic analysis and choice. 5) Implementing strategies. 6) Finance and growth strategies. 7) Strategies in action. The graduation project was: “Tailoring Marketing Strategy in Multinational Companies in Saudi Arabia”
1989-1994: Faculty of Pharmacy Alexandria University, Egypt , very good degree of honor