Business Unit Manager
Drager M.D
Total years of experience :29 years, 11 Months
• Responsible for a business volume reach 10M €. Per year with an overall 46 team members including 6 direct reporters (product, Sales & Account Managers) across Country.
• Setting the Company strategies of commercial team (Promotional, Market access, Sales...etc.)
• Develops and implements strategic marketing plans and sales plans and forecasts to achieve corporate objectives for the company products.
• Develops and recommends product positioning, packaging, and pricing strategy to produce the highest possible long-term market share.
• Ensures effective control of marketing results, and takes corrective action to guarantee that achievement of marketing objectives falls within designated budgets.
• Develops and manages sales/marketing operating budgets.
• Responsible for the Company P&L in addition to the strategic successful launch of new products ((Evita V500 Ventilation unit, Drager PulmoVista 500, …..).
• Set strategic business plans along with the team member to achieve marketing business objectives in accordance with CBP standards and in line with Global marketing strategy on short, medium and long term insight.
• Define KPI's, prepare annual budget/brand guidelines and recommend resources allocation, challenging and ensuring follow up at country level.
• Provision of symposiums to physicians sector, and institution sector physicians through the key opinion leader (KOL) speaking regarding the advantages of Drager products.
• Establishes and maintains relationships with industry influencers and key strategic partners. .
• Build and maintain good contacts with the key health care entity e.g. ministry of defence, MOH, Universities; Specialized canters.
• Keen monitoring of market shipments and relevant stocks as well as the development of promotional material and detail aids
• Monitors competitor products, sales and marketing activities.
• Monitor market trends, sales and product performance, and take corrective actions from (sales or marketing prospective) as required.
• Establishing Micro-marketing Programs /Brands Segmentation for Key Accounts leading to sustained triple digit growth for Hospital Products.
• Create & Managing launch plans of brands through the right portfolio strategy, right focus, and right prioritization ensuring profitable operating model.
• Coach and manage performance appraisal of product manager, sales manager, Key Account Manager, Product specialist.
• Driving force in designing and applying of an innovation program within the business unit.
• Cross functional alignment with other functional areas (Training, Medical, Marketing, Regulatory, Finance, HR) to ensure proper value communication through different channels available.
• Identify and exploit new business development opportunities.
• Contribute in setting overall organizational policy and direction.
• Reports directly to the CEO (GCC/AFME) in member Management Committee.
•Managing different responsibilities
** Business Leadership:
-Supervise and Manage (Business / Customer / Accounts /Distributors Channels) plans developed and executed for the portfolio of products for a given geography, in line with Pfizer value.
-Supervise the proper allocation of the resources to best fit business / accounts plans.
-Regularly review performance plans and the progress of their implementation against agreed metrics.
-Develop constructive internal and cross functional relationships to facilitate team working; the exchange of information; customer knowledge; Distributers satisfaction and the development of business opportunities.
-Ensure the proper alignment with Pfizer compliance policy.
-Ensure proper assignment of promotion territory via sales achievements and analyze sales statistics to ensure the proper deployment of the promotion team.
-Contribute with the Business Unit Director in management of expenditures according to the budgetary requirements.
-Collaborate with the Marketing to ensure the establishment of realistic sales forecasts.
-Develop systems that will enhance the efficacy, analyze the activities and ensure proper feedback on the team performance, as well as develop plans for their motivation, training and development.
-Ensure that the company values, policies and procedures are well communicated to the direct reports.
-Identify business driver, target group and their specific needs. Study and analyze market, watching closely the competition, to report finding to the subordinate and the Head of the Business Unit.
-Assist and participate in developing sales campaigns, seminars, symposia, and ensure their successful execution.
-Implement marketing plans to meet company sales objectives in the market.
-Mange and guide the activities of the subordinate to ensure the best use of their time, enhance their efficiency and ensure their selling efforts are focused on predetermined list of prioritized objectives.
-Plan and organize communication channels with the team. Through regular meeting with them on different levels.
-Manage the Institutional Tender business (Universities, Military, Ministry of Health, Health Insurance...)
-Participate in the negotiation of the prices for large sales contracts as per company policy.
-Prepare and submit periodic sales report showing sales volume and potential sales growth to the Head of the Business Unit.
-Participate in the selection of supportive material from the marketing department to meet the markets emerging needs.
-Perform additional assigned duties and responsibilities as relevant: POA, review and implement marketing strategies, budgeting, budget review.
• Managing different responsibilities
** Customer Relationship Management:
-Ensure timely and accurate feedback is given to marketing team with regards to the brand and customer knowledge.
-Ensure the ، put the customer at the center of what we do، approach is followed throughout all activities.
-Engage customers: Build and manage key relationship locally e.g. influence customers through one day weekly: objective to visit, engage, and partner with KOLs to help establish strong bonds with them in addition to ensuring having this implemented through sales team.
-Ensure all team members identify and leverage the influence of the KOLs in a given geography.
-Ensure the proper use of ECMS application (IT System) to establish a strong, reliable company database.
-Develop strategic partnerships with customers that will help in achieving company objectives.
-Ensure the proper segmentation and targeting of high potential customers.
** People Leadership:
-Develop sales team’s competencies through regular coaching.
-Demonstrate disciplined and regular management of individual performance to ensure that all team members are contributing to their maximum capability and capacity.
-Effectively manage team performance by 6 week review plan.
-Use GPM to support performance and ensure that formal performance improvement plans process is initiated where the performance is not the required.
-Recognize and celebrate successes
-Utilize all reward & recognition tools to leverage performance.
•Launching different Products in different therapeutic area like.
- Anti Rheumatic Products (Launch of Celebrex year 2000).
- Erectile Dysfunction Product (Launch of Viagra year 2002).
- Anti-Biotic product (Launch of Sulperazone (Hospital sector) 2003.
- Anti-Biotic product (Launch of Zithromax I.V (Hospital sector) 2005.
- Anti-Glaucoma Products (Launch of Xalatan, Xalacom year 2006).
- Anti Epileptic Products (Launch of Lyrica year 2007). - Infertility Products (Launch of Dostinex & Dalacin V year 2008).
- Overactive Bladder Products (Launch of Detrusitol year 2008).
•Working with different products in different therapeutic area like.
- Anti-Infective products (Unasyn, Cefobid, Sulperazon, Zithromax).
- Anti-Fungal Products (Diflucan Oral & Vial).
- Anti-Rheumatic Products (Feleden different forms).
- PBH products (Cardura).
• Certified one of the best practices Pfizer Managers worldwide.
(Gallup Global survey year 2009)
(Super Star \{Sales Volume & Market Share\} Pfizer Egypt in the MER region for Year 2000)
•responsible for managing the product in terms of developing and implementing general strategy, in addition to publications, conventions, budgeting and general positioning of the product.
•Drive marketing strategies and programs related to the product line, consistent with overall business objectives utilizing traditional and innovative marketing approaches, tools and methodologies.
•Manage all marketing aspects of product line development including the formulation of business plans, management of product development activities, and the execution of new product introductions.
•Respond to customer needs through marketing leading activities.
•Analyze and monitor financial and demographic factors in order to capitalize on market opportunities and minimize effects of competitive activities.
•Collaborate with field sales management and KOLs to validate, deliver and evaluate marketing strategies and programs.
•Plan and execute product launches including pre-launch activities and post launch follow-up and support.
• Train the evaluation staff and monitor the evaluation process of the huge lab instrument in the investigation center (King Fahd Hosp., N.G. Hosp., …) that affect the acceptance of that product in the Saudi Kingdom.
• Monitor the feedback of the investigation center and reported it to DPC USA
• Play a main role in the spreading of the “Chemilluminiscent technique “concept in the different investigation center in the Saudi market that lead to spreading over than 15 Units of Immulite in a period of 2 years with a total sales volume 25 M S.R for the cost of the machine only rather than Kits that is already close system
• Responsible as an Expert for the technical troubleshoot of a different USA lab machines with 24/7 hotline USA access like.
- Diagnostic Products Corporation Kits like:
(Radio Immunoassays-Fluorescence Antibody assays-Allergen assays)
- Diagnostic Products Corporation Instruments like:
(Spectrophotometers series Sopheia 1000, Sopheia 2000)
(Immulite Hormonal Analyzer “Chemilluminiscent technique “)
(Robotic Sampler Mark 5-Tip Teck)
- Awareness Technology Instruments like:
(STATFAX serious, fully automated reader & washer, Shaker Incubator)
- Medica Co. Instrument Like:
(ISE Analyzer : Na/K, Na/K/Li, Na/K/L/Cl, Na/K/Ca/PH)
- Primus Co. Instrument like:
(Ghb/A 1c Analyzer: HPLC theory, Gilson 385 platform, Hewlett Packard 330)
- Spectrophotometer set 4010.
- Hormonal Analyzer Series ES11-ES22-ES33.
- Sorval Top Floor Refrigerated Centrifuge RC-3C.
- Sanofi Diagnostic Pasture Instruments & Kits.
- Medica Co. Instruments.
- Hitachi Chemistry Analyzer 704-705-911.
- Behnk electronic Coagulation analyzer.
Marketing Track Cumulative GPA 3.5/4
advanced Management Qualification
Microsoft office word. Microsoft office Excel. Microsoft office PowerPoint. Microsoft office Outlook. Microsoft office Access. Microsoft Information Technology.
very good with honor
