Profile

Strong business qualifications with an impressive track record, Results-oriented executive with demonstrated success in P&L / general management and robust diversified experience in Multinational pharmaceutical and FMCG organization over 18 years of progressively increased responsibilities in sales, marketing, operational, organizational assessment and development, as well as a unique combination of expertise in marketing planning, sales management, strategic planning, Coaching & Training, business unit development, project and product management.

Strong disciplined and inspiring leader, a team player with aptitude to spot and develop talents.

 Forward-thinking leader and a key player in transforming the corporate strategies & operating models, identifying untapped market & business opportunities, building supportive and inclusive work environment, with turn-around experience.

Work History

Work History
Jul 2011 - Present

International Territory Manager - MENA

Martindale Pharma

Finance

  • Achieve sales & margin budget for the territory (MENA Region).
  • In put into pricing for the territory, recommending amendments as necessary.
  • Accountability for distributors financial performance.
  • For new projects, new products and new registrations, a business plan justifying the return on investment for the company needs to be presented to the Regional manager.
  • Identify poor performing customers and implement a strategy to replace or support the existing customers.

Customer

  • Safeguard existing and develop new business opportunities with the existing business partners as well as research, investigate and recommend the appointment of new business partners.
  • Motivate and direct distributors staff in relevant markets by building strong relationships, monitoring and providing exemplary support.
  • Input into the development and implement the strategic plan for the territory, including the roll out of new product launches and relevant registrations.
  • Regularly visit the markets and meet with the distributors, key end users, Government bodies (MOH/MOD) and National Medicine Agencies.
  • Gain market insight to assist in the pricing of the tenders.
  • Research and devise business development prospects for the territory. This will involve investigating market opportunities.
  • Implement the agreed Marketing Plan for key products.
  • Contribute to the design and planning of marketing material for the International Business Unit.

Process

  • Launch country specific products on time.
  • Identify and justify a programme for registrations in relevant markets.
  • Roll out new product launch in countries where country specifics packaging is not required.
  • Report the month end results to the Regional Manager, as well as the minutes of the internal and external meetings.

People

  • Establish a strong working relationship with distributor management; work closely with them to meet agreed objectives.
  • Work with colleagues across the business to prepare and launch new products.
  • Liaise with internal colleagues to respond to the customers enquiries and ensure customer satisfaction.
  • Interview and provide recommendation to appoint distributor sales personnel.
  • Make frequent visits with sales staff and ensure that adequate sales reporting systems are in place.
  • Active participation and contribution to International Business Unit meetings.
Jan 2009 - May 2011

Country Manager

Beiersdorf - Produits de Consommation Internationale (PCI) - (Bugshan Group)

Exclusive Distributer for Beiersdorf in Algeria

  • Achieve the goals and objectives of the corporation as determined by the Managing Director and founding documents.
  • Assure that the policies, resolutions and other acts are carried out.
  • Prepare or oversee the preparation of the annual budget and be responsible for its implementation.
  • Negotiate all contracts.
  • Assume responsibility for the purchasing of all supplies and materials.
  • Maintain oversight of all corporate projects, programs and community relations.
  • Administration of all salaries and wages.
  • Handle insurance, tax, legal matters and delinquencies.
  • Managed and directed a fully integrated operation of sales, marketing, distribution & finance functions, with P&L responsibility.
  • Developed and implemented business plans that consistently grew sales revenues by more than 20% market growth despite the increased generics activities and troubled economy.
  • Led highly successful introduction of new Q10 brand.
  • Achieved and maintained a Leading market position for the core product lines (average M Share: 45 %).
Aug 2007 - Jan 2009

Area Manager

Nutridar

Baby Food Dairy

  • Responsible for managing and planning a profitable strategy for Countries (Sudan, Lebanon and Tunisia).
  • Review the communication channels vertically and horizontally. (Organize the reporting system with distributor).
  • Evaluate the Financial ability for each distributor (follow up payment).
  • Arrange the Pro Forma Invoices for each country according to market needs.
  • Review and organize reporting system (daily, weekly, and monthly reports).
  • Search and develop new methods, strategies and plan to continuously enhance the area’s sales distribution effectiveness.
  • Plan and assure efficient and productive utilization of time for the whole are activities.
  • Follow up registration.
  • Enhance tender business.
  • Follow up the sales performance for area supervisor, all medical representatives and sales team.
  • Responsible for improving and developing the medical teams by coaching & Training.
  • Implement and follow up the area sales plan to achieve its set target.
  • Participate in providing information for planning and developing of targets with the sales operations director.
  • Assure the proper follow up of area expenditures within the set budget.
  • Conduct cycle meeting
  • Prepare and updates job description.
  • Achieved market growth on 2008 ( 20% for Lebanon, 24% For Tunisia and 45% for Sudan) vs. to 2007
Oct 2005 - Aug 2007

Field Force Manager

Merz Pharmaceuticals
  • Responsible for managing the current sales in western region with the aim of achieving the annual sales & profit targets. And build a solid base of loyal customers; build a healthy business relationship with our distributor and hospital purchasing departments.
  • Additionally, responsible for development and motivation of the sales representatives. Provide high technical support by conducting seminars & workshops. Train, develop & motivate the Sales Force to ensure that their technical knowledge & skills are up to company standards.
  • Launching new company products based on its relevance to the Middle East markets in order to capture business opportunities.
May 1999 - Oct 2005

Senior Medical Representative

GLAXOSMITHKLINE
  • Six year of proven successful sales experience with consistently increasing responsibilities
  • Responsible for managing the main accounts group, obtaining and managing the distribution of our products within retail pharmacies, and securing coverage of those products within managed care organizations and pharmacy benefit management organizations.
Sep 1997 - Apr 1999

Medical Representative.

Middle East Pharmaceutical & Chemical Co.

Effective participation, with colleagues, to launch and build the base of new products in the Jordanian market.

Introduction of new product to the MOH formulation.

Education

Education

Personal Profile

  • Analytic thinking.
  • Ability to take over responsibility for all levels of functions within their jurisdictions.
  • Ability to solve problems by the Knowledge of problem solving and decision-making
  • Ability to read Budgets and financial statements.
  • Strong sense of responsibility and self-motivation.
  • Proven ability to manage business relationships and to expand horizontally and vertically to attain the sales goal.
  • Dynamic, ambitious & hard working person·
  • Leadership capabilities.

References

References

Issa Al Anati

National Sales Manager, GlaxoSmithkline

Mustafa Shawish

Sales Director, Nutridar

Khalil Al Shaikh

Managing Director, Bugshan Group

Anthony Grayling

Head of Middle East and Africa, Martindale Pharma