Business Development Digital Marketing
Resume:
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Intro & Cover letter
A professional passionate leader profile, who easily adapts to new cultures, spreading positive vibes to all, excellent communicator & negotiator, yet a fast learner, with more than 18 years of diversified experiences in,
• Sales and marketing management, with a proven record of people development
• Corporate strategy and business operations. Corporate strategist including organization restructure, outsourcing operations, change management planning and execution.
• Business development and project management.
• Digital marketing and leading corporate innovation Major milestones:
• Corporate strategy setting and implementation for 5 consecutive years.
• Corporate Business operation assignment for the last 6 months with acknowledgement from the CM and the area president.
• Awarded for Marketing Excellence nationally, regionally, in Emerging Markets and Globally for remarkable strategic planning and achievements.
• AVG achievements in marketing & sales roles vary between 115 – 125% for 15 years.
• Developed a team that was nominated as the best team in KSA pharmaceuticals by Merlin survey 2012
• Closed 3 unique deals in 3 years, 1 billion $ closed deal with local pharma company for 2nd brands & branded generics for 10 years
• Brought the 1st Second generation antihistaminic to the company and the Kingdom.
• Thanks to my background in LAW and Finance, I re-drafted the distributors and contracted sales force contracts to save the company 6% direct to the bottom line.
• Corporate national and international events’ lead including PR, Media relations and advertising campaigns and internal change management strategies and implementation.
• Digital transformer with DARE TO TRY CHAMPION Badge, 2 DM diplomas, Google Certified. Mohamad Farouk • Page 2
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Mohamad Farouk
ASSOCIATE DIRECTOR, MARKETING, BIOSIMILARS & SIPS
Cairo, Egypt • ad5dn4@r.postjobfree.com
01/10/1976 • Egypt
Male • Married
MM/ BUD/ FM/ MD/ DBO/ Regional Dir. Profile
Accomplished and results-oriented business leader with 18+ years experience in Sales, marketing, business development, project management, contracted sales force management & business operations
— Areas of Expertise —
Sales management I Staff Leadership, Training & People development B2B & B2C Marketing Digital Marketing Corporate strategy I Corporate Budgeting & Forecasting Stakeholders Engagement Strategic business analytics and insights Corporate strategic planning Business development & Project Management Product Development New Product Launching Market Access & Pricing Entrepreneurship & Innovation
— Key Career Accomplishments —
Relaunched the AI portfolio with 37% growth over 5 years, contributing from 8% to 35% from the AFME TMS sales Optimized the company P&L with an additional 6% direct to the bottom line in one year Actively contributed to the PEH commercial and corporate structure working closely with the
CM Designed and established a new corporate strategy and guide for the year 2018 by working with CM Acknowledged by Anna Maria president of EM by the EM marketing excellence award. Launched 10 new products in one year through regional and country-level cross-functional collaboration. A digital marketing guru and early adopter of multi-channel marketing on 2010, with 2 international diplomas in Digital marketing from DMI (Digital Marketing Institute 2012 & Rome Business School 2018), and certified by Google in Digital marketing, Digital well-being and work productivity improvement, Advanced Google Analytics, Google Ads certified; 2019. Optimised 120% average sales achievements through appropriate planning and sales management through 5 years and appreciated by higher Management I External efficient stakeholders’ engagement, close 2 deals within 2 years;
[Monofer] via Pharma cosmos- Denmark & [Robafin] via Uriach- Spain Extensive experience dealing with agencies through which I developed the media communication for Pfizer Saudi strategy for 6 consecutive years. Change management champion, design and implement corporate strategy throughout 5 consecutive years. Successfully achieved “Excellent” for the 6 months assignment as Director of Business Operations.
Mohamad Farouk • Page 3
Career chronology
Jan 2021 Present Managing Director of Dar El Tebb Hospital, www.dareltebb.com Jun 2019 Dec 2020 Re-organizing the pages (transitional period) Apr 2018 Jun 2019 Associate Dir, Marketing, Biosimilars & Sterile Injectables Sep 2017 Mar 2018 Director of Business Operations, (6 Months Assignments) Jun 2015 Aug 2017 Strategy & Business Development Lead Mar 2013 May 2015 Country Portfolio Lead – Outsourcing Sales Operation Manager Jun 2011 Feb 2013 Product Manager – (sales manager 6 Months Assignment, South Area) Nov 2004 May 2010 Medical Representative & Senior MR, Pfizer KSA Jan 2003 Oct 2004 Product Specialist, GSK EGYPT
Mar 2000 Dec 2002 Medical representative
Sep 1999 Feb 2002 Lecturer, Al Menia Pharmacy School, Egypt Therapeutic Areas
Cardiovascular products [Norvasc, Lipitor, Avandia, Lacipil, Diltiazem]
Anti-Invectives [Zithromax, Dalacin, Vibramycin, Flagyl, Tazocin, Vfend, Meronem IV, Zyvox]
Endocrine care products [Genotropine, Dostinex]
Women health care products [Dostinex, Zithromax 4 tabs, Provera, Depo-Provera, Diflucan, Prostin E2, Prostin VR, Sayana Press]
Smoking Cessation products [Champix]
Urology and sexual health including PDE5 inhibitor products [Cardura, Detrusitol, Viagra, Caverject]
Pain Management [Celebrex, Feldene]
Neuroscience products [Lustral, Neurontin, Xanax]
Biosimilars [Nivestim]
Mohamad Farouk • Page 4
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Professional Experience, Detailed
Pfizer Saudi Limited Jeddah, Saudi Arabia
Associate Dir, Marketing (Senior Manager CM-1) Apr 2018 – Jun 2019 A Biosimilar Saudi Lead, to accomplish and reassess the assigned tasks. Develop fresh marketing strategies for the Biosimilars portfolio by visiting markets to meet customer demands. Foster innovation, customer focus, and personal accountability and achieve desired results. Arrange weekly and monthly internal customer insights meetings with staff members to discuss issues related to the commercial plan. Key Accomplishments:
Built robust updated short and LRF for the BS portfolio with high acceptance from the area president. (Ref. available) parallel to redefine the go-to-market strategy & marketing strategy of the Biosimilar portfolio
Ensured programs, tools, and materials readiness for team (The Bio-Rovers) utilization in the SA market.
Extend the support to the Gulf area, with the result of 120% Ach TMS Jeddah, Saudi Arabia
Strategy& Business Development Lead (Senior Manager GL090-C) 2015 – 2018 Designed and established a new corporate strategy and guide for the year 2018 by working with CM. Directed, planned corporate strategies, and organized communication events, including the Pfizer plant grand opening and annual POA. Oversaw negotiation process with potential business partners and established execution plan to finalize the potential deal. Formulated a strategic business development plan to support the company in revenue enhancement. Directed, and endorsed the project in a complex matrix structure and managed internal and external investors. Identified, captured, and prioritized new investment opportunities for an organization with an initial list of potential alliances, JVs, and partnership targets. Key Accomplishments:
Successfully awarded a 6-month assignment as Director of Business operation, through which I have proven leadership and remarkable strategic vision side by side with setting accurate KPIs and backup plans to assure the proper execution to achieve the goals. Milestones:
• 6% direct increase to the company bottom line.
• Re-drafted the distributors and outsourcing channels contracts.
• A note of excellence for formulating the 2019 country operating plan, which includes a transformation plan.
• Country restructure to optimize the efforts after 2 layoffs.
• Constructed a change plan for 2019, from idea to execution.
Formulated, discussed and convinced the management with 3 years new strategy, which includes the transformation of Pfizer from a Scientific office to a full-functioned Multinational company.
Headed MEGA-16 project operations from Signature to Closing through an appropriate understanding of processes, manpower, and planning as well as aligned Pfizer sites, Pfizer Global Supply (PGS).
Planned, directed corporate strategies, and organized communication events, including the Pfizer plant grand opening and annual POA strategy implementation.
Launched 10 new products in one year by struggling on regional and country levels. Mohamad Farouk • Page 5
Pfizer Saudi Limited Jeddah, Saudi Arabia
Country Portfolio Lead – Outsourcing Sales Operation Manager (Senior Manager GL090-A) 2013 – 2015 To Manage the P&L for my portfolio. Creating brand-specific campaigns, including periodical campaigns and content refreshing occasions. Collaborating with the country (BU) leads to highlighting opportunities for local partnerships. Assessed and calculated potential revenue for product portfolio. Forecasted and maintained the company's sales and supply performance portfolio to compile records. Determined cross- sell opportunities among EP and in-line products.
Position Summary:
Forecast and Manage portfolio performance (Sales and Supply).
Leverages Regional EP Leads, Commercial Solutions Center expertise, and TA expertise/content as needed
Develop channel-specific approaches for key customer segments (e.g., retail, hospitals, governments, etc.)
Craft and execute strategies to promote EP product portfolio (e.g., messaging, product grouping, relevant collateral, assess and prioritize, etc.)
Develop local market life-cycle strategies (i.e. Line extension, new indications) by collaborating with stakeholders in other Commercial Units
Provide market insights to relevant Senior Regional EP Leads
Highlight and support opportunities for local partnerships, in collaboration with the in-country CU Lead.
Serves as a local marketing expert for key non-HCP customer segments
Engage in brand-specific campaigns (e.g., reminder campaigns or occasional content refreshes) Key Responsibilities:
Accountable
Achieve and influence the development of country sales targets, OP plan
Assess revenue potential for product portfolio
Execution of sales and marketing strategy and portfolio POA, Develop sales materials.
Obtain final regulatory/legal approval of tactical portfolio plan
Align with a customer / Access plan
Shared Accountabilities
Explore opportunities for cross-selling between EP and in-line products (w/ CBL and FF)
Surface opportunities for value-add activities (with Customer Marketers in the country)
Identify and pursue opportunities for local deals (w/ in-country CU Lead)
Development of revenue targets for portfolio
Key Accomplishments:
Led a team of 1 national sales manager, 4 sales managers, and 2 field trainers, for 14 months across the kingdom, achieved 120% with 30% G over the former year.
Pfizer’s portfolio achieves an average of 118% achievements, with 37% G in TMS. Pfizer Corporation Jeddah, Saudi Arabia
Product Manager (Manager CM-2) 2011 – 2013
Directed, examined and assessed the sales team's overall activities to prepare employee progress reports. Generated an appropriate follow-up system for the sales team to supervise the performance of staff and encouraged the sales team to complete sales targets. Increased sales, volume distribution, and improved Mohamad Farouk • Page 6
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customer service by developing and implementing business development measures. Recommended/advised changes in business model by calculating/evaluating customer’s feedback on survey forms. Examined and researched the existing market situation, captured new business opportunities, prepared reports by analysing and forecasting gathered information, and forwarded them to the sales director for decision-making. Optimised product penetration in the market by developing a vision and commercial plan of the product as well as implementing new marketing strategies. Key Accomplishments:
Awarded a sales manager 6 Months Assignment to the South Area, AI team (3 medical representatives), full reporting and target responsibility.
Relaunched the AI portfolio with 37% growth over 5 years, contributing from 8% to 35% from the AFME TMS sales.
Bestowed with the Individual Performance Award recognition letter for demonstrating excellence in the areas of excellence and collaboration across countries and CPNs (Community Practice Networks) on the Emerging Markets Established Products Business Unit level. Awarded by Vice President of EPEM, Marketing Director, AI EP, Emerging Markets, Pfizer Inc. NY, Director Anti Invectives’ and Hospital Business, EPBU, Pfizer Inc, NY, Sr. Regional Director- Established products, Medical Director, Saudi Arabia, Country Manager, Saudi Arabia, 2012
Awarded with the Best Product Manager award by the STAR AWARD Program. 2011
Contributed to product planning, defining roadmaps, and developing new ideas for supporting future product development and achieving sales targets like [Monofer] Medical Representative 2004 – 2010
Sold pharmaceutical products to official hospitals, clinics, and medical practitioners in assigned regions and enhanced the business of the company. Prepared medicines presentations and delivered information on products, equipment, and instruments to doctors, nurses, pharmacists, and patients to attain sales targets and objectives of the organisation. Communicated and transferred accurate information about the company’s latest medical products by organising seminars and sessions. Developed and maintained robust working relationships with medical staff for recurring business. Assessed and estimated competitors’ activities by regularly visiting the market and evaluating the effectiveness of promotions. Key Accomplishments:
Earned accolades award on 120% sales improvement in 2006 and received appreciation mail from higher management on utilising smart sales techniques.
Transformed Lipitor SOM in 2004 from 40 % to 70% and acknowledged with galvanizing emails from executives for Dostinex presentation and various marketing techniques.
Accredited for eminent design and management of Champix launch meeting.
Received appreciation from Dr Abdul Aziz Shahin, Dr Gharib Amer and Dr Yasser Abdul Wahid for the Detrusitol direct-to-consumer booklet.
GSK Egypt
Product Specialist 2003 - 2004
Executed an integrated range of sales and distribution plans and methods for selling Avandia, Menia, and Beni-Sweef products to meet organisational targets. Built strong business relationships with medical centres across KSA as well as formulated presentations for clients by highlighting the advantages of oral anti-diabetic drugs. Resolved client queries by providing the best possible level of service. Attended several medical conferences and various technical and sales training across KSA as a company representative. Coordinated with team managers to make plans for approaching contacts and created effective business plans for optimising sales of the organisation.
Mohamad Farouk • Page 7
Additional Experience:
Medical Representative, GSK, Egypt
Lecturer, Al Menia Pharmacy School, Egypt
Education & Memberships
Bachelor’s Degree in Pharmaceutical Sciences
Mansoura University – Mansoura, Egypt – May 1998
MBA registered in Rome Business School,
has MBA from Canterbury University, New Zealand, 2012 (Distance learning) Professional Memberships: Marketing Leadership Council since Jan 2010 Chartered Management Institute since Jan 2011 American Marketing Association since Mar 2011 British Marketing Society Previous Pfizer Memberships: Gartner (MLC) Marketing leadership council SLC; Sales Leadership Council
ANA, Association of National Advertisers E-Marketer Scientist Dare to Try Highlights, Training & Certifications
Google essentials of digital marketing, Digital well-being, Google Analytics Beginners & Advanced, Google Ads Certification 2019 Work environment improvement by Google 2019 Dare to Try Champion training, 2018 Mastering the matrix business, 2018 Building efficient BD business case, 2016 Contract reading and drafting for non-lawyers, Informa, UK, 2016 Organisational Climate, by Pfizer, 2015 Mastering Leadership Styles by Pfizer, 2015 Enterprise Multi-Channel Marketing Training, Pfizer 2015 Financial advances, by Pfizer, 2015 Pharmaceutical Marketing Planning, by Pfizer, USA, 2014 MBA, Marketing Management, University of Canterbury, 2011 New Asset Launch Program training, Pfizer, 2014 Finance for non-finance, Pfizer, 2013 Digital Marketing Diploma, DMI, 2012 Pharmaceutical Marketing Management; CCM, 2011
iPLAN, by Pfizer, UK, 2011 Project Management Professional (USA), Jan 2010 Project Marketing Planning, Pfizer 2014 & 2015 Pfizer Corporate In-House Training Basics of Relabeling and Repackaging within Pfizer Egypt, Sudan and Saudi, Pfizer 2014 & 2015 Embracing Organisational Change, Tarek Habib, Pfizer clinical trial training, Leadership Co., Egypt TRAINING & Certifications Chronology
• Pfizer Corporate In-House Training:
Pfizer’s initial selling skills training
Pfizer presentation skills
Pfizer Social styles (4S) training
Pfizer Key account selling
Pfizer Hospital selling workshop
Pfizer advanced selling skills
Pfizer Work smarter program (FOCUS)
Mohamad Farouk • Page 8
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Pfizer Business Acumen, Ethics, and Etiquette
Pfizer targeting training
Pfizer Delivering Constructive Criticism
Office Politics for Managers
Networking Within and Outside the Company
Team Building and Performance Management
Pfizer Advanced presentation skills
Pfizer Advanced presentation & negotiation skills
Pfizer project management training
Employees Engagement Assessment & Planning
Accountability in the Workplace
Being A Likeable Boss
High-Performance Teams Inside the Company
High-Performance Teams Remote Workforce
Leadership And Influence
Manager Management
Foreign Corrupt Practices Act Course, Pfizer Legal International SOPs for anti-bribery and facing corruption International training for Documents dealing
Product quality compliant identification and reporting-GMP course Embracing organizational change
Own it; Make it your business model
• Google Ads Certification 2019
• Work environment improvement by Google 2019
• Mastering the matrix business, 2018
• Dare to Try Champion training, 2018
• Building efficient BD business case, By Mahmoud Ibrahim (Regional BD lead), 2016
• Contract reading and drafting for non-lawyers, Informa, 2016
• Organizational Climate, by Pfizer - Hay Group, USA, 2015
• Mastering Leadership Styles by Pfizer - Hay Group, USA, 2015
• Enterprise Multi-Channel Marketing Training, Pfizer 2015 Module 01 - Video Detailing -Tele Detailing,
Module 02 - Self Detailing - e Detailing,
Module 03 - Webinars,
Module 04 - Email Marketing,
Module 05 - Websites,
Module 06 - CME,
Module 07 - Online Promotion,
Module 08 - Mobile,
Module 09 - Social Media,
Module 10 - Integrating Channels,
Module 11 - Direct Mail,
Module 12 - Tele service,
Module 13 - Multi Channel Sampling
Mohamad Farouk • Page 9
• Financial Essentials for non-Finance, by Pfizer, 2015
• Pharmaceutical Marketing Planning Master, by Pfizer - Don Sexton, USA, 2014
• MBA, Marketing Management, University of Canterbury, 2011 [Distance Learning]
• New Asset Launch Program training, Pfizer, 2014
• Finance for non-finance, Pfizer, 2013
• Professional Digital Marketing Diploma, DMI, Digital Marketing Institute, 2012
• Pharmaceutical Marketing Management; CCM (Tack), 2011
• iPLAN, advanced new quantitative marketing tools by Pfizer - Impact Planning group, UK, 2011
• Project Management Institute, Project Management Professional (USA), Jan 2010 (Student)
• Project 3 Cs Marketing Planning, Pfizer 2014 & 2015
• Basics of Relabeling and Repackaging, then Relabeling and repackaging within Pfizer Egypt, Sudan and Saudi, Pfizer 2014 & 2015
• Embracing Organizational Change, Tarek Habib, Pfizer
• Presenting clinical trial training, Leadership Co., Egypt
• Pfizer ILP (Innovation Leadership Program), to be certified as DRIVER. Innovation Assessment. Assess-Coach. Assess-Innovator. Assess DRIVER. Ted event webinar. Pfizer corporate innovation program and capabilities. Innovation Communities overview. Mastering innovation basics; best practices and foundational techniques to be more innovative – Module 03. Building a better brainstorm. Running an idea evaluation session. The front end of innovation; Future-Focused approaches to identify new areas for growth The art of incremental innovation; seven methods for enhancing existing offers and 11 tactics to get you started. Charting your innovation roadmap; identify the phases, people and deliverables required to bring ideas to market. How to get better ideas; unique approaches to fuel new thinking and drive innovation. Effective innovation, and leadership. four approaches to leading innovation and change. Reward and recognition for innovation: how to motivate your workforce to get better results. Encouraging teams to better collaborate and share: create better ideas faster with a culture of cooperation. Setting innovation metrics: how to select the best criteria to measure your programs’ effectiveness. Disruptive innovation. Define your innovation and risk tolerance. Innovation in difficult times Partnership for Innovation Success Seven Innovation Behaviours
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