Sales Manager

Curriculum Vitae Nader Nabil Mekhael B. Pharm

Photo

Nader Nabil B. Pharm

Egyptian/Canadian DOB 1969 Fluent in English with Arabic mother tongue Tel: 00971 (50) 4460673 UAE, 002*********** Egypt email: ********@*******.***

Introduction:

A well experienced and innovative Professional with extensive Sales and Marketing Leadership, Commercial Excellence experience across both Speciality and Primary care in Multinational Pharmaceutical companies in MEA region including Egypt, Rich leadership skills with extensive track record of achievements in Commercial leadership, Sales Force Effectiveness, Strategic Account Analysis and planning.

Core Business Competencies

Commercial Leadership & Market Access.

Strategic Account Management

Commercial Excellence

Professional Experience:

Jan 16- Present

Business Unit Head, Sales and Marketing Head,MEA .NewBridge Pharma

- Set the overall strategic direction and drive of the Business Unit while Managing & Delivering P&L

Jul 14- Dec 15

Area Manager, Gulf, NewBridge Pharma

- Leading sales team of 2 country managers, 5 key account managers, and Oncology business manager.

- Achieving Budgets while managing distributors in GCC, working closely with supply chain and regulatory.

Jan 12 – Jun 14

Commercial and Strategic Account Excellence Director, Gulf, AstraZeneca

- Leading a team of SFE Manager, New Commercial Marketing Manager and Training Department.

- Short and Long term Sales & Account planning based on tailored new channels of communication to different customers segments needs

Jan 11- Dec 11

Area Sales Manager, SFE Gulf Lead, AstraZeneca

- Manage the sales team and achieve sales budget for all AstraZeneca brands and Therapy areas in Gulf

- Member of Gulf & Pakistan Senior Management Team. Besides leading SFE and training.

Jan 08 - Dec 10

Second Line Sales Manager, Abu Dhabi & Oman, AstraZeneca

Jan 02 - Dec 07

Canada, PEBC evaluating PEBC, passed evaluating and MCQ Exams

Jan 99- Dec 01

Sales Manager, Kuwait, Oncology & Cardiovascular, AstraZeneca

Jan 93- Dec 97

Jan 92- Dec 93

Jan 91- Dec 91

Medical Representative & Product Specialist, Kuwait, AstraZeneca

Medical Representative, Egypt, BMS

Medical Representative, Egypt, Glaxo

Highlight of main achievements. (Further figures and specific examples furnished upon discussion)

- Proven record of Leading and developing highly motivated teams to achieve and exceed their sales and non-sales Objectives

- Successfully managed CNS P&L in GCC countries, achieving first year of profit.

- Proven track record of working and winning the right way with the utmost respect and implantation of the code of conduct. Leading the strictest code of conduct in the Gulf, as Gulf commercial leader& senior member of the Gulf local compliance Committee.

Highlights for the Key Competencies

Business Unit Management

Strategic

• Responsible and accountable for the overall strategic direction and drive of the BU based on innovative thinking and maximizing opportunities across all brands and markets

• Leading, developing, and implementing approved business plans and associated business activities focusing on the financial and strategic growth of the BU and the organization

• Identifying and removing barriers to ensure corporate success and uncover opportunities for growth

• Adopting an entrepreneurial approach to business activities with speed of action based on current and detailed knowledge of the relevant therapeutic area, observance of market specific requirements, competitor activity and potential business development opportunities

Finance

• Responsible for managing the Business Unit P&L, proposing an Annual Sales Target for the BU that genuinely maximizes the potential of each product in each market

• Accountable for delivering the approved annual sales target for each market and as an overall for the BU

• Accountable for managing expenses of the BU to ensure that bottom line targets and expectations as well as top line sales targets are met and ensuring appropriate processes are in place within the BU to manage the same.

Stakeholders

• Own the relationship with relevant Business Partners for the products comprised in the BU, ensuring strong and transparent communications across functions relevant to the BU and monitoring overall alliance management and escalating issues to the VP Commercial where appropriate

• Establish and maintain appropriate relationships with key opinion leaders, government agencies and officials and the industry as a whole.

• Ensure relationships with local distributors are strong collaborating where applicable with the relevant local BU representative and Market Manager and escalating issues to the VP Commercial where appropriate.

Distributor and Supply Chain Management

• Distributor management of the Gulf countries and Yemen.

• Working very closely with our Supply chain and regulatory team to ensure the right licenses and registrations are happening on due time.

• Proper management of organization-distributor relationship in alignment with finance to ensure achievement of company’s aspiration while providing payment facilities to the distributor.

• Managing stocks movement (Private and Institutional stocks) at the distributor level to match the demand, ensuring continuous supply and avoiding out-of-stock situation based on proper forecasting.

Sales and Strategic Account Management

• Portfolio assessment of all our brands to segment all our brands according to the most effective channel of communication.

• Embedding the Strategic account planning concept and implementation in the organization, with specific focus on Customer relationship management, Decision Making units, influencing internal stake holders, building efficient SWOT analysis and tracking Competitors activities.

• Leading the strategic assessment and implementation of launching new channels of communication with our Gulf customers, such as Digital, Service Reps, Tele-communication etc... Having the New Commercial

• Adapting and implementing Global marketing plans, messages and positioning statements and concepts to our new channels of communication sales and service teams

• Responsible for creating, developing and Leading the 60 seconds Service team across the Gulf countries, providing swift and effective communications with our customers. Resulting in increasing AntiHypertensive brands contribution by maintaining sales while decreasing costs, Protected Nexium (Gastroenterology) in non visited potential customer segment, and expanding into other therapy areas like respiratory.

• Developing KOL and Focus groups to collect clearer insights about customers and market needs.

Commercial Excellence

Sales Force Effectiveness:

• Responsible for the Sales Force Effectiveness function, having the SFE manager reporting directly to me, we insure that we are calling on the right customers at the right frequency and monitor our organizational performance.

• Training our Dealer’s representatives on Sales Force Effectiveness and Selling skills, providing clear Key performance indicators (KPIs) to track performance.

• Managing CRM platforms & Generating Timely KPI’s reports and conveying the results to the Sales management team.

• Successful launch of Harmony platform (one of the first pilot market globally) and Successful roll out of idetailing to field force.

• Ensuring the proper Segmentation & Targeting across different territories based on Adoption & Potential to ensure that we are calling on the right customers at the right frequency and monitor our organizational performance

• Building the Newly designed Incentive Scheme in Collaboration with the HR Department

o Providing accurate KPIs measure for non-sales section of the incentive scheme

o Building new career ladder and grading system.

• Led several projects, like simplification project aimed at simplifying the reporting system while improving work-life balance

Training and Development:

• Responsible for identifying sales training and development needs of the field force and sales managers through different mechanisms such as SFE reports, assessment projects such as the Selling and Coaching Village, Training manager & Field trainer’s feedback, coaching forms and comments etc.

• Work closely with our internal stakeholders specifically HR Department to develop solutions to address the identified training needs.

• Ensuring that we deliver the induction training program to all new employees more than 100 reps and managers in Gulf.

• Ensuring delivery of coaching program to all newly appointed Sales Managers.

• Ensuring delivery of induction and refresher Territory Action Planning program to our Sales Managers.

• Ensuring the delivery of 2 Selling and Coaching Village events per year upon which all our field force and Sales managers are assessed and scores are used in the non-sales part of the yearly incentive scheme.

• Providing tailored workshops that address the general and individual training needs identified from the Selling and coaching village events.

• Providing Training and development to our partners (Agent sales force) and providing them with the Marketing materials they need to promote our brands.

Education

2009: Advanced Management Diploma, Manchester Business School, in collaboration with AstraZeneca

2002: Sales and Marketing Diploma, Hull University with Stratx Consultancy, in collaboration with AstraZeneca

1991: Bachelor of Pharmaceutical Science, Alexandria University, Egypt

Special Courses & Trainings:

• Customer Focused Sales strategies

• Negotiation Skills Courses

• Situational Leadership Part 1 & Part 2 Course

• Advance Forecasting Skills Program

• Train the Trainer (Sales Management Courses)

• High problem solving ability.

• Building key strategic relationships.

• Presentation & training skills.

• Good Knowledge of Microsoft Office Bundle.

Special focus on my Digital and E- Detailing Experience.

1- Digital: Led the Safe at Heart project in AZ from 2009 to 2014 which is a comprehensive project that included

a- A facebook page that is managed and updated regularly, that contained information about, risks of heart disease, diet, advices, and different relevant topics, the password of which was given to physicians and subsequently they can engage relevant patients.

b- Booths in malls and polyclinics under the umbrella of health authorities, to measure blood pressure or blood glucose levels etc..

c- Engagement round table discussions with key opinion leaders, utilizing their experience to educate and present to GPs and more junior customers.

2- Led the launch of the first I- Detailing project in Both AZ and NewBridge, 2010-2016, where both detailing tools and reporting tools where combined in one I-pad.

3- Lead the first New Commercial Model of communication which included projects like Service reps, which included visits to customers followed by digital detailing communication with customers, but unlike just being on a web site, those were specifically tailored to doctors specific needs, and they included:

a- Marketing data from the marketing department.

b- Medical data, replying directly to customer’s medical questions (non- promotional).

4- Lead the first Segmentation and Targeting exercise for AstraZeneca, that included the Universe list, in collaboration with IMS, which insured that we are calling on the right customers at the right frequency and time.

1

Contact this candidate