SYED ABDUL AZEEM

Dubai, UAE -Visit visa

Mobile: +92-(0-300-*******, +92-(0-21-363*****

acgcj2@r.postjobfree.com

Career Objective

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A senior level management position with an established organization in the

fields of Marketing, Business Development, Distribution Company,

Pharmaceutical, Service Organization and Sales Field

Career Summary

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Accomplished and highly successful Country Sales Manager Professional fast

track achiever having formal education and a 28 years of experience within

Pharmaceutical and Healthcare Organization, skills and attributes for a

rewarding role in the domains of Sales, Business Development, Marketing &

Quality Management. Equipped with sound business and commercial acumen

utilized in developing effective business plans, devising innovative

marketing strategies, exploring new business opportunities, broadening up

network and managing exceptional client relations. Consistently recognized

for achieving company goals, effective client relationship management, and

delivering profitable solutions to attract and maintain accounts and

customers, and propel company growth. Proven ability to increase market

share, outperform competition and increase profits. Expert at designing and

launching powerful business development / sales plans to drive a company to

the position of leadership within its respective market and simultaneously

achieve corporate goals. Sales background includes initiating contacts &

securing new business, new product lines, establishment, operations &

developing of sales systems & sales training managing & expanding existing

accounts & brand marketing. Aspiring to contribute and work actively in a

reputed company where knowledge and experience will have a valuable impact.

. Team Building & Empowerment

. Client Relations / Sales Forecasting

. Product Development & Promotion

. Leadership/Supervision

. Service & Productivity Improvement

. Strategic Marketing Planning

. Customers Value Development & Management

. Market/Business-Trend Analysis

. Marketing Plan Development

. Customer Relations

. Market Expansion/Promotion

Employment Experience

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Brookes Pharma (Pvt) Limited-Jan 2009to Present

Country Sales Manager

* Job Description:

. Established and achieved annual sales objective & profit plans in

agreement with the Management and Director Marketing.

. Create and Manage Channel Partner network for products under the

Distribution Product Portfolio

. Responsible for New Business Development via prospecting, qualifying,

selling and closing

. Managed a team of Line Managers on national level with accountability

for planning, organizing, training, developing, motivating &

appraising them directly & representatives indirectly.

. Responsible for establishing Dermatology segment with 8-Products.

. Developed and maintained product line technical expertise and contacts

with key opinion leaders (KOLs) and specialists etc. Attended

medical/scientific meetings, presentations and seminars.

. Prepared marketing budget and consolidated Group Business Plans for

approval by the Director Marketing.

. Responsible for ensuring that the achievement of customer satisfaction

is the goal of the Team's activities i.e. Customer Relationship

Management (CRM).

. Conducted market research activities for competitors' product line and

help product management for formulations of strategies in for

achievement of sales objectives.

. Monitoring periodically distributor's performances.

. Forecast, monitored and controlled selling and other expenses for the

team.

. Worked on annual, quarterly and monthly budgets of each product line.

Analyzed the variances and recommend corrective measures.

. Developed hiring and training of Line Managers and Field Force in

coordination with training department.

Ferozsons Laboratories Limited-Jan 2003 to Oct 2008

National Sales Manager

* Job Description:

. Select, develop, and coach a professional sales team to meet or exceed

specific goals for profitable revenue growth.

. Develop and implement annual sales plans by Account Executive and

account.

. Implement the company's sales process to establish a culture of

consultative selling to customer's decision-makers at all levels.

. Established and achieved annual sales objective & profit plans in

agreement with the Director Marketing & Sales.

. Managed a team of Line Managers on national level with accountability

for planning, organizing, training, developing, motivating &

appraising them directly & representatives indirectly.

. Established National, Regional & Territorial goals, performance

standards and appraisals of the FF for rewards etc.

. Responsible for business case presentations for customers of varied

nature that include private, semi-govt. and government institutions.

. Developed and maintained product line technical expertise and contacts

with key opinion leaders (KOLs) etc. Attended medical/scientific

meetings, presentations and seminars.

. Prepared marketing policies and consolidated Group Marketing/Business

Plans for approval by the Director Marketing & Sales.

. Supervised and coordinated in the areas, such as, Market Research,

Competitors' Activities, Seminars and workshops for the promotion of

company products.

. Responsible for ensuring that the achievement of customer satisfaction

is the goal of the Team's activities i.e. Customer Relationship

Management (CRM).

. Conducted market research activities for product line and prepared

marketing strategies in collaboration with Product Management.

. Established sales and business plans for achieving targets in

coordination with the marketing and product management.

. Prepared several business follow up formats, effectively utilized by

the Line Managers & the FF.

. Responsible for ensuring an appropriate marketing information system

and level of market knowledge.

. Responsible for the control and motivation of sales channels

(Distributors, Line Manager & FF) to meet agreed targets and

objectives.

. Adequately supervised and managed all sales teams by coordinating,

directing & ensuring business plan execution for the desired results.

. Supervised and coordinated seminars and workshops for team motivation.

. Established contacts with the KOLs identified for conducting clinical

trials on specified products. Needed to accomplish these activities as

pre-and post-marketing strategies.

. Coordinated with different departments and FF for smooth sales

operations.

. Developed a follow up format on Promotional Campaign to assess the

response of Prescribing Physicians and the FF.

. Determined National Sales Objectives based on IMS data of the specific

specialty market and competition.

. Monitored, assisted the standards and evaluated Team& distributor's

performances.

. Worked on annual, quarterly and monthly budgets of each product line.

Analyzed the variances and recommend corrective measures.

Bristol Myers Squibb Pakistan (Pvt.) Limited-Sep 1988 to Dec 2002

Hospital Sales Executive/Field Manager

* Job Description:

. Made efforts to achieve basic assigned objectives of entire area i.e.

sales forecasting, establishing area objectives, estimating expense

budget, optimal use of FF, problem analysis & individual territory

delineation for each member.

. Trained and coached new entrants in and off the field. Kept track

record of all the calls made each day and updated those on daily

basis.

. Prepared & validated the lists of prospects of entire area in order to

monitor & check effective coverage.

. Participated in conferences and seminars to maintain & enhance company

image.

. Managed KOLs and consultants to conduct trials and related medical in-

vitro experiments by furnishing them with current scientific

information and assisted these key opinion leaders in completing such

trials.

. Developed opinion leaders as speakers to speak out in front of Family

Physicians.

. Developed contacts with the purchasing authorities of major

Institutions.

. Worked on annual, quarterly and monthly budgets of each product line.

. Coordinated with Product managers to develop promotional campaign in

the light of competitor's activities.

. Developed support materials to carry on effective medi-marketing

activities on the products in focus.

. Made presentations on the products to the doctors to help sales force

in achieving sales objectives.

. Made sure the availability of the products at all pharmacies of

hospital and retail outlets of the territory, and ensured proper

inventory of the desired products at all outlets. In case ofshortages,

coordinated and followed up with the distributors to top up these back

orders strategies.

Bayer Pharma Pakistan Pvt. Limited-Nov 1986 to Sep 1988

Medical Representative

* Job Description:

. Meet sales objectives of the assigned territory through KOLs and

customer development.

. Coordinated with customers, Line managers, and HO and distribution

officials for accomplishment of territory goals.

. Carried out surveys of the assigned working territory for keeping

abreast of the geography of jurisdiction. Prepared lists of important

customers/practitioners, hospitals, polyclinics, dispensaries and

pharmacies.

. Identified right prospects and provided them comprehensive coverage.

Briefed and convinced leading practitioners, opinion leaders, decision

makers and converted them in favor of relevant products.

. Made myself available to meet the emergencies in respect demand of

product, information and other related services.

. Kept an eye on competitors' activities on and off the field. Gave

feedback to the marketing department/head office regarding

competitors' activities and suggested alternative measures.

. Introduced new products to the medical profession and made new and

innovative ways to launch the products effectively.

. Organizing appointments and meetings with community and hospital-based

healthcare staff.

. Identifying and establishing new business.

. Negotiating contracts.

. Demonstrating or presenting products to healthcare staff including

doctors, nurses and pharmacists.

. Reported the responses of promotional campaigns and promotional

support of the products and suggested to combat negative impacts.

Education and Certification

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University of Karachi, Karachi - 1986

< M.Sc. - Master of Science (Zoology)

Training & Courses

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< Received formal training on "Professional Selling Skills"

< Received formal training on " Peak Performance"

< Several trainings on basic disease and management

< Basics of sales management

< Field Force coaching and counseling skills

< Sales planning and corporate objectives

< Received formal training on "Creative Problem Solving & Decision

Making"

< IMS plus training for Market and competition analysis for

opportunities and corporate planning

< IMS sales analyzer for Tactical and corporate planning in competition

Computer Skills

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> Windows: (8, 7, Vista, XP)

> Microsoft Office: (Word, Excel PowerPoint)

> Internet Navigation & E-mail

> Outlook Express & Eudora mailing system.

Languages

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> English - Fluent

> Urdu- Fluent

Strength

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> Self-motivation and honesty

> Decisive and forward thinking, with strong vision and strategic

capability

> Ability to network and liaise with clients at every level

> Capable of operating within highly competitive industries

> Excellent communication skills both written and verbal

> Motivational and credible with highly effective interpersonal skills

> Strong and quick acquiring of new technologies

Professional References

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o Available Upon Request[pic]

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