Sales Manager

Wael Ghaly ****

WAEL GHALY,

Eli Lilly Saudi, Riyadh Saudi Arabia

Procurement and Pricing manager E. Mail: **********@*****.***

(Sales Manager& Green Belt Six Sigma) Cell: +966-***-***-***

Continuous improvement Lean- Six Sigma Green Belt mind set

Versatile, skilled, competitive and assertive Sales Manager

Excellent leadership qualities

15 years of hand-on experience in developing and improving sales and people

Outstanding interpersonal communication, negotiation and people management skills

Professional Value Offered

Current experience as a Procurement and Pricing Manager Eli Lilly

5-years of experience as a District Sales Manager; successfully managed a team of 12 medical representatives in Diabetes portfolio

15-years' sales experience in three big multinational pharmaceutical companies in Egypt and Gulf region (Pfizer, Bristol Myers S quib, Eli-

Lilly)with different styles, wide range of therapeutic areas (CVS, anti-invectives, CNS, Osteoporosis, NSAIDs, and Diabetes), diverse

customers and environments; where I exceeded the revenue and profit goals in different capacities

Successful new launches, opening new opportunities and business development ( Saudi Diabetes Project)

5-years' experience in performing and managing territory business planning, sales forecast, implementing departmental budget

Managing sales representatives performance, action plans, succession plans, staff developme nt, disciplinary actions, motivation level and

establishing new motivational goals to team members

Strong and proficient communication skills, leadership, convincing, problem solving and decision making skills

Analytical capabilities and strategic thinker

Strong business acumen and high ability to manage a complex sales environment including managing multiple projects

Wide Range of Training Courses and self-development by multinational expertise:

o Selling skills, Marketing, Leadership, Management, Finance for Non Finance, Self situational Leadership1 and 2, Target selection and

hiring, Performance Management, Team Building, EQ, Insight, District Management, Coaching High performance, conflict

resolution, succession planning, building high performance team, High performance cross –functional team,diabetes Education,and

The Autonomous manager . (all through Eli Lilly, Bristol Myers Squibb, and Pfizer with International consultancy centers)

o Green belt Six sigma certification

o Foundation of procurement

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Wael Ghaly 2014

Career Progression

Eli Lilly, Saudi Arabia (2004 till Present)

Jan 2014 – Present Procurement and pricing Manager

October 2011- Present On- job GB Six Sigma

Jan 2009- December 2013 Diabetes District Sales Manager

May 2004 –December 2008 Sales Representative ( Diabetes –Osteoporosis- neuroscience )

Procurement and Pricing manager, Saudi 2014 – present

Setting up the Procurement function across the affiliate.

Provide overall leadership and accountability, ensuring process compliance and delivering optimal sourcing benefits from global, regional and

local sourcing

Streamlining, simplifying and shorten the procurement process in a compliant framework.

Assist with vendor selection, negotiation, contracting, and documentation.

Review and approve all purchase orders in accordance with company policy and negotiated terms and conditions.

Create “buyer triage rules” for Saudi and align with global procurement.

D ATC (Delegated Authority to Commit) approval for all operating and capital transactions to the third parties.

Submitting saving analyses and reports to the local management and regional procurement head.

Establish strategic sourcing arrangements that leverage the company's purchasing power across the corporation.

Build and develop relationships with strategic suppliers and internal clients.

Develop and implement local SRM processes with strategic and\or critical vendors

Analyze market and delivery systems in order to assess present and future opportunities. .

Review & update on procurement local policies/SOPs in line with global policies (FRAP)

Train and update employees about procurement policies and procedures.

Focus on category management and identify key category of spend for the affiliate.

Identify potential risks and work out mitigation plan based on third party risk management exercises.

Act as a business partner, leveraging experience in Sales department in standardize pricing strategy & commercial schemes across the affiliate

to ensure high profitability for all products.

Green Belt Six Sigma, Saudi Arabia, Oct. 2011 till present

Developmental on -job assignment helped to leverage my analytical skills, critical thinking, process improvement and continues

improvement management style.

Lead effectively workshops within sales department (OPEX optimization) and refining administrative work load for Sales Reps.

Improve IDS curriculum and escorting process by helping tow STAs Sales Reps through Six Sigma pathway

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Wael Ghaly 2014

District Sales Manager, 2009 to 2014 Diabetes Portfolio (Central – East provinces)

1. Recruiting Sales Representatives (SRs)

Help Develop Selection Criteria for SR Profile

Proactively develop and maintains a network of contacts in the industry that allows for identification and targeting of the best available

sales people

Interview Potential Candidates

Demonstrated mastery in uncovering skills, character traits and emotional intelligence, app ropriate to the SR role, using a variety of

assessment and questioning techniques

Implement a thorough orientation plan to make the new hire an optimal contributor in a short

Adapts Coaching Style to needs of SR

2. Aligning Sales Representative Performance for Success

Coaching SR to align their goals and objectives with the affiliate one

Sharpen and leverage their strengths helping them to achieve both business and career goals

Monitor their progress and direct accordingly.

3. Leading the District

Provide Clear Direction and Vision to Sales Force

Champion Break-through Ideas and Initiatives

inspire SRs to meet and exceed their potential

Builds synergy within and across Team

Proactively Identifies and Addresses Important Problems and Difficult Issues

Manages and Supports Team through Change

Champions Break-through Ideas and Initiatives

4. Managing the District

Gathers and Analyzes Data to Create 90-Day District Action Plan

Prioritizes Sales Opportunities and Allocates Resources to obtain Optimal Business Result s

5. Partnering for Better Patient Outcomes

Partners with customers key stakeholders to improve overall quality of healthcare in the district

Partners internally to ensure needs of customers and their patients are met

BMS, Saudi Arabia (2001-2004)

Institution Sales Rep. (CVS, CNS, Anti- Invectives)

Pfizer, Egypt (1998- 2001)

Hospital Sales Rep and Institution Med. Rep

(Anti –invectives, CVS, CNS, NSAIDs, and ED product

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Wael Ghaly 2014

Skills:

Selling skills, strong negotiation capabilities, team building, coaching, excellent people management, solid analytical and communication skills,

cross function, project management, process improvement, recognized people development, excellent planning and forecasting.

Knowledge:

Veterinary medicine, diabetes extensive knowledge, advanced management skills, wide experience in pharmaceutical industry, Procurement and

Pricing knowledge, certified GB Six sigma, professional Microsoft office,Osteoporosis,antipsychotic,

Anti-infectives, cardio- vascular.

Strengths:

Consistency, recognized achiever, adaptability, solid analytical skills, target focused,

Agile learner and maximizer, positive strategic. Believe and stand for my values innovative input and ideation.

Education

B.SC. of Veterinarian medicine 1997, Cairo University Egypt

Languages

Expert written and verbal fluency in English and Arabic

Conversant in French (beginner)

Proficient Computer skills

MS Office (Word/Excel/PowerPoint/Access)

References are available upon request

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