ANNE KEMUNTO MOGAKA

Pharmaceutical Sales and Marketing Expert

Pharmaceutical Sales and Marketing Strategic Marketing Pricing Strategy P & L Budgeting Product Launch Lead Project Management Competitor Analysis Team Management Marketing & Commercial Operations Business Development Key External Expert Engagement Capacity Building and Training

Cell: +254-***-***-*** Email: ad0k41@r.postjobfree.com Location: Nairobi, Kenya

PROFESSIONAL PROFILE

A conscientious and results driven Sales and Marketing professional with 9+ years of experience and repeated success crafting transformative long-range strategic plans, automating business processes, brand management, sourcing top commercial talent, and optimizing team performance. Turned around several sales teams by introducing accountability and performance metrics while translating strategies within the organization. Builds and leads empowered teams with focus on enabling business through collaboration, doing more with less, and delivering results. A trusted Brand Manager and Sales and Marketing Manager who uses clear-eyed analysis to help partners meet targets and solve problems in alignment with organizational objectives.

Professional Strengths:

• Strategic Marketing: Utilized strategic marketing initiatives to increased brand market share by >5%, raising company position to no 1. in the therapeutic category.

• Budgeting/ P & L: Managed aspects related to sales and marketing budgets and P&L for the Consumer Care Division at Biodeal Laboratories Ltd.

• Gap Analysis: Expert in assessing business performance to determine if business objectives are being met and what steps should be taken to meet them.

Achievements:

• Achieved 98% of the Sales Target (KES. 150 million) for the 3 portfolios in assigned department at Biodeal as the Sales and Marketing Manager.

• Drove a 29% growth in the overall portfolio over previous year i.e., Dermatology - 22% Growth over previous year; Gastro-therapy - 32% Growth over previous year; Cough & Cold - 48% Growth over previous year.

PROFESSIONAL EXPERIENCE

Marketing Manager 2021 – Present

Biodeal Laboratories Limited, Nairobi, Kenya

Key Contributions:

• Achieved 98% of the Sales Target (KES. 150 million) for the assigned portfolios. Drove a 29% growth in the overall portfolio over previous year i.e., Dermatology - 22% Growth over previous year; Gastro-therapy - 32% Growth over previous year; Cough & Cold - 48% Growth over previous year.

• Developed and implemented a targeted marketing campaign that resulted in a 15% increase in market penetration for key gastroenterology products.

• Successfully launched a new gastroprotective medication, driving KES. 2M in revenue in the first quarter.

• Led a cross-functional team in the development and launch of a new cough and cold product, resulting in a 25% increase in market share within six months.

• Implemented a strategic pricing strategy that increased profitability by 12% for the cough and cold portfolio.

• Established key partnerships with prominent retail chains, leading to a 30% expansion in distribution channels for entire portfolio products.

• Conducted market research and identified a new target segment, leading to the successful launch of a specialized skincare product and generating KES. 2M in revenue within the first quarter.

• Implemented a digital marketing campaign, resulting in increase in website traffic and a 20% growth in online sales.

Brand Manager 2017 – 2018

GSK

Key Contributions:

• Grew product market share by 5% over previous year and grew sales by double digits (25%) to make the brand a category leader in the therapeutic area.

• Grew portfolio market share by 5% over the previous years and grew customer touch points by 50% by establishing marketing strategies of the products for different customer segments (offline and online).

• Established new businesses and increased institutional and tender sales by 20% through collaborating with the area sales manager and key account managers.

• Trained the sales team on portfolio benefits and key selling messages, leading to increased brand recall by 10% over 6 months.

• Acquired and utilized market data to identify growth opportunities, growing the brands by 25% over the previous year using customer insights identified.

• Achieved 60% forecast accuracy for portfolio brands, ensuring customer demands were met and optimizing stock inventory.

• Developed plan for new website for HCPs. Managed full project lifecycle: strategy, design, development, testing, and implementation. Increased conversion by 35%, reduced bounce rate by 42%, and improved user engagement.

Brand Associate 2015 – 2017

GSK

Key Contributions:

• Developed innovative branded collaterals for use by the sales team collaboratively as part of the brand team.

• Driving increase in revenue through marketing assigned products through 1:1 interaction, promotional meetings and building beneficial relationships with healthcare providers.

• Increasing brand sales by 10% through assisting in the development of annual marketing plans with clear strategies and well-execution.

• Co-led the Young Physicians and Pharmacists Program which engaged >500 young professionals in the first year of project inception.

• Trained the sales team on Product and positioning of Brands within the portfolio

Marketing Assistant – Kenya and East Africa 2013 – 2014

GSK

Key Contributions:

• Market Research and Analysis: Conducted comprehensive market research on target demographics, resulting in the identification of a new customer segment and a 15% increase in market reach.

• Content Creation and Branding: Developed engaging and informative content for various marketing collaterals, including product brochures and POS materials and ensured visibility of GSK brands within Pharmacy trade channels.

• Collaborated with the marketing team to design and launch a refreshed brand identity, leading to a 10% improvement in brand recognition among target audiences.

• Event Coordination: Organised and executed regional healthcare professional conferences, promotional and product launches ensuring seamless operations and achieving a 20% increase in attendance year-over-year.

• Sales Support and CRM Management: Managed the CRM system, ensuring accurate and up-to-date customer data for effective marketing campaigns and sales follow-ups. Assisted the sales team by developing sales materials and training resources, enabling a 15% increase in sales revenue.

• Collaborated with marketing managers in preparing budgets and monitoring expenses

Marketing Assistant 2012 – 2013

Eldoret College of Professional Studies, Eldoret, Kenya

Key Contributions:

• Maintained a solid base of information for reference purposes allowing Marketing Agents the ability to examine old and new trends side by side

• Managed events agencies and prepare annual event plans e.g., product launches.

• Handled booking and processing LPO requisitions and negotiated for competitive prices.

• Executed PR initiatives to support brands in close liaison with the Marketing Director

PROJECTS

Asthma Care Improvement Project (ACIP)

• 2016-2018 Project Lead of ACIP whose mission was to Improve Asthma Diagnosis and Care

The Trendz Project

• 2014/2018 Project Lead of Trendz whose mission was to improve collection of Market Intelligence and help the sales force teams Connect, Engage & Collaborate.

Commercial Project Lead – New Code of Practice

• Led the Commercial organization through changes in the code of practice, trained and led in the implementation.

EDUCATION

Diploma in Event Management 2012 to 2013

International Institute of Event Management, USA

B.Sc. Microbiology 2007 to 2011

Kenyatta University, Nairobi, Kenya

Management Courses: Leadership skills, Negotiation skills, Communication Skills, Team Management

Professional Courses: Fundamentals of Digital Marketing, Digital Marketing, SEO for Beginners

AWARDS:

• Best Team Award - GSK, Jan 2018

• Best Project Team – GSK, Jan 2015

• Leadership Excellence Award – GSK, 2014

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