Domain Expertise: Pharmaceuticals & Healthcare

Targeting senior level managerial roles in Cluster Head/ Regional Sales head/ Country Manager/ Country Sales Manager that will accomplish both personal as well as professional goals & objectives P R O F I L E S U M M A R Y

Seasoned professional with an exceptional career in driving development and execution of sales operations; managing overall businesses, delivering; proven skills in establishing business units from scratch and drove them to accomplish top and bottom- line profitability. Expert skills in developing long-term relationship at all levels with business partners

Expert in building organizational value by deploying innovative initiatives while addressing business challenges and attaining revenue goals by controlling expenses and satisfying customers; meeting and exceeding goals and objectives assigned by management, training education, and client relations

Breadth of experience across all aspects of strategizing, directing and executing operations. Strong skills in communicating with clients, balancing multiple priorities and effectively handling challenging situations

An effective communicator with strong analytical, problem solving and interpersonal abilities. Excellent interpersonal, communication and organizational skills with proven abilities in customer relationship and business communication

Linguistic Abilities: English & Arabic

C O R E C O M P E T E N C I E S

Strategic Planning

Business Needs Assessment

Sales Management

Customer Services

Relationship Management

Negotiation Skills

People Management

Budget Forecasting

Client Relations

Performance Evaluation

Territory & time management

Negotiation

Business Development

Problem Solving & Conflict

Revenue Generation

Staff Training & Leadership

Product- Consolidation and

segmentations

LACASA-PHARMA is a young expertise Company specialized in the import and distribute of high-quality pharmaceuticals, cosmeceuticals & medical devices. As a dynamically developing company with an international fingerprint, LACASA- Pharma’s core activities are in the import and distribute medicinal products entire UAE & GCC, pharmaceuticals, cosmeceuticals, and medical devices.

Contact: 055******* Email: ad3hz2@r.postjobfree.com Location: P.O. Box 505057 - Dubai, UAE LinkedIn Link: http://linkedin.com/in/samer-salameh-533a6874 PROFIT DRIVEN SALES MANAGEMENT PROFESSIONAL- Offering 20+years of experience Sales Management Revenue Generation Business Development Business Needs Assessment LACASA-PHARMA- Sr. Executive Director Oct 2020 - Present ent

Main Responsibilities:

(i) Responsible for the planning, organizing, and directing of the organization’s operations and functions.

(ii) Develops and implements consistent inventory and cost accounting policies, procedures, and operational reporting/metrics.

(iii) Oversees and reports on the company results for The Chairman.

(iv) Prepares accurate and timely analyses that capture and communicate business results, variances, and performance trends.

(v) Provides leadership to and manages the efforts of the team to ensure appropriate support of all departments.

(vi) Supervises the development of operations-based financial modeling.

(vii) Coordinates and leads annual budget reviews, monthly and quarterly reviews, and periodic forecast updates with operational and senior management for the assigned countries.

(viii) Approves major systems implementations related to cost and inventory control.

(ix) Retains a diverse, highly qualified staff and provides career coaching, growth, and personal development for direct/indirect report employees.

(x) Ensures that customer services are robust enough to meet or exceed strategic goals and objectives. WORK HISTORY:

Driving Acino sales & marketing strategy by managing a team within a country; dexterously articulating business plans with support and close collaboration with marketing team, and executing their fulfilment leveraging product portfolio management; Streamlining the sales group and sales field force structure to support emerging needs of the BUs and allocating resources in accordance with regional priorities; looking after the business and financial reporting in accordance with corporate and statutory requirements, analyzing the figures and taking effective action in the event of anomalies. Successfully drove the company to be profitable by increasing the top line and bottom line

Succession Path:

Jan 2019 – Sept 2020: Cluster Head- LGEM

July 2018 – Dec 2018: Country Head- UAE, Oman & Qatar Key Result Areas

Establishing & executing strategies by undertaking competitive research, platform determination and target audience identification. Effectuating pre-planned strategies for accomplishment of performance milestones

Working on Products Consolidation and Team Restructuring. Shouldered with the overall accountability of leading managing and developing the overall performance of the country’s direct responsibility, product portfolio, delivering compliant sales and profits within agreed budgets, marketing, and finance terms as appropriate

Directing accountability on the country P&L. Assessing strategy of the organization for the mid to long term and translating them into short term action. Making sure the development of pre-launch sales plans for all new products within the general medicine planning horizon in accordance with marketing strategy

Improving and enhancing relation with Acino distributors with country ensuring timely orders in coordination with Supply Chain; developing key customer relationships while successfully delivering against the customer's expectations; conducting market analysis and developing highly profitable marketing strategies that resulted in increased revenue.

Maintaining continuous alignment of business operations scope with strategic business objectives; maintaining active long-term relationship with key decision makers at the high levels Acino Pharma – AG, Cluster Head July 2018 – Sept 2020

Increasing market share, turnover rates, sales productivity, profitability, and portfolio management; adjusting the organization to changing circumstances. Complying with Acino code of conduct. Securing forecasts accuracy and effective linkage with supply chain organization in liaise and collaboration with supply and finance director

Carrying out OTR and PMS processes and ensure follow up, providing effective leadership, management, coaching and guiding of direct reports. Obtaining pool of talent for key positions. Setting communication routines to share information and energize people. Managing as relevant relationship with employee representatives

Guiding & mentoring team members in accomplishment of business objectives; improving the team performance through counselling, skills enhancement; ensuring skills enhancement and development of every individual in the team Succession Path:

Jan 2012 – June 2018: UAE & Oman Country Manager

Jan 2011 – Dec 2011: UAE & Oman Country Supervisor

Jan 2010 – Dec. 2010: UAE Sales Supervisor

Oct. 2007 – Dec. 2009: Medical representative

Key Result Areas across the tenure

Developed the Monthly & Annual Sales & Stock Forecasts; sales strategies according to Market Dynamics. Followed up the agreed order to UAE & Oman with the agents to be on my forecast to avoid out of stock situation.

Worked on Team Integration project; finalized Madaus, Rottapharm Employees integration, less HR number with more achievements (130%); followed up the business in the governmental (stores & pharmacies) in both UAE & Oman

Presented the promotion cycles accordingly to company instructions & Market dynamics. Conducted MEDA Pharmaceuticals products presentations to the doctors & pharmacists by Handling the Seminars, Lectures, Group presentations and the different activities. Listed our products in the private Hospitals & groups of pharmacies; accountable for planning for MOH & DOH Penetration, achieved the listing of Aldara & Allergodil

Re-lunched Aldara cream 5% in the area; Librax, Eldoquine & Eldopaue, Dermatix, Disflatyl and Fefol in both sectors (governmental

& private) with a continuous following up with the wholesalers & bulk business

Re-lunched Allergodil Nasal Spray, Elidel Cream

Monitored the monthly sales for the entire UAE; conducted MEDA Pharmaceuticals products presentations to the doctors & pharmacists by handling the Seminars, Lectures, Group presentations and the different activities

Supported maximum outcomes from the Medical Reps by Coaching, Solving Field Problems & Following up the regular visits in monthly cycle plan which in turn showing up a good achievement

Successfully opened new channels to market the items. (Key Accounts as Hospitals (Governmental & Private), the groups of pharmacies & Wholesalers; meet Agents Management & team on a regular basis to handle out any objectives we may have, and having monthly meetings brief out our overall achievements and objectives.

Followed up the business in the governmental & private sector in UAE; acknowledged target markets. Implemented suggestive selling techniques overcame objectives and applied assertive follow up to ensure customer satisfaction

Monitored the monthly sales report and to keep sales growing and achieve the targets; stores and receiving reports weekly and monthly to avoid any accumulation of nearly expired product; supported & get the maximum outcomes from the Medical Reps by Coaching, Solving Field Problems & Following up the regular visits in the monthly cycle plan P R I O R E X P E R I E N C E

E D U C A T I O N A L C R E D E N T I A L S

Bachelor Degree of Pharmacy from Al Najah National University, Palestine, June 2000

Ministry of Health License

Courses:

Group presentation

Advance negotiation skills

Advance selling skills

Social style & human Behaviour

Positioning and targeting

Territory & time management

People Styles of work

Emotional Intelligence Training Course

Business Leadership Course

P E R S O N A L D O S S I E R

Jun 2003-Sep 2007 with Julphar Pharmaceuticals as Dubai & NE Medical Representative MEDA – AB (Mylan), Acquired MEDA in December 2016, as UAE & Oman Country Manager Oct. 2007 – June 2018 Aug 2000-Nov 2002 with Berzit Pharmaceutical Company- Ramallah-Palestine as Medical Representative Date of Birth: 15th June 1976 Linguistic Abilities: English and Arabic

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