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Sales Manager

Location:
Qibla, Kuwait City, Kuwait
Posted:
October 18, 2020

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Resume:

Sahar M Torky

Elsalmiya block * kuwait city Contacts: 009********** E-mail: adg2h0@r.postjobfree.com

Senior level pharmaceutical industry professional with over 20 years’ experience in sales, marketing, and business development operations across regional markets (MEA), seeking C-level assignment preferably as…

General Manager / Country Manager / Business Development Director / Buisness Unit Director /Marketing Director /Medical Director

Growth focused, market and customer oriented, enthusiastic and forward-thinking leader in a team environment with an eye on big picture perspectives; translate business plan to success through high impact marketing & brand building in target segment. Pioneering skills in strategic planning, qualitative & quantitative research, interactive marketing, marketing communications, product launch, sales promotion, project management, and managing relationships with key opinion leaders (KOL). Create sustainable revenue opportunities, challenge peers, consolidate market presence, and drive improvements in top line and bottom line. Leadership experience in all round operations including oversight & control of all functions e.g. business development, sales, marketing, products roll out, supply chain, etc. Proven ability to devise and execute strategic and tactical action plans focused on improving financial performance, establishing long-term business growth, and building top-performing team to drive achievement of objectives. Areas of expertise include……

Business Strategy Planning

Business Plan Execution

Forecasting and Budgeting

Operations Planning /Mgmt.

Profit and Loss Management

Medical Management

Market Research & Analysis

Marketing Strategy Planning

Marketing Communications

New Market Development

Sales / Business Development

Products & Portfolio Mgmt

Performance Management

Relationships Management

Organizational Development

Team Building and Leadership

Executive Synopsis

Results-proven strategic & executive leader delivering market oriented strategy and rationalized business plan in consistent with corporate policy and objectives, and translating strategies to business compliant operating plans

Proven ability to deliver realistic business plan with operating budget in consistent with corporate vision & mission, develop strategies and translate strategies to actionable operating plans, and lead & manage cross-functional leadership teams to execute strategies and business plan, while remaining preferred and competitive in the market

Strong research and analytical skills to identify & develop target markets, and capture opportunities through market-oriented and customer focused strategies, including delivery of promotions and pre-sales/sales strategies

Out of the box strategic thinking ability with big picture focus, building and nurturing key relationships, delivering brand/product/ service strategies and road map to capture emerging market opportunities, negotiating best deal for the company, designing and implementing high impact promotions, and executing business outreach program to boost growth

Experienced in development, implementation & monitoring of policies, systems and procedures for smooth & effective operation of the digital marketing/media /communications/public relations functions of brand/product promotion programs

Commanding experience in finance, resources and people management; management of change (MoC), critical analysis of financial & operating performance and ensuring compliance at all levels of business including contractual & regulatory compliances

Track record of repeated success in achieving targets and growing the business through proper market analysis, planning, leading and inspiring teams, driving customer engagement using clear and open communications, proper follow up, and focus on each individual capabilities and development needs; while managing pricing policies and negotiating agreements

Highly efficient in selecting targeting and building sustainable relationships with the top KOLs in most therapeutic areas while liaising and collaborating with all departments such as regulatory finance and distribution

Inspiring, decisive leader & top performing team player with strong liaison, networking, communication, presentation, negotiation, interpersonal & problem solving skills; ethical & holistic approach to stakeholders’ interests

Experience Summary

Executive Manager

Deema Medical company – Kuwait July 2019 Onward

Managing several medical files for food and supplement product, diagnostic kits in the oncology field plus providing advanced trainings to the health care professionals in Kuwait

New Product Planning & Business Development Manager

Amoun Pharmaceutical Company - Egypt Mar 2014 Till March 2019

Growth Path

Mar’14 – Jun’15 Business Unit Manager – Cardiovascular Line

Jun’15 – Jun’16 Market Research Manager

Jun’16 – Present New Product Planning & Business Development Manager

Job Profile

Strategy

Collaborate in business and strategy planning, establish budgets & goals, and set short and long term targets

Manage strategies and decisions in areas such as sales, service/product strategy, customer service & marketing to implement short & long term business plan designed to drive growth and market share

Work with Company management in planning new products & services that will maximize revenue streams for the company

Establish the pricing and positioning strategy of the company's products/services to penetrate the market

Deliver market penetration strategy for target markets backed up by market analysis and segmentation reports

Marketing & Business Development

Perform constant market research and analysis in an effort to identify strategic target markets for positioning products

Lead the marketing team and develop connect and engagement strategies on the long term basis with the customers

Develop and execute long term marketing strategy with targeted annual growth of and P&L accountability

Draw up a road map to create and manage network of secondary promoters and advocates (Medicos/KOLs), and identify thrust areas of direct marketing effort to generate planned business volumes

Develop tactical marketing plans for increased brand visibility in target markets, and follow up execution

Create highly effective campaigns and promotions that drive results, while executing integrated marketing communications

Identify, qualify, and nurture new opportunities resulting in an active pipeline and a high rate of closed deals

Maintain communication with management to ensure sales and marketing efforts align with business goals

Engage in new deals, secure meetings for hand-off to sales, follow-up, and actively support in increasing close rates

BU Operations

Own P&L of the BU with large team of District Managers, Product Managers, Sales & Administrative staffs

Oversee the planning, implementation, evaluation of the organization programs on marketing, new product launch, sales, business development, supply chain and sales delivery, ensuring the programs contribute to the business mission and reflect the priorities

Plan & direct internal operations to achieve budgeted sales with desired financial outcome

Execute commercial strategies and attainment of objectives in terms of revenues and market share

Analyze financials and actual sales versus plan, and work with operations to eliminate bottlenecks that constraint performance

Oversee the overall performance of the services/products to ensure customer satisfaction

Develop positive direct relationships with key business contacts to present and win business

Lead management team in the effort to troubleshot bottlenecks, control & optimize overhead expenses, and improve margins

Manage product portfolio and mix to maximize sales, set targets and implement sales monitoring system

Develop and implement organization structure and charts, and manage MIS

Develop and activate control mechanisms, whilst facilitating the restructuring and downsizing of the entire operations

Lead change in the communication culture, mediate across departments, clearly define goals and conduct weekly reviews

Lead marketing and sales operations including customer engagement, proposals, negotiations, deal structuring, and sales delivery

Evaluate the effectiveness of business plan, sales strategy and public relations strategy in order to sustain the strategy impact on overall performance of business

Manage business expenses within region, and ensure net revenue growth and retention focusing on new business

Facilitate key business and customer relationships management and negotiate potential business opportunities

Resolve customer complaints and follow-up the corrective and preventive action relevant to the Technical Support Division

Arrange/attend business events, industry associations, job fairs to improve company’s visibility

Oversee the implementation of HR policies, procedures and practices including the development of job description for all staff

Recruit, interview and select staff that have the right technical and personal abilities to help further the organization's mission

Implement a performance management process for all staff which includes monitoring the performance of staff on an on-going basis and conducting an annual performance review. Coach and mentor staff as appropriate to improve performance

Key Highlights

Established operations of the cardiovascular unit with staffing and business process, while enabling staffs to execute GTM strategy

Strategized and successfully launched new product with new hospitals supported by lineal studies

Grew business by 117% within a year revamping and effectively aligning sales & marketing strategies

Reduced staff turnover through motivational leadership, training and development

Previous Experience

Market Research Director (on exit) Pfizer – Egypt/Gulf/Levant Apr 1998 – Feb 2014

Growth Path

Apr’98 – Dec’01 Professional Sales Representative (Anti Infectives- NSAIs and Cardura), Egypt

Jan’02 – Apr’02 CNS Specialist, Egypt

May’02 – Jun’04 Product Physician – Medial, Egypt/Levant (Medical Role)

Jun’04 – Sep’08 Regional Product Manager, Egypt/Gulf/Levant

Sep’08 – Jan’09 Regional Associate Marketing Manager (Pain Portfolio - Lyrica, Celebrex, Neurontin), Egypt/Gulf/Levant

Feb’09 – Dec’09 Marketing Manager, Egypt

Dec’09 – Sep’11 Business Unit Director– Oncology & Ophthalmology, Egypt/Levant (including the medical role)

Sep’11 – Feb’12 Business Unit Director – Specialty Business Unit, Egypt/Levant

Feb’12 – Feb’ 14 Market Research Director, Egypt/Gulf/Levant

Key Highlights

Feb’12 – Feb’14

Boosted sales of Oncology and Viagra products in target markets by leveraging market intelligence and revisiting pricing strategy

Enhanced employee engagement by leading ‘Own it’ concept while effectuating surveys, employee events and action plans

Introduced Gender Diversity and child care policies resulting in participation of women in international business events

Champion of Ethics and Integrity Committee, trained in compliance and expert in regulatory issues

Led the Change Committee in developing new model of virtual communication across geographies, resulting in significant cultural change in challenging circumstances

Actively participated in HRM activities, and selection of Business Unit Manager

Dec’09 – Feb’12

Rejuvenated the oncology team by knowledge infusion and building functional competency across business processes

Enhanced private sector share of business by introducing more effective forecasting, budgeting and marketing strategies

Successfully orchestrated new launch and re-launch of products with ownership of marketing and pricing strategies

Achieved 213% growth in oncology business while successfully positioning products in new markets and enhancing brand image

Created the commercial plan for Sutent, and secured registration with the Ministry of Health

Actively participated in post-buyout handover of business from Weiss

Worked as a key member of Area Commercial Team (ACT) for Oncology/Ophthalmology in Egypt & Levant

Apr’98 – Dec’09

Marketed and launched Champix, Caduet, Ponstan and Debridat products during 2008 – 2009

Led ATC for Lyrica in Egypt and Middle East (2008-09), exceeded targets & registered double digit growth in early years of Launch

Launched Caduet in Middle East countries and Norvasc in Syria, while achieving high double digit growth for Norvasc across Middle East and Egypt (2004 – 2008)

Collaborated in Viagra launch planning and represented the company with the public/community during regional launch

Early Career

Resident Physician Ahmed Maher Teaching Hospital Apr 1994 – Apr 1998

Credentials

Education

MSc in Clinical Pathology, Cairo University, 1997

M. B Ch. of Medicine and Surgery, Alexandria Faculty of Medicine, 1986 – 1991

MBA in Process (Thesis incomplete), Regional IT Institute (RITI)

Professional Development

Digital Marketing, 2017

Business Challenge Training, May 2011

Finance for Non-Financial Managers, May 2011

Core Values Workshop – Middle East Region, Sep 2007

Diploma in Cultivating a Marketing Niche, 13th -14th Feb 2006

Marketing Overview Training Session, 19th Jan, 2004

Phase 3 Advanced Selling Skills, Presentation Skills Workshop, 12th - 13th Jul, 2001

Women in Leadership – 2010

Leadership Advantage, 10th -11th Nov, 2008

Relationship Marketing: A new trend in customer relations, 16th Nov, 2003

Training session to PRE Safety Certification, Testing Chapter3: AE within the AEM System, 11th Nov, 2003

Promotional Guidelines Training and REG05, SOP Review, 3rd Aug, 2003

Promotional Guidelines Orientation Session, 17th Nov, 2002

OZ Principle for Accountability Workshop, 3rd -4th Nov, 2002

Clinical Research Monitoring Training, 7th -8th Aug, 2002

Professional Affiliation

Member of the Egyptian Medical Syndicate

Personal Particulars

Date of Birth: December 11, 1967

Languages Known: Arabic, English

Nationality: Egyptian

Marital Status: Married

References available upon request



Contact this candidate