Experience

• 

  Astrazeneca

  Jan 2011 - Aug 2012

  Medical sales representative

  Cardio-vascular system line

• 

  Abbott

  Sept 2012 - Dec 2014

  Senior medical sales representative

  Cardio-metabolic line

• 

  Nexgen pharma

  Mar 2015 - Jun 2015

  Medical sales representative

  Total portfolio

• 

  Menarini group

  Nov 2015 - now

  Roles & Responsibilities:• Ensures communicating the overall corporate strategies, vision, core values, policies and codes to the sales team to be embedded in their overall practices and day-to-day activities.• Collaborates with the Marketing team to set the short and long term sales objectives of his/her portfolio.• Assists in the company's annual marketing plan & product marketing plan formulation by providing market information, feedback, ideas and promotional activity suggestions.• Ensures proper allocation of the sales team across all bricks based on a comprehensive review of the bricks potentiality, Menarini products contribution and the competitors man power.• Manages the sales A&P to ensure proper execution of sales initiated activities as per the agreed territory action plans.• Closely monitors the expenditures to optimize the utilization of the available resources.• Leads the sales team to be always motivated and inspired to achieve the overall objectives of his/her line and the organization as whole.• Closely monitors the Segmentation and Targeting process to ensure allocating the time of the sales team to the targeted customers as per the Marketing strategies.• Closely monitors the execution of the territory action plan per bricks and exerts any required amendments in the plans accordingly.• Closely monitoring the progress of the performance of each sales person within the team and take timely corrective actions to ensure high performance across all bricks.• Collaborates with the supply and distribution teams to ensure the availability of the products in all distributers’ branches and to avoid any stock ruptures.• Ensures full alignment between sales team and Market access team to ensure that the availability of the full portfolio in all accounts.• Ensures full collaboration with the medical and the marketing team to ensure proper execution of Medico-Marketing activities. Show less Sales Management:- Based on corporate objectives, breakdown the sales forecast and resource budgets on the team ensuring resources are directed to territories of greatest potential, monitor the performance and investment accordingly.- Communicate clearly the Company vision, field tactics and objectives to the team.- Ensure the optimum phasing of the sales objectives against the timelines considering the market dynamics.- Regularly review achievement of sales teams against forecast & time phasing, initiate appropriate actions to ensure performance is in line with company objectives. ( Weekly check, Monthly review)Business Planning and Strategy Development:- Proactively cooperate with marketing heads, conduct SWOT analysis of market / competitors to identify the business opportunities and produce action plan with CFT heads including field tactics.Team Coaching & Development:- Ensure recruitment and training guidelines are in place for the team, identifying competencies required for position success.- Implement and ensure performance management culture across the team.- Develop and implement strategies to enhance team motivation and retain talents.- Reward and recognize strong performance.Customer Focus and Service:- Ensure the customer database is in place profiling customers against potential for business.- Maintain contact and relationship with key accounts/customers.- Ensure that MRs understand and comply with A. Menarini Code of Conduct.Reporting & Administration: - Ensure availability of meaningful and accurate sales statistics & KPIs that supports business monitoring and improvement.- Monitor the team’s administration / expenses ensuring these comply with guidelines, budget, local regulatory requirements and A. Menarini Code of Conduct.Corporate Responsibilities:- Maintain highest ethical standards and work in a spirit of A. Menarini Code of Ethics, following rules & norms set by corporate policies Show less Roles & responsibilities:- Developing and maintaining relationships with strategic national accounts. - Driving sales growth and ensuring client satisfaction. - Work closely with cross-functional teams to execute strategies and monitor compliance. - Report directly into the country head and be accountable for the national.- Setup the yearly strategic plan and budgets of brands portfolio in coordination with the senior leaders and align with the supplier.- Participate in strategic meetings with suppliers, retailers, pharma chains and national teams to negotiate commercial conditions (margin, exclusivity etc.).- Serve as the primary point of contact for the local market and suppliers, handling all commercial matters.- Recommend distribution mix for existing shops and new openings.- Monitor and direct daily operations to ensure that goals and objectives are met in terms of sales targets, margin and profit and take corrective action when necessary.- Analyze profitability of the store/brands & monitor market share and ranking.- Review monthly reports on sales analysis, shopper insights, and prepare action plan accordingly with marketing team.- Prepare and lead on the monthly commercial meetings and reports to be presented to the brands.- Ensure perfect customer relationship management including perfect understanding of customer marketing needs, requirements, and objectives.- Prepare promotion plans, adapted recommendations and price offers accordingly.- Ensure campaign follow-up from brands brief, budget proposal to promotion execution, results analysis, and payment collection.- Continuously seek ways to raise levels of customer service (feedbacks, services improvement...).- Analyze your client portfolio to identify leads and opportunities to meet and exceed your targets.- Help in organizing promotional and educational group meetings, symposia and conferences for doctors and other medical staff. 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