Ahmed Mohamed Saied Kamel
Riyadh
Summary
-19 years of experience (Retail,Medical, Sales &Distribution) in the pharmaceutical industry. -Experience in various channels & Distribution -Sales forecasting -Sales budgets—P&L Calculations. -Manage, train and organize sales team performance to meet company standards -Plan yearly sales plan and manage its implementation monthly -Good experience and background in retail management
Overview
21
21
years of professional experience
1
1
Certification
Work History
Regional Sales Manager
Ego Pharmaceuticals
02.2020 - Current
- People Management: Provide the needed coaching and enhancing the rep skills and knowledge
- Conduct coaching visits with the reps to support his team
- Suggest and approve the service for customers based on business case review
- Continuous reinforcement of the good activities and motivate the Team
- Provide KPIs for Team team
- Territory management activities: Oversee the DGM’s and other activities involves med reps
- Make sure and support reps in the customer segmentations
- Produce the SF analysis and identify gaps in performance and advice for improvement
- Make sure a monthly plan of visit is designed and allocate the call rate and rep target per specialty
- Retail Business Follow up: Be responsible for effectively and efficiently management commercial team (Key account sales, Pharmacy reps and promoters) plus monitor and evaluate their KPIs
- Work closely, productively and supportively with the Rx Sales Teams by providing the best executing planning and tactics that deliver merchandise goals
- Management of the promotional campaigns and mechanics of consumer offers
- Implement space management on store levels to secure spaces for our brands plus Planograms implementation
- Coordinate with the marketing team for the best trade marketing plans and efficient promotions
- Advise and review on the POSM material used
- Manage the DTC events and the like plus POS staff training, launches, staff incentive,…
- Target & Sales Analysis: Achieve and exceed the private target
- Design the target per rep and assist in breaking down target per account and per range following the product cycles
- Conduct and present the needed sales analysis for the reps and advise on their performance
- To use information to target businesses with highest potential for growth
- Built good relation with the decision makers in private & institution Hosp
- Performance management: Communicate to the reps the expectations in terms of targets, territory management requirement, knowledge and attitude
- Frequent assessment of the performance and identify good and underperformance and provide the appropriate rewards or disciplinary actions
- Marketing materials & Admin: Manage sample allowance and distribution among reps monthly
- Provide the reps with the needed marketing tools as DA and premiums
- Authorize the extra bonus and sample request by the reps
- Coordinated & approve the team holidays and leaves
- Make sure attendance sheet is sent and authorized at a timely manner
Retail Business Supervisor
Ego Pharmaceuticals
09.2017 - 01.2020
- Responsible for effectively and efficiently management commercial team (Key account sales, Pharmacy reps and promoters) plus monitor and evaluate their KPIs
- Management of the promotional campaigns and mechanics of consumer offers
- Implement space management on store levels to secure spaces for our brands plus Planograms implementation
- Ensure correct levels of stock on customer store levels and in warehouse to meet customer demand and monitor inventory movement
- People Management: Share in the recruitment of commercial field force, Promoters and pharmacy rep
- Provide needed technical and professional support
- Performance appraisal for the commercial field force and Coach for performance improvements
- Incentive and commission calculation for the team reflecting their level of matching versus predefined KPI’s
- Ensure promotion tools are optimally used
- Define the target and the schedule for the promoters
- Liaise for POS sales and stock management
- Liaise with the distributor sales rep on supporting the brand and making orders and delivery in timely manner
- Make sure the commercial conditions are followed and implemented from the distributor sales rep
- Account Management: Analyze the account performance and provide solution for business improvement and filling performance gaps
- Negotiate annual deals with retailers for floor plans to make sure Ego products are at the forefront of the store visibility within the category
- Agree on the investment plans and outcomes and rebates with retailers
- Assess the execution of the in stores plan
- Provide the needed support for the retailers as promoters, skin analysis for optimum performance toward a sustainable pull strategy
- Define the best sales strategy per accounts that match with the company policies
- Budget Management: Recommend the needed budget for the POS activities for the year
- Partial control on the POS spending and follow that the investment is versus an implemented agreement
- Follow the payments as per the agreements with the retail chains periodically
Skin Care Key Account Manager (Pharmacy Trade)
National Distribution Company
04.2016 - 06.2016
- Company Overview: Member of Global Healthcare Group (GHB)
- Create and implement effective direct sales and lead sales team toward achievement of Target sales objectives
- Preparing monthly, quarterly and annual sales forecasts
- Provide sales management, budget control, compensation programs and incentive planning for a Sales team
- Developed the key-Account customer’s relationship and provide problem solving to external
- Negotiate K-account yearly contracts and reach agreements with the Chain Account Managers regarding the Yearly rebate, visibility renting space and any other demands
- Participating actively in the planning and sales process for launching a new product
- Coordinate with the Marketing Managers on brands, demand generation and activation plans and successfully Implementing all launched activities
- Establish effective relationships and collaborations with other departments
- Had a proven record of sales analysis figures relative to the market figures when needed in decision making
- Overall control over the past due balance for big K-Account customers, involve is solving issues related to that Matter and implementing a strong system to control the collection process
- Member of Global Healthcare Group (GHB)
Team Leader (Branches Manager)
KUNOOZ pharmacies chain
04.2015 - 04.2016
- Helping with training and development
- Handling complaints (from both staff and customers)
- Financial responsibilities
- Ordering stock (where applicable)
- Helping with promotional events
- Personnel duties
- Reporting to senior level management
Retail Area Supervisor
WHITES' pharmacy
02.2012 - 04.2015
- Interview, select, orient, instruct, evaluate, and discipline staff
- Maintain policies and procedures relating to pharmacy operations and professional practice standards and coordinates budgetary needs for pharmacy services
- Compile statistical data and prepare reports relating to operating costs and services rendered
- Develop and implement policies and procedures relating to pharmacy operations and professional practice standards
- Review and approve performance evaluations, disciplinary actions, and other issues affecting all pharmacy personnel
- Monitor and evaluate existing service levels, systems, procedures and practices, and makes appropriate changes or additions as required
Pharmacist
WHITES pharmacy
01.2009 - 01.2012
Senior Medical Sales Representative
Glaxo Smith Kline (Egypt)
06.2004 - 12.2008
- Achieving the sales target
- Developing the company market share
- Enhance the company competitive position
- Ensuring the good display of the products in the outlets
- Introduces reports about competitor’s activity
- Deliver full knowledge about the medication to the physician
- Hammering on the competitive advantage of the product
Education
MBA - International management
Geneva Business School
01.2017
Bachelor of Pharmacy -
Alexandria University
01.2004
Skills
- Written and spoken English
- Microsoft Office
- Word
- Excel
- PowerPoint
- Internet user
- SAP System
- Handheld System
- Leadership skills
Certification
- Strategic planning and time management - Scope company
- Basic selling skills & negotiations - G.S.K pharmaceutical company
- PSS (Professional selling skills) - Ego pharmaceuticals
- MBTI Dysfunctions
- Presentation skills
- Leadership styles
- Sales coaching
- Leading with emotional intelligence
- Advanced negotiations skills
- Category Management
- Negotiation Skills
Personal Information
- Date of Birth: 11/04/81
- Nationality: Egyptian
- Driving License: Valid Saudi driving license
- Marital Status: Married
Militaryservice
Exempted
Timeline
Regional Sales Manager
Ego Pharmaceuticals
02.2020 - Current
Retail Business Supervisor
Ego Pharmaceuticals
09.2017 - 01.2020
Skin Care Key Account Manager (Pharmacy Trade)
National Distribution Company
04.2016 - 06.2016
Team Leader (Branches Manager)
KUNOOZ pharmacies chain
04.2015 - 04.2016
Retail Area Supervisor
WHITES' pharmacy
02.2012 - 04.2015
Pharmacist
WHITES pharmacy
01.2009 - 01.2012
Senior Medical Sales Representative
Glaxo Smith Kline (Egypt)
06.2004 - 12.2008
Bachelor of Pharmacy -
Alexandria University
- Strategic planning and time management - Scope company
- Basic selling skills & negotiations - G.S.K pharmaceutical company
- PSS (Professional selling skills) - Ego pharmaceuticals
- MBTI Dysfunctions
- Presentation skills
- Leadership styles
- Sales coaching
- Leading with emotional intelligence
- Advanced negotiations skills
- Category Management
- Negotiation Skills
MBA - International management
Geneva Business School
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