Karim Essam

• Lead Sales operations process for all Gilead portfolio.
• Lead sales forecasting and demand planning with Finance.
• Manage invoicing and supply processes to ensure smooth operations.
• Support strategic cross-functional planning for HIV and LVD franchises.
• Deliver monthly and quarterly performance insights
• Maintain and manage tender and LPO trackers daily.
• Oversee sales operations (demand, supply chain, invoicing, quotations)
• Lead distributor governance and contract management processes
• Support national tender exercises with Market Access and TOM
• Ensure data consistency and reporting accuracy across systems

• Led the HIV franchise in Saudi Arabia, overseeing the commercial strategy,sales execution and key account management to drive market leadership and portfolio growth.
• Driving revenue and market expansion while ensuring strategic alignment with Gileadʼs regional and global objectives.
• Developed and executed market access strategies, working closely with MOH, payers, and regulatory bodies to optimize patient access and reimbursement pathways.
• Work cross‑functionally, managing sales, supporting marketing, medical affairs, and key account management to ensure seamless execution of the commercial strategy.
• Designed and launched high‑impact initiatives to strengthen the

positioning of Biktarvy® defending market leadership against new

competitors.

• Established and maintained strong relationships with key stakeholders,including MOH officials, key opinion leaders (KOLs), policymakers, and medical societies to influence HIV treatment guidelines and policies.
• Drive salesforce effectiveness, implementing data‑driven targeting, HCP segmentation, and competitive intelligence to enhance engagement and sales performance.
• Orchestrated strategic partnerships with public health entities like WEQAYA and the Saudi Health Council, integrating HIV awareness, testing, and treatment initiatives into national healthcare programs.
• Led the execution of major policy workshops, advocating for improved HIV awareness, testing, and patient counseling in alignment with Saudi Vision 2030.
• Championed omnichannel and digital engagement strategies, enhancing HCP education and customer experience through AI‑powered CRM, digital detailing, and remote engagement platforms.
• Monitored and analyzed market trends, competitive dynamics, and

business performance, proactively adapting strategies to maintain market dominance and achieve revenue targets.

• Led the HIV franchise in Saudi Arabia, overseeing sales strategy, execution,and team leadership to drive market penetration and revenue growth.
• Managed the Gilead HIV portfolio, ensuring alignment with company objectives and MOH guidelines to optimize patient access and physician adoption.
• Developed and implemented strategic sales plans, resulting in 25% sales growth and maintaining market leadership against competitors.
• Led a cross‑functional team, collaborating with Marketing, Medical Affairs,and Market Access to enhance brand positioning and market expansion.
• Spearheaded Key Account Management (KAM) strategies, strengthening relationships with MOH, major hospitals, and key opinion leaders (KOLs).
• Successfully launched and expanded the Biktarvy® brand in KSA, executing high‑impact product differentiation strategies against competitors.
• Designed and executed salesforce effectiveness programs, enhancing team productivity and customer engagement.
• Delivered data‑driven sales forecasting & business insights, ensuring agile decision‑making and optimizing resource allocation.

• Responsible for HIV therapy area at Saudi Arabia , Qatar and Bahrain.
• Launch Biktarvy ® at Saudi Arabia.
• Reports generated following specific activities, such as advisory boards,round tables, conference attendance.
• Identify and develop relationships with current or upcoming key opinion leaders (KOLs) and other prominent health care providers.
• Respond to medical inquiries from KOLs and HCPs within company

guidelines

• Responsible for Hematology,Oncology & HIV all over the Eastern Region till October 2018.
• Responsible for Ambisome all over the Eastern Region and Madinah.
• Inclusion of Ambisome in King Fahd Specialist Hospital.
• Inclusion of Ambisome in King Fahd University Hospital.
• Highest Governmental Tender in HIV & Ambisome as a Team.

• Responsible for Institution Sector for CVS (Pradaxa & Micardis &Trajenta).
• Inclusion of Pradaxa in Security Forces Hospital.
• Inclusion of Pradaxa in King Fahd University Hospital.
• Inclusion of Pradaxa in Naval Base Hospital.
• Inclusion of Trajenta in Naval Base Hospital.
• Best Achiever Pradaxa in Governmental Business 125 %.
• Achievement of Sifrol 133%.
• Improved sales data by adapting resource distribution strategies to

increase effectiveness.

• Analyzed market competition and created sales forecasts.

• Responsible for MOH Sector Respiratory Line (Symbicort).
• Achievement 130%.
• Monitored competitor activities and industry trends to inform strategic planning and sales tactics.
• Prepared detailed reports on sales performance, customer feedback, and market conditions for management review.
• Adapted quickly to changing regulations and compliance standards within the pharmaceutical industry.

• Educated healthcare professionals on product features and benefits to enhance understanding and compliance.
• Developed and maintained strong relationships with physicians, pharmacists, and medical staff to drive product awareness.
• Collaborated with cross-functional teams to execute marketing strategies and promotional events effectively.