Mostafa Tharwat

Responsible for the profitability and substantial growth of Bausch & Lomb Pharma/Consumer business in Saudi Arabia while leading the move from distributor to direct model. Accountable for a P&L of $25M with a solid plan to double it in 4 years, with the following main objectives and responsibilities include:

• Developing the Pharma/Consumer business in Saudi Arabia: Actively involved in developing and expanding the pharmaceutical business in Saudi Arabia.
  Responsible for achieving profitability and growth targets.
  
• Establishing strategic concepts and plans: Formulates and implements long-range plans, strategies, and policies to ensure attainment of revenue and profitability goals.
  Identify market development opportunities and priorities and coordinate specialist support from the region to establish business.
  
• Building relationships with key stakeholders: Identifies relevant economic and healthcare authorities and builds strong relationships with decision-makers and key influencers to enhance market understanding. Establish and manage local partnerships.
• Ensuring compliance: Responsible for ensuring that the company complies with all laws and regulations applicable to its business.
  Oversee all activities to comply with local laws and regulations and ensure that business processes and procedures are in place to minimize internal and external risks.
  
• Managing the sales team: Directs, manages, and develops the sales team, which includes both semi-direct teams and distributor's teams. Accountable for the performance and results of the team and provide structured feedback on progress and status of business activities.
  
• Collaborating with internal and external stakeholders: Develops and maintains relationships with key internal stakeholders such as Regulatory Affairs, Medical, Finance, HR, Marketing, and Legal departments.
  Guide, interact, and support external stakeholders such as customers, agencies, distributors, and key opinion leaders.
  
• People management: Manages a team of professionals and is responsible for day-to-day management, setting objectives, coaching, and developing employees, and conducting performance appraisals.
  Contribute to the definition of roles and responsibilities and participate in the business and financial planning process.
  
• Internal processes and compliance: Ensures consistent compliance to company policies and procedures, corporate governance, and relevant legislation within their area of responsibility.
  Maintain company equipment and property and ensure confidentiality of company information.
  

Eyecare Business Unit Director (08/2021 - 02/2024)

· Accountable to hold a P&L of $30M Leading Eyecare Portfolio in Saudi Arabia.

· Leading a team of 2 Marketing Managers, 2 Sales Managers, 1 Surgical Specialist & 14 Product Specialists.

Eyecare & Neuroscience Business Unit Director (05/2020 - 07/2021)

· Accountable to hold a P&L of $26M Leading Botox Therapeutic, Migraine & Eyecare Portfolio in Saudi Arabia.

· Leading a team of 1 Franchise Manager, 3 Sales Managers, 1 Brand Manager, 2 Key Account Managers, 1 Surgical Specialist & 21 Product Specialists.

Responsibilities

· Full management of the unit P&L

· Build and manage commercial operations strategy in an alignment with all internal & external stakeholders on regional and global levels and ensure execution excellence in order to achieve or exceed respective plan.

· Coordinate, consolidate and drive business and financial processes (i.e. S&OP) and allocated P&L.

· Review, challenge and validate outputs to commercial models in order to incorporate realistic and “raise the bar” objectives into plan book.

· As member of the Affiliate Leadership Team role model AbbVie ways of working behavior and enable the Brand Team matrix to work in order to achieve high quality strategy and execution capability in all allocated brands.

· Coach and develop top talent, set goals, conduct succession planning, execute performance management agenda in order to align people performance to business goals, business KPIs and to maximize business opportunities.

· Represent AbbVie to outside stakeholders as patient centric and the health care partner of choice in

order to build sustainable AbbVie brand image.

· Accountable to hold a P&L of $20M Leading Eyecare Portfolio in Saudi Arabia.

· Leading a team of 3 Sales Managers, 1 Brand Manager, 2 Key Account Managers, 1 Surgical Specialist & 16 Product Specialists.

· Build commercial operations strategy and execution in order to achieve or exceed respective Plan.

· Coordinate, consolidate and drive business and financial processes (i.e. S&OP) and allocated P&L.

· Review, challenge and validate outputs to commercial models in order to incorporate realistic and “raise the bar” objectives into plan book.

· Enable the Brand Team matrix to work in order to achieve high quality strategy and execution capability in all allocated brands.

· Coach and develop top talent, set goals, conduct succession planning, execute performance management agenda in order to align people performance to business goals, business KPIs and to maximize business opportunities.

· Represent Allergan to outside stakeholders as patient centric and the health care partner of choice in

order to build sustainable Allergan brand image.

Established Brands Franchise Sales & Marketing Head (01/2019 - 07/2019)

• Accountable to hold a P&L of $20M leading established brands (Singulair, Nasonex, Arcoxia & Fosamax) in Saudi Arabia.

Hospital & Specialty Brands Franchise Sales & Marketing Head (03/2017 - 12/2018)

• Accountable to hold a P&L of $10M leading Specialty brands (Hospital Antibiotics & Anesthesia Portfolio) in Saudi Arabia.

Achievements & Responsibilities

• Leading 2 Sales Managers & their teams of 10 representatives, & responsible for the marketing of the Franchise Brands in Saudi Arabia.
• Exceeded Franchise sales plan with $10.3M (103%) in 2018 and $4.8M (111%) in Q1 2019.
• Streamlined Esmeron supply, regaining leadership with over 50% market share in Tier 1 and 2 accounts, and increased private market share to 44% (EI 115).
• Led successful pre-launches for Bridion and Invanz, achieving over $1M in pre-launch sales and securing inclusion in Tier 1 and 2 accounts, including MoH formulary.
• Directed registration processes for Bridion and Invanz, achieving approval within a year.
• Included Invanz in MoH antimicrobial stewardship guidelines.
• Developed a tailored local market strategy for Invanz, aligning with franchise and medical partners.
• Reduced expenses through fast revenue initiatives and eliminating non-essential activities.
• Established a focused team, streamlined portfolio supply, and implemented a forecasting platform.
• Created a hybrid model for fulfillment, shelf-life management, and improved commercial offers.
• Implemented a digital plan to enhance reach to remote territories.

• Managed a team of 10 Professional Representatives responsible for all sectors (Private, Institution & MoH) & responsible for Central & Northern Regions.
• Managed a team of 10 representatives across Private, Institution, and MoH sectors in Central and Northern Regions.
• Achieved and exceeded sales targets: 110% ($20M) in 2014, 103% ($21M) in 2015, and 111% ($15M) in 2016.
• Regained market share for Cancidas (45%) and increased Tienam consumption fourfold in the private sector.
• Boosted Cancidas consumption by 30% in public sectors in Q4 2015.
• Developed tools for career tracking, patient recruitment, and MoH tender management.
• Retained three top talents and ensured team development through the Ready to Lead program.
• Led a project to return Cancidas as a purchasable MoH item, recognized by the EEMEA President.
• Selected as a top talent and enrolled in the EEMEA Business Unit Director Acceleration Program.
• Led initiatives to improve MSD Performance & Culture and coached five team members into new roles.

• Launched Cancidas in the MoH sector, achieving market leader status in consumption and sales within one year.
• Developed and executed a successful marketing plan for Cancidas and Tienam, doubling Cancidas business from $13M (2011) to $26M (2013), reaching $40M in 2014.
• Achieved Antibiotic Franchise budget of $11M with 22% growth in 2012.
• Appointed Cancidas Champion for Eastern Europe, Middle East & Africa, sharing expertise region-wide for 1 year.
• Shared Cancidas Marketing Plan as a best practice across the region.
• Initiated marketing projects to increase market share and strengthen partnerships with key stakeholders.
• Created local promotional materials adopted as best practices in other markets.
• Conducted market research studies with the global team and analyzed findings.

• Managed multiple therapeutic areas/products, including Arcoxia, Fosamax, and HCV.
• Tripled Cancidas sales from 2007 to 2009, increasing market share to 46%.
• Boosted Tienam and Esmeron sales and market share at KFMC.
• Increased PegIntron market share from 6% to 42%.
• Received MSD Award of Excellence for Victrelis.
• Created "Working the Institutions" guide, recognized company-wide.
• Promoted to Senior Professional Sales Representative in April 2010.

• Was responsible for Respiratory line (Seretide).
• Included Seretide in the formulary of Al Hussein University Hospital (One of the largest Tier 1 institutions in Egypt).