Hany Aly

Responsibilities:

Responsible for managing and developing Business Development Deals:

Assessing current portfolio from operational and financial aspects.  Setting KPIs for partner assessment.  Negotiating contract terms with selected partner in coordination with regional BD lead and local finance lead.  Working closely with different stakeholders to ensure proper project plan (supply chain, finance, medical, etc…).  Working closely with partner in building capabilities of sales & marketing team.  Managing portfolio handover to the partner. Ensuring full alignment between MSD & Partner in KPIs and dashboard.  Leading monthly business review with partner team and setting full year plan.  Working closely with finance in collection plan and managing AR for our customers. Responsible for managing and developing commercial activities through:  Managing distribution team.  Establishing partnerships with importers, manufactures and distributors – creating distributers KPIs to be aligned with company strategy, revisit current business map and make changes if required.  Monitoring and controlling product flow – order execution cycle, lead time, optimum stock level and replenishment cycle at the level of warehouses and branches, storage conditions.  Working with EEMEA commercial team in building In MKT – To MKT dashboard.  Working closely with task force & IMS in commercial landscape assessment.  Negotiating with importers CIF prices and margins.  Managing contracts agreement and amendments with stakeholders.  Developing stock tracking system and measurement tools.  Managing products returns & expiry.  All commercial advantages including but not limited to FOC schemes, tenders, discounts, commercial offers.  Managing S&OP process for supply and demand. Responsible for managing commercial team (Pharmacy team):  Managing pharmacy team (Customer Manager & Trading Marketing Manager).  Work closely with the EEMEA CTC lead in developing the framework.  Establish a strong, profitable relationship with key accounts (Pharmacies – Private institutions).  Required to understand and map the pricing and discount structures with our commercial partners (distributors and pharmacies).  Develop promotional programs and deal strategies that maximize returns on MSD spend and discounts.MAJOR ACHIEVEMENTS  Ensures that call frequencies and coverage are monitored as per plan.  Working with stakeholders in new launches to ensure product availability to be aligned with product coverage strategy.  Work closely with the Finance, marketing, legal and compliance to gain buy in and approval for strategy.  Ensure that Quantitative and qualitative objectives are met. Responsible for building KAM model in MSD Egypt through:  Define the scope – identifying customers that are really key accounts by setting accounts segmentation criteria based on IMS splitting sectors, company focus area and determining the right level of investment for them.  Refine the basics – tailoring pricing tools and tactics, contract options, account mapping and customer offerings based upon a true understanding of needs. (Portfolio deal, medical program, etc...).  Align the team – determining the optimal size and setup of your KAM group (Must Have Team and Assignment Team) defining key capabilities and staffing strategy, orchestrating collaboration with other functions, adjusting optimum KPIs and incentives to foster entrepreneurial behavior.  Setting company objectives – identifying gaps and growth opportunities to achieve company goal.  Building Partnership – with KOLs in defined key accounts. Team leader responsible for:  Sales development of commercial, market access, anti-infective, rheumatoid arthritis, anemia and transplantation products.  Managing KOLs profiling, investment and resources allocation.  Coaching and developing field force team to ensure quality deliverables.  Establishing advisory boards for strategic disease areas to build stronger relationships with KOLs in coordination with product managers.  Working closely with third parties including MOH, Patients’ Groups, and Medical Associations to add value to our core business processes.  Participated in the pre-launch & launch activities.