Hossam Ayham

EMEA Best Sales Performance President Club Award, 2023: Achieved 150% of revenue target and secured 25% backlog for 2024

• EMEA Best Sales Performance President Club Award, 2022: Attained 120% of revenue target and ensured 30% backlog for 2023
• Major contract award, 2023: Secured $5M contract with Saudi Arabian Ministry of Health to equip 20 labs with digital pathology solutions
• Regional Budget Management: Oversaw regional budget exceeding $10M, managing revenue, orders, and price realization targets
• Commercial Strategy Development: Formulated and executed commercial digital pathology strategy across METAR region, focusing on acquiring new accounts
• Channel Partner Management: Directly managed channel partners in METAR region, ensuring target achievement through effective funnel management and forecasting processes
• Strategic Oversight: Monitored progression of new strategies and policy deployments
• Market Analysis: Conducted complex analyses to increase market share based on market dynamics
• Competitive Positioning: Assessed existing products and services to drive value propositions against competitors
• Collaboration with Sales Teams: Partnered with Regional and Channel Sales Managers to manage digital pathology sales opportunities for large and medium-sized projects in METAR region
• Competitive Mapping: Mapped competitive accounts throughout full funnel process from lead generation to implementation
• Relationship Building: Cultivated and maintained long-term relationships with key opinion leaders in region
• Stakeholder Management: Developed and managed relationships with third-party organizations, governments, frameworks, and C-suite executives
• Strategic Opportunity Management: Oversaw digital pathology strategic sales opportunities in METAR countries through Channel Partners, from identification to closure
• Team Development: Trained LBS DP and Channel Partner associates on all aspects of digital pathology sales, providing commercial and application training as needed
• Continuous Collaboration: Partnered with Account Managers, Application Support Scientists, Channel Partners, and Regional Sales Managers to ensure above-market growth
• Action Plan Execution: Secured buy-in from Channel Partners and executed agreed-upon action plans
• Subject Matter Expert: Served as go-to person for all digital pathology-related issues and queries, supporting Channel Partners
• KPI Establishment: Developed and implemented KPIs to measure business success
• Tender Management: Owned and managed tender replies
• Sales Tools Utilization: Enhanced knowledge and skills in utilizing effective sales tools such as Salesforce.com
• Value Selling and Pricing Models: Created value-selling and smart pricing models.
• Drove sales by developing multi-million dollar contract sales
• Collaborated cross-functionally with headquarters, regional and other teams nationally to maintain consistent message and experience
• Developed compelling presentation decks to gain approval for ideas and communicate results
• Directed sales support staff in administrative tasks to help sales reps close deals

• Execute regional e-Pathology business strategy, focusing on acquiring new accounts and managing sales opportunities from stage 2 to stage 4 in funnel process
• Manage Distribution Partners and collaborate with FSS, RSM, and RMDMs to ensure consistent above-market growth
• Develop sub-regional strategies to increase market share and liaise with Distribution and Customer IT departments for effective e-Pathology solution implementation
• Design marketing materials, organize events, and provide internal and external product education on commercial and technical aspects
• Research and develop new opportunities to enhance Leica Biosystems market share and oversee tender replies
• Provide complex informatics support, including digital storage requirements, IT solutions design, and integration with third-party systems
• Achieved above-target results for two consecutive years.

• Articulate functionalities and clinical benefits of assigned solutions, highlighting economic advantages for hospitals
• Provide consultancy and expertise to business partners and customers for assigned solutions
• Enhance product knowledge and competency of local teams
• Manage resource booking for Apps teams and allocate resources based on project requirements
• Oversee ServiceNow queue, assigning cases to local resources and following up on customer-reported issues
• Identify opportunities and drive sales through congresses, exhibitions, and site visits, promoting solution-based proposition
• Collaborate with sales management on tenders, quotations, and proposals
• Conduct product demonstrations, sales training, and organize/execution of clinical seminars and symposiums
• Instruct clinical staff (radiologists, technologists, receptionists, clinicians, system administrators) on application use
• Provide regional marketing departments with market updates from customer visits
• Develop relationships with Key Opinion Leaders in assigned geography.

• Pre-sales Role: Participate in presales activities and events, providing direct product demos for customers
• Develop integration scenarios with third-party solutions as needed
• Perform complete workflow analysis per department per site
• Initiate and maintain key customer relationships to ensure high customer intimacy
• Conduct product demos at international congresses to identify sales opportunities
• Projects and Support Role: Provide post-staging configuration and customization according to project scope
• Deliver end-user training and knowledge transfer sessions
• Offer on-site go-live support and verify ATPs for sign-off
• Handle after-sales support and customer complaints
• Conduct periodic customer refreshment training and manage reported cases
• Maintain strong knowledge of various radiology workflows
• Oversee responsibilities across all Middle East and North Africa countries.

• Sales, Application, and Service Engineer: Specialized in X-RAY Machines, CR (Computed Radiography), DR (Digital Radiography DEVO Series), Digital Mammography (Amulet), and FUJI Dry Film Printers (Drypix series)
• Proficient in installation, service, PPM (Planned Preventive Maintenance), and upgrades
• Achieved annual target of $3M USD
• Managed strategic accounts and cultivated relationships with Key Opinion Leaders (KOLs)
• Installation Engineer: Expertise in setting up complex electronic equipment, routing cables, initiating basic and application software, and performing hardware modifications
• Experienced in X-RAY Tube replacement and alignment for Varian (2, 3.5, 7.5 MHU) and Toshiba (4MHU) manufacturers
• Strong knowledge of Digital Detector Calibration and elimination of image artifacts
• Familiar with X-RAY Generating system processes, including high voltage inverter, high voltage multiplier, converter, tube rotor starter, and troubleshooting errors
• Software and Hardware Implementation Engineer: Specialized in server rack construction and setup, including RIS and PACS servers, tape drives, SAN, NAS storage, UPS, PDU, and cable routing
• Expertise in RIS/PACS Workflow: Profound understanding of appointments, arrivals, worklists, modality acquisition, transcription, reporting, and financial records within the RIS/PACS environment
• Capacity Planning: Designs and calculates expected total server storage and image capacity in TBs for 3-5 years based on modality image number, size, and daily workflow
• Storage Media Recommendation: Provides recommendations for online and offline storage media solutions
• DICOM and HL7 Knowledge: Strong understanding of DICOM images and HL7 data message compatibilities
• Modality Integration: Adds modalities and manages image query and acquisition processes.

• Installations and Service Engineer: Specialized in Radiology, Operating Theatres (O.T.), and Intensive Care Units (ICU)
• Project Management: Led installation and development projects at Alexandria University hospitals, including Emergency Hospital (250 beds), Pediatric Hospital (400 beds), and Borg El Arab Hospital (90 beds)
• Managed medical equipment supplies, installations, and service organization following Facility Management protocols recommended by JCI (Joint Commission International)
• Expertise in O.T
• And ICU Equipment: Proficient in Infusion and syringe pumps, suction machines, Coagulation Diathermy units, Cryo-therapy units, surgical motors, and O.T
• Operating tables
• Equipment Pre-installation Design: Experience in designing pre-installation work for medical equipment
• Hospital Department and Equipment Maintenance: Familiar with various hospital departments and adept at implementing equipment maintenance plans (CM, PM)
• Medical Equipment Transportation: Experienced in safely transporting medical equipment, overseeing container dispatching
• Vendor Coordination: Regularly meets with representatives from different companies to coordinate the repair of defective equipment according to their responsibilities.

• Service and Installation Engineer: Specializes in troubleshooting and servicing C.T
• (computed tomography) equipment and its components, including Gantry, console, power box, transformers, image reconstruction box, UPS, and injectors
• Expertise in Installation and Setup: Sets up complex electronic equipment, routes cables, initiates basic and application software, and performs hardware modifications
• X-RAY Equipment Specialist: Experienced in X-RAY tube replacement and alignment for Varian (2, 3.5, 7.5 MHU) and Toshiba (4MHU) manufacturers
• Proficient in X-RAY Generating Systems: Handles processes like high voltage inverter, high voltage multiplier, converter, tube rotor starter, and troubleshoots errors
• Advanced Technical Skills: Expert with PWBs controlling X-RAY, rotation, and data transmission (XC, XP, XID, OPCONT, MCONT, ROIF, GCIFA, GTS), and main detector replacement and DAS PWBs error detection
• Specialized Knowledge: Strong understanding of heat exchanger and cooler issues for tube and main detector units, as well as RTM, RDD, MHR, and image processing disks and PWBs
• Software and Network Expertise: Troubleshoots software issues, sets up site networks (routing, IP, gateway, subnet mask), and handles hardware components
• Preventive Maintenance: Performs planned preventive maintenance (PPM) for equipment
• Installation of multi-slice C.T
• Equipment: Installed models include Aquilion 64/128 slice, Asteion S4, Xvision, Aucklet, and Activion
• Printer Operations: Familiar with operations of different printers like Konica Dry Jet 770-830
• Training and Client Support: Conducts training and facilitates equipment operation at client sites.