SAMEH MOHAMED ABD EL SAMEA ELSAYED
New Cairo
Summary
A Challenging opportunity as National Sales & Marketing Manager (Business Unit Head) in a reputable pharmaceutical company in Egypt or in Gulf countries where my experience would be utilized & further enhanced.
Overview
21
21
years of professional experience
Work History
Sales & Marketing Manager
Vita Health Care
10.2023 - Current
- Scope of Responsibilities:
- Leading Field Force team of 7 DMs who lead 40 MRs on National Basis.
- Assigned for the Marketing & Market Access functions leading 2 PMs.
- Responsible for Achieving total company annual Targets & Objectives.
- Responsible for Tender business sector (UPA, MOH, private & military hospitals & educational institutes) and pharmacy chains.
- Responsible for lunching & establishing VHC company entity and product portfolio (mainly Orthopedic Line) in the Egyptian market.
- Job Descriptions:
- Develop sales plans & strategies to achieve team goal revenues.
- Continually coach, develop, heir, retain & motivate my team members.
- Analyze sales performance to develop actionable insights.
- Manage Total budget allocation and track its progress to drive revenue growth.
- Develop & maintain business relationship with key customers by negotiation & finalizing their annual deals.
- Ensure adequate Cross Functional Collaboration with all other supporting functions (sales, production, finance & supply chains).
- Manage & organize all aspects with sales distribution channels.
- Continually coordinate with supply chains to avoid out of stock situation.
- Create content for promotional materials & develop social media marketing campaign to build company branding.
- Develop strategic annual marketing plan and "Go to Market" strategy.
- Measure profitability per product & submit accurate sales forecasts.
- Track & monitor competitive activities.
- "Vita Health Care is an international pharmaceutical company located in 13 countries across the Middle East with 3 head offices (UAE, Sudan & recently in Egypt) & have 12 European partners (mainly German & French) & 3 main business units: pharmaceuticals, medical devices & consumer health care".
Line Sales Manager
SAJA "Saudi Japanese Pharmaceuticals"
08.2021 - 10.2023
- Leading a team of 4 DMs & 24 MRs, responsible for CHC line nationally.
- Achieve allocated target & market growth objectives.
- Prepare monthly sales volume report to identify areas of expansion.
Regional Sales Manager
Lipits Pharmaceutical USA
07.2016 - 07.2021
- Leading a team of 3 DMs & 18 MRs for Ortho line in Great Cairo region.
- Responsible for UPA business sector for the total company portfolio.
District/KAM & Institution Manager
Sanofi Aventis
01.2013 - 06.2016
- DM (2013-2014): Leading a team of 6 MRs for OTC line in Central Zone.
- KAM (2015): Manage business with potential accounts, negotiation & finalizing their annual deals & achieve company profitability objectives.
- Institution & Tender Manager (2016): Responsible for Institution & Tender business sector (as NUPCO & SGH) for total company portfolio nationally.
Sales Supervisor/Senior Med Rep
Merck Sharp & Dohme
01.2007 - 12.2012
- Supervisor (2012): Leading a team of 5 MRs, responsible for diabetes line Achieve annual targets, coach & develop my team MRs.
- SMR (2007-2011): Promoting respiratory line products in Riyadh, Identify & work efficiently on new opportunities to grow sales volume.
CNS Product Specialist
GlaxoSmithKline
01.2005 - 12.2006
- Promoting CNS products in assigned territory "Heliopolis".
Education
Pharmaceutical Sales & Marketing Principals -
The American University in Cairo
Bachelor Degree - Pharmaceutical Sciences & Clinical Pharmacy
Faculty of Pharmacy, Ain Shams University
06.2004
Skills
Sales process management
Revenue forecasting
Forecasting and reporting
Sales team management
Coaching & counseling skills
Performance management
Sales team training
Field Force Effectiveness
Carrying out assessments
Tender management
National account management
Business relations management
Distribution channel management
Negotiation and persuasion
Strategic account development
Accomplishments
- In 2024: I succeeded in launching our new orthopedic products, engaging KOLs, penetrating tender & potential hospital accounts on national bases.
- In 2023: I succeeded in the penetration of our mature Derma products in potential hospital accounts as Military Hospitals.
- In 2022: I succeeded to include our products in UPA tenders.
- In 2020: I succeeded to be best achiever RM for new launched products.
- In 2015: I played a major role in our products awarding in SGH & NUPCO.
- In 2012: I succeeded to achieve highest national MS with my team
- In 2011: I succeeded to be Middle East best achiever & invited by MSD managing director to attend best performers workshop in USA.
TRAINING COURSES & WORKSHOPS
- Principle of sales management.
- Professional solution selling.
- Sales operational excellence.
- Team capabilities building.
- Talent development.
- Sustainable leadership.
- Situational leadership.
- Personal selling.
- Leadership participant guide.
- Coaching for high performers.
- Leading by emotional intelligence.
- Sales force excellence module.
- The four pillars of professional business relationship.
- Managing business during disasters & tough time
- Key account management program.
- Pricing strategies.
- Executive management.
- Strategic thinking concepts.
- Organizational behavior.
- Consumer behavior.
- Lean six sigma process.
- Cross functional collaboration.
- Assertive communications skills.
- Basic supply chain management.
- Negotiation for results.
- Customer centric interaction.
- Time management (life wheel).
- The art of change.
- Advanced selling skills.
- Cognitive problem solving.
- Formulary inclusion procedures “FIP” for institution business.
- Business transformation methodology.
- Marketing campaign management.
- Brand building strategies.
- Global marketing.
- Essential of marketing.
- Strategy & tactics implementation.
- Promotion and advertising.
SUMMARY
Results-driven Manager who leverage 20+ years of experience in the pharmaceutical industry (in both Egyptian & Saudi Markets) to lead a high performing sales, marketing & commercial teams that covers a wide range of therapeutic areas, I have strong experience in tender & market access management which enables me to identify new opportunities & grow business by providing effective solutions that exceed expectations.
Timeline
Sales & Marketing Manager
Vita Health Care
10.2023 - Current
Line Sales Manager
SAJA "Saudi Japanese Pharmaceuticals"
08.2021 - 10.2023
Regional Sales Manager
Lipits Pharmaceutical USA
07.2016 - 07.2021
District/KAM & Institution Manager
Sanofi Aventis
01.2013 - 06.2016
Sales Supervisor/Senior Med Rep
Merck Sharp & Dohme
01.2007 - 12.2012
CNS Product Specialist
GlaxoSmithKline
01.2005 - 12.2006
Bachelor Degree - Pharmaceutical Sciences & Clinical Pharmacy
Faculty of Pharmacy, Ain Shams University
Pharmaceutical Sales & Marketing Principals -
The American University in Cairo