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
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