KSA Commercial Director

• Sep 2020 - Present

KSA Commercial Director| Nutrition, Healthcare & FMCG Promoted to Commercial Director following my successes as Sales & Marketing Manager, with 19 years’ experience.  Reported directly to Chief Executive Officer & Directors Board. Participating in all business aspect and company management, to be ranked 5th one over 30 multinational Competitors. Direct Responsible for all sales team actions (150 Members), including (Medical promotion, Retail Sales & Marketing). Developing and implementing commercial strategies in line with company goals and objectives, to accelerate growth. Conducting market research and analysis to create detailed business plans on commercial opportunities (expansion, business development, etc.) as well as to understand threats. Managing existing client relationships - understanding their requirements, ensuring their needs are met. Designing and implementing new sales and customer acquisition strategies. Negotiating ongoing contracts with suppliers and customers; managing and reviewing contracts and making recommendations regarding commerciality. Monitoring performance of commercial activities using key metrics and reporting to top management. Establishing and maintaining long-term, profitable partnerships with key stakeholders. Assisting with setting, managing, and monitoring financial targets and budget development. Operating other business partners (FMCG) of Atlas International Company, (Saudi sole agent for Ordesa S.L Laboratories).SKILLS▪ Business Strategy ▪ People Management ▪ Communication Skills ▪ ROI Optimisation▪ Commercial Focus ▪ Leadership ▪ Interpersonal Skills ▪ Insight Reporting▪ Marketing Management ▪ Team Development ▪ Relationship Management ▪ Share Analysis▪ Performance Management ▪ Recruitment Management ▪ Personal Development ▪ Presentation Skills Show less

National Sales and Marketing Manager

• Oct 2018 - Sep 2020

 Running all actions of Retail Sales, Trade Marketing, and collections. Managing all channels in all KSA Regions, including Hospitals, Pharmacies, Key accounts, and Subagents. Modern Trades, Traditional trades, Wholesalers, Catering and Wellness and Fitness stores, all of them are also followed.  Expert in Direct Sales & Distribution, Developing and implementing effective sales strategies. Establish productive and professional relationships with key personnel in assigned customer accounts. Negotiate and close agreements with large customers, to maximize profit and sales growth as value and volume. Monitor and analyse performance metrics and suggest improvements. Prepare monthly, quarterly, and annual sales forecasts. Lead nationwide sales team members with different positions to achieve sales targets.  Managing directly more than 60 person and 150 as indirect, thanks to 12 years’ experience of Salespeople Management.  Perform research and identify new potential customers and new market opportunities. Provide timely and effective solutions aligned with clients’ needs. Stay up to date with new product launches and ensure sales team members are on board. Show less

National Marketing Manager

• Jan 2017 - Oct 2018

 Motivating planned and coordinated Medical & Retail marketing activities across the Kingdom of Saudi Arabia. Providing leadership and management to Regional Managers, Territorial Managers and Branch Managers. Embedding marketing strategies, campaigns and promotions from top-level through the field level. Evaluating customer research, marketing conditions, competitor data to develop robust, impact marketing plans. Developing all overseas marketing, advertising and promotional field teams and activities. Coordinating with sales teams to embed marketing principles and expand the businesses scope. Managing costs, minimising expenses and analysing the impact of paid-for marketing activities. Allocating marketing budgets and ensuring that marketing activities are achieved within budget. Building a complete knowledge of all technical marketing business need and company products. Managing the product line life cycle from strategic planning to tactical activities to improve market positions. Analysing market movements to identify current and future product and market need. Embedding a company-wide initiative to push project marketing and sales across all business activities. Coordinating recruitment, selection, orientation, training, development and dismissals in a full HR operation. Setting challenging targets and goals for Regional Manager’s to achieve business growth outcomes. Show less

Regional Manager

• Jan 2015 - Dec 2016

 Held overall responsibility for the Jeddah Business Unit encompassing Medical sales and marketing performance. Embedded business strategy within Medical & Retail operational activities to achieve and exceed commercial goals. Built robust relationships with key decision takers of company brands and acting as the key communication gateway. Optimised regional cost effectiveness to maximise the ROI of all activities, resources and investment in operations. Participated within team and senior management meetings in a cross-functional effort to drive business commerciality. Managed key deliverables (KPIs) across market share, commercial performance, ROI and team performance. Coordinated recruitment, selection, orientation and training of new personnel to business practices. Managed, coached and motivated team personnel to impact and contribute to market share improvements. Drove learning, development and coaching to all strategic and field teams to develop skills and improve performance. Led regular team meetings to identify best practice; update regional plans and engage staff in business objectives. Inspired change and innovative practices to drive the commercial performance of brand products. Generated daily, weekly and monthly performance reports identifying product demand and engagement. Analysed report results to identify key insights to build on the business and brand plan. Ensured that products achieve a positive market share growth within the regional area of Jeddah. Managed specialist projects in a full project lifecycle management. Executed marketing campaigns as marketing lead (see below achievements). Managed a key promotion for pharmacy chains and supermarkets resulting in a high-sales output in a slowed economy. Secured contracts with 31 hospitals in Jeddah supplying Blemil Plus RTF in nursery’s and NICU’s; achieved a 28% sales growth. Show less

Marketing Lead

• Jan 2014 - Dec 2016

 Designed promotional campaigns to maximise company brands and enhance sales; achieved a 30% regional growth. Re-imagined marketing activities for Manasul Slimming Tea growing unit sales from 80 to 2500 units per month. Coordinated with field retail teams to disseminate retail focused campaigns and maximise sales.  Drove marketing strategies as a part of the World Health Day initiative to achieve an 83% sales uplift of FontActiv. Developed targeting marketing campaigns for medical nutrition products including FontActiv. Localised FontActiv marketing literature to maximise the impact on the customer base. Drove marketing activities in key sales periods including at Kona Keda Event and Hajj with significant sales uplifts. Achieved the highest sales performance during World Diabetes Day through effective marketing strategy. Created engaging, focused marketing literature for Vitafos Junior Milk Supplicant achieving regulatory compliance. Show less

District Manager

• Jan 2012 - Jan 2015

 Drove the commercial performance of a district area in collaboration with the Regional Manager. Built robust and recognisable relationships with customers to deliver tailored customer focused operations; Established a well-known reputation within the area of delivering product and sales excellence. Secured impactful contracts with all hospitals within the area achieving the highest sales of Blemil Plus Milk & Blevit Cereals. Developed sales improving strategies that resulted in big rises in sales performance. Managed regional teams to maximise the ROI of activities to achieve commercial goals. Coordinated operational practices within the district locations to achieve best practice. Troubleshot marketing impacts and promotional engagement within the district area. Disseminated strategic objectives to a local level to meet and exceed district targets. Provided oversight of budget, spend and cost effectiveness analysed to ROI. Managed senior retail recruitment, selection, orientation, learning, development and performance. Coordinated stock releases, orders and specialist campaigns to ensure supply meeting demand. Generated reports for the Regional Manager. Show less

Medical promotion supervisor

• Jan 2010 - Jan 2012

 Delivered sales and marketing operations within the medical field coordinating key clients and accounts. Led teams in the delivery of key campaigns, promotions and strategies at a field level. Built robust relationships with high-value clients to achieve or secure contracts. Disseminated client information to internal departments to actualise client need. Identified, investigated and seized new pipeline opportunities; optimised the sales process. Forecasted and reported on sales and marketing performance. Show less

Senior Medical Representative

• Jan 2008 - Jan 2010

 Managed high-value accounts to retain and grow engagement with the brands products and services. Provided support and guidance to medical representatives to achieve targets and acquire customers. Analysed the ROI on field marketing activities, lead generation and promotional campaigns. Qualified prospects and managed field based customer communications.

Medical Representative

• Nov 2004 - Jan 2008

 Engaged with clients to acquired, secure and retain partnerships with the business’ brands. Managed client accounts and supported sales processes from procurement to communication.

Medical Representative

• Apr 2004 - Oct 2004

 Coordinated a full sales process operation at the field and client level.  Liaised with Senior Representatives and Manager’s to handle high-value sales and accounts.  Devised creative out-of-the-box sales strategies to achieve and exceed KPI’s.  Coordinated a full sales process operation at the field and client level.  Liaised with Senior Representatives and Manager’s to handle high-value sales and accounts.  Devised creative out-of-the-box sales strategies to achieve and exceed KPI’s.

Medical Representative

• Feb 2003 - Apr 2004

Medical Representative

• Oct 2002 - Feb 2003

Medical Representative

• Jul 2002 - Oct 2002

Researcher

• Dec 2001 - Jun 2002

Trainee

• Jun 2001 - Oct 2001