Experience

Sanofi

• France
• Pharmaceutical Manufacturing
• 700 & Above Employee

• Business Excellence Lead

  • Dec 2017 - Present

  Middle East MCO

• Sales Force Excellence Manager

  • Apr 2014 - Dec 2017

  • To drive sales force effectiveness and excellence in sales strategy execution in Sanofi Gulf region (United Arab Emirates, Kuwait, Bahrain, Oman, Qatar, Yemen)• Built the SFE system in terms of territory definitions, revision of customer list, profiling and classification of customers, segmentation and targeting, call planning, visits and coaching reporting• Maintain and manage the sales force reporting system• Lead the roll out the organization’s CRM, train all sales force on the usage of the system actively seeking to drive adoption of tools and technology• Partner with sales management and marketing teams to develop sales strategy and identify opportunities to enhance sales force productivity• Development of tools for assessment of effectiveness of sales force performance, correlation with activities and promotional investments to help identify key areas of opportunities and challenges• Present comprehensive monthly/quarterly and annual analysis of SFE implementation and results• Provide actionable recommendations to management on how to mobilize teams in response to opportunities and challenges• Respond to queries from field and management with regard to the system and need for ad hoc analysis• In absence of CRM system administrator, manage the database the technical queries, liaise with IS and ME platform for support• Support, monitor and challenge Business Units through globally design tools and local initiatives to improve quality, performance and productivity of sales force• Develop and present training to user groups on how to interpret the reporting to ensure that those who are making decisions have to required answers and know how to get them• Monitor and prepare annual functional budget for all SFE related training and development• Design and implement sales force incentive aiming at boosting performance, rewarding best achievers, differentiating individual performances Show less

• Senior Marketing & Sales Effectiveness Specialist

  • Mar 2010 - Apr 2014

  - SF sizing and organizational structure scenarios- Resource allocation and FTE planning- P&L preparations for various scenarios mainly on restructuring, resource optimization and business development- National / International market potential analysis for BD projects- Providing analyses and guidance input for strategic and financial planning: Strategic and tactical Brand/Customer Plan, Market forecasts process, sales and landing studies for sanofi-aventis & Zentiva portfolio- Coordinating with SFE for SF Incentive Scheme and proposing yearly sales quotas- Further optimization of Market Research: Brand Equity, Message Recall, Sales Force Effectiveness- Co-leading Operational Performance Review meetings with BEX Director- New Commercial Model Design for Volume, Pharmacy and Commercial Businesses as well as aiming improvement of commercial effectiveness- Contributing into implementation of Customer Centric Model- New Channels Implementation plans- Monthly Meetings with SM/MM/BM to get prepared for Operational Performance Reviews- Coordination with SFE on SFE specific projects in terms of resource optimization- Coordination with SFE on District Action Plans: Contribute into DAP format modifications and challenge the consolidation and define GAP analysis- Detailed analysis/comments on quarterly regional reports- Contributing into design of SF trainings – Performance Monitoring, Coaching and Rep Academy- Segmentation & Targeting improvements- Designing assessments to track the added value of the SF Trainings- Sales and Rx track analysis- New Launch Performance tracking Show less

• Marketing Excellence Specialist

  • Sep 2009 - Mar 2010

  - Briefing marketing search companies by reviewing identified business needs- Providing the designs which response against the need of marketing research- Executing the project in accordance with the plan- Presenting the results of marketing to the related departments- Prediction of sales potential of molecules and product opportunities used in different treatment for long term- Executing the long term sales potential prediction projects and the products- Preparing the marketing and competitor analysis on the various terms such as daily, monthly- Analysis of ad hoc on the basis of the company- To contribute to form explanations for product and marketing for performance measuring- Preparing specific reports for Brand Performance Meeting- Maintaining automated secondary market research system (X-Ray) by following the new products in the market and transferring them to the system- System designing and maintaining for providing the optimization of the operational department reports which are prepared periodically Show less

• Sales Force Excellence Analyst

  • Jan 2009 - Sep 2009

  - Prepare monthly reports for GM and SFPI reports for zone Business Excellence based on IMS and ETMS analysis.- Coordinate and input data for several monthly meetings (Business Reviews, Brand Reviews and Impact Meetings)- Sales Line specific IMS and ETMS analysis until Solaris next gen implementation- Providing analysis and insight support for Cycle Meetings and DM meetings- DM's coaching reports analyses- Product based performance analysis and rewarding studies- Performance & activity relationship analysis- District Action Plan implementation- Determining International and National Sales Champions list and organizations- Preparing compliance reports- Solaris Next Gen (SF Business Intelligence Platform) planning according to new Sanofi zentiva structure and continuous optimization of dashboards- SA & Zentiva reporting tools capability and needs assessment- Maintaining solaris processes in coordination with country IS department- Creation of questionnaires for FBT (Fact Based Targeting) and planning implementations for all promoted products- Curve and Grid studies after FBT, finalize customer segmentation proposals- Monthly ETMS Analysis for all sales lines- SF territory alignments for all reps and integrating them to ETMS system- Managing relationship with Cegedim regarding technical details and payments as well as planning yearly ETMS budget- Resource allocation analysis, Call plan&FTE studies - Line, District and Rep based Territory Alignments- Training design and workshop preparations contribution to DM trainings- ETMS and Solaris training for new comers Show less

• Medical Representative

  • Dec 2002 - Dec 2008

  Followed representative and sales responsibilities of the products of “Actonel and Arava” “Arava Specific”, “Solian and Depakin” in total 10 province while on duty as Medical Representative on Sanofi with 3 different sales team.