Sales and Marketing (Sales and Marketing)

Strategic
For 5 Therapeutic divisions:
Critical Care – Renal and Oncology
Pain – Analgesics and Surgery
Cardiovascular
Neuropsychiatry
Respiratory

• Assist in the production of annual strategic marketing plan per therapeutic area
• Monitor and understand competitor actions, products/services and marketing strategies
• Contribute to company’s global strategic planning by sharing knowledge of relevant market(s) as needed
• Suggest portfolio actions driven by market and client insights, product life cycle management, and related data.
• Suggest new products for the company through the collaboration in other professionals inside pharma and other parts of the company.
• Work collaboratively with personnel involved in joint activities across marketing to identify synergistic opportunities.

Operational

• Defining content, timing, channel(s), and targets for marketing campaigns supporting specific portfolio area
• Work with cross functional team to define metrics for assessing product performance and monitoring of results (from data and analytics provided by execution team)
• Lead creation of sales training materials as needed
• With guidance from Associate Director, work with scientific thought leaders (both internal and external) to continually assess market for new product opportunities (new products/services, new uses of existing products/services) and develop appropriate business cases
• Participate in regular operational meetings (SIOP, marketing/science meetings, etc.) and contribute appropriate content to MBR and LT meetings.
• Work with content, execution, and digital team to coordinate campaign execution, material design/creation, website updates, marketing analytics, event/conference presence, etc.
• Define and execute market research as needed to drive marketing efforts. 

Other duties as assigned

• For Product Portfolio Area
• Product development and management
• Promotion
• Market intel and strategic direction
• Outside Product Portfolio area
• Enterprise wide Projects

Customer facing

• Visit customers to get their input and insights regarding our products/services, our competitors, market trends and needs, etc.
• Contribute input to RFPs/Tenders as needed
• Develop key opinion leaders and attend trade shows for assigned products/services

Achievements
2016 Launch of ZAC – the pain Hero
Drove Tramazac Co to market leader in opioid market
Achieved 40% ms
Achieved 60 Mn ZAR aspiration in 2016

2017 Successfully launched 5 therapeutic divisions
Cardiocare
Neurocare
Respicare
Procare
Criticare

2016 Chairman appraisal for implementation and execution excellence
2015 developed integrated marketing team to propel organization to new heights
Organization achieved 30 months of 105% budget
Implemented focus on Rx drive over pure commercial dealing
2017 changed the landscape in the S2 antihistamine market by obtaining no 2 position within Desloratadine molecule ahead of innovator and clone
2017 Metformin achieved MDC status as million dollar brand

Previous Position Held

(April 2014 – April 2015): Ariany Africa Marketing– Shareholder
Fully fledged marketing company offering strategy, Procurement, Distribution, Implementation, Execution, in-store merchandising

• Responsible for timeous development of strategies for all HCP's according to Marketing Brand Plans across all categories. Categories: Respiratory, GIT, VMS, Pain, Derma and Allergy
• Development of HCP marketing material for focus brands
• Identifying and Business Development of Key Opinion Leaders
• Round Table discussions with KOL's quarterly
• Role-out of HCP strategies across Sales Team and Detail Teams
• In-field coaching and roleplays with Reps
• Managing of Detail Team - Baobab Healthcare
• Facilitating of Pharmacy Trainings
• Identifying and Facilitation of Medical Congresses, Sales Conferences 
• Responsible for the development of Rep Tests, Sales and Detail
• Training of Sales and Marketing Divisions 
• Evaluation of Sales Promotions
• Brand Management of Flora-Balance and re-launch of HYDRAssist new formulation
• Responsible for key Product launches: Coloxyl and Future

Category Manager Consumer
2012 June – 2013 May

• The growth and development of Commercial Managers 
• Managing the Commercial Managers responsible for developing and implementing the strategy for the therapeutic areas: GIT
• Development of of both Category and Brand Strategy Plans for short term and long term
• Responsible for setting and achievement of Sales Budgets (Sales / Forecasting / Pricing) 
• Annually compiling Advertising and Promotional budgets and monitoring spend initiatives, managing and taking responsibility in line with company policy 
• Monitoring and implementation of initiatives to improve product and/or brand Margins / Pricing / Sales & Sales Performance 
• Sign off authority for all marketing spend and advertising for managers reporting in 
• Budgeting for allocated portfolio and general management of stock availability. 
• Regular in-field work with the Detail and Direct sales teams as well as with Key Account Customers and Key Opinion leaders 
• Evaluate Forecast – Plan short term and long term goals 
• Monitor stock availability and demand management according to Forecast 
• Action changes / discrepancies with appropriate departments 
• Ensure CMs monitor deliveries / handle queries / late deliveries and report regularly to Sales team 
• Attending of conferences and congresses pertaining to the specific focus area. 
• New Product Development and launches
• Pricing, market research, advertising & promotions / give aways.

• Products Launched: Sinupret, Enteron, Bronchipret, Canephron
• Responsible for managing various product portfolios in terms of stock, marketing, profitability
• Training of Detail and Sales Representatives
• Sales Targets: Responsible for achieving National Product Sales targets in line with company policy
• Profit Margins: Achieve the actual GP in line with budget GP for top and bottom line
• Advertising and Promotion: Manage the A&P budget to achieve company profit
• Marketing Strategy: Development of effective sales and marketing plans in line with company strategy and market trends to create awareness and movement of products
• Market Analysis: Therapeutic and Molecular analysis in order to identify areas of interest and new business
• Field Work: Work with Representatives and Wholesalers in order to establish that the marketing message and ideals system is being conveyed and implemented accurately. To identify possible areas of concern and take corrective measures in line with company policy
• Responsible for timorous and constructive planners, action plans and presentations in order to communicate the marketing strategy for the Representatives and RSMs to adhere to.
• Update and maintain weekly stock report in order to inform the RSMs of stock availability
• Responsible for design, layout and content of the quarterly newsletters in order to promote the company and achieve self awareness within the industry
• Responsible for in house design elements with the purpose of reducing and saving market spend and company time.
• Launching of new products

Achievements
6% Market Share within sinusitis market in first year of launch of Sinupret
Top seller in SA new product market for 2011

Products: Lp299v, Gyna Guard, Probiflora Range, Bestum, Viral Guard, Arthroguard
As Sales Manager - Specialist Division - Inland (June 2009 to January 2010):

• Responsible for a budget of R14.5 Million.
• Managing a team of 7 detailing and Direct Sales Representatives.
• Detailing Opinion Leaders nationally.
• Preparing action plans and schedules to identify specific targets and to project the number of contacts to be made.
• Following up on new leads and referrals resulting from field activity.
• Identifying sales prospects and contact these and other accounts as assigned.
• Preparing presentations, proposals and sales contracts.
• Developing and maintaining sales materials and current product knowledge.
• Establish and maintain current and potential client relationships.
• Preparing paperwork to activate and maintain contract services.
• Managing account services through quality checks and other follow-ups.
• Identifying and resolving client concerns.
• Preparing a variety of status reports, including activity, closings, follow-up and 
• adherence to goals.
• Communicating new product and service opportunities, special developments, information or feedback gathered through field activity to appropriate company staff.
• Coordinating company staff to accomplish the work required to close sales.
• Relevant training sessions with sales staff.
• Arranging appointments with doctors, pharmacists and hospital medical teams.
• Presenting to Doctors, Practice Staff and Nurses in Specialist Practices, General Practices, Hospital Doctors and Pharmacies in the retail sector.
• Organizing conferences for Doctors and other medical staff.
• Building and maintaining positive working relationships with medical staff and receptionists
• Budget management.
• Database management.
• Planning work schedules, weekly, monthly and yearly timetables.
• Keeping up with the latest clinical data supplied by the company and interpreting, presenting and discussing data with health professionals during calls.
• Monitoring competitor activity and competitors’ products.
• Keeping informed of new developments in the field, anticipating potential negative and positive impacts on the business and adapting strategies accordingly
• Developing strategies for increasing opportunities to meet and talk to contacts in the medical and healthcare sector.
• Staying informed about the activities of health services in a particular area.
• Planning to approach clients and creating effective business plans for making sales in a particular area.
• Implementing and continually using SPIN selling skills during sales calls

As Specialist Representative (September 2008 to Jan 2009):
Detailing to GPs, Physicians, Specialists (Gynecologists’, Pediatricians, Surgeons and Gastroenterologists).
Area: Vaal Triangle. Country trip to North West Province, Nelspruit and Bloemfontein.
Product Portfolio: Whole range of company’s products 

Products: Yasmin, Angelique, Mirena, Nur-Isterate, Nova-T
Ethical marketing of products.
Launching of new products - Yasminelle.
Consumer assistance

• Handling consumer complaints.
• Sales strategies and presentations.
• Sourcing of Promotional Material as marketing aids for products.
• Budgeting and Business Growth proposals.
• Product performance and sales statistics.
• Doctor detailing with the sales force.
• Hosting of Doctor/Medical professional information sessions.
• Provision of drug interactions and up to date trials and information research to sales teams.
• Design and layout of Doctor detailing aids for Sales Force
• Research and development approval on Marketing Aids. 
• Setting of Sales Call Rates for Medical Professionals.
• Stock level control with Pharmaceutical Wholesalers

(2005 Jan to 2005 May): – Schering: Detail Representative
Detailing to GPs, IHD, Gynecologists’ and Pharmacies.
Area: East Rand and Vaal Triangle.
Products: Womens Health

(Jan 2004 to April 2005): Discovery Health Marketing Recognition Manager

• Monitoring of Discovery Health Business Consultants (bout 3500 nationwide.)
• Tracking of sales performance of Discovery Consultants and Regional Offices.
• Sales and motivational strategy sessions.
• Sales growth presentations at National Conferences.
• Launching of Discovery Business Consultant competitions nationally.
• Constructing and compiling monthly sales and performance reports.
• Media interaction and statements