Hi, I’m
Ahmed M. Kamel Eladawi
Dubai,UAE
Summary
Driven individual with exceptional leadership and strategic planning abilities who excels in fostering team collaboration and financial analysis. Demonstrates proficiency in managing complex projects and building strong client relationships. Ready to contribute to growth and success of company in [Desired Position] role.
Results-driven, ambitious and competitive business leader focused on transformative leadership and continuous improvement to drive growth and maximise profits. Tenacious executive ready to take on challenging role, meet goals and surpass expectations.
Customer-oriented [Job Title] with strong history of leading high-performance teams to meet or exceed objectives. Dedicated and hardworking with internal drive to deliver excellence. Tactical team builder with strong background in training and team development.
Overview
22
years of professional experience
5
years of post-secondary education
1
Certification
Work history
OrganonDubai, UAE
AVP Global Market Access and Pricing and Trade
2022.03 - Current (4 education.years_Label & 3 education.months_Label)
Job overview
- Lead global strategy for market access and pricing for the General Medicines and Established Brands portfolio, shaping pricing corridors, access strategies, and payer engagement across key markets.
- Drive initiatives to optimize revenue, profitability, and access through value-based pricing, HTA strategy, and lifecycle management across the portfolio.
- Head the Global Commercial Trade Channels Center of Excellence, defining strategy for retail pharmacy, distributors, tenders, and key trade partners worldwide.
- Lead global programs to improve gross-to-net performance, trade spend governance, and working capital (DSO) across markets.
- Develop global frameworks for channel strategy, distributor management, tender excellence, and commercial policy, enabling stronger country execution.
- Partner cross-functionally with commercial, finance, supply chain, policy, and market access teams to strengthen pricing governance and commercial execution globally.
- Oversee initiatives to enhance supply visibility and mitigate parallel trade risks through the EIIMS (Enhanced Inventory & Integrated Management System) program.
OrganonDubai , UAE
Executive Director Global Commercial Trade Channel
2021.02 - 2022.02 (1 education.year_Label)
Job overview
- Lead the Global Commercial Trade Channels Center of Excellence, shaping strategy and capabilities across retail pharmacy, distributors, and key trade partners worldwide.
- Drive the commercial trifecta of revenue growth, profitability (gross-to-net optimization), and cash (working capital & DSO improvement) across markets.
- Develop global frameworks for trade strategy, channel management, tender excellence, and commercial policy, enabling countries to optimize channel performance and market access.
- Partner with regional and country teams to strengthen key account management, distributor models, and trade spend governance across multiple markets.
- Lead cross-functional initiatives with finance, market access, pricing, and supply chain to improve commercial execution and financial performance.
- Drive global analytics and insights to support pricing strategy, contract optimization, and channel performance improvement.
- Lead the EIIMS (Enhanced Inventory & Integrated Management System) program to improve visibility and control of product flows, mitigate parallel trade risks, and protect pricing corridors and supply allocation across markets.
Merck Sharp and DohmeDubai , UAE
Executive Director Global Commercial Trade Channel
2020.08 - 2021.02 (6 education.months_Label)
Job overview
- Lead the Global Commercial Trade Channels Center of Excellence, shaping strategy and capabilities across retail pharmacy, distributors, and key trade partners worldwide.
- Drive the commercial trifecta of revenue growth, profitability (gross-to-net optimization), and cash (working capital & DSO improvement) across markets.
- Develop global frameworks for trade strategy, channel management, tender excellence, and commercial policy, enabling countries to optimize performance and market access.
- Partner with regional and country teams to strengthen key account management, trade spend governance, and distributor models across multiple markets.
- Lead cross-functional initiatives with finance, market access, pricing, and supply chain to enhance commercial execution and financial performance.
- Deliver global analytics and insights to support pricing strategy, contract optimization, and channel performance improvement.
GCC (Gulf and Saudi Arabia)
Regional Director, Head of GCC Commercial Operation and strategic alliances
2017.11 - 2026.03 (8 education.years_Label & 4 education.months_Label)
Job overview
- Alliance Operations: Develop strong relation and engagement with strategic partners, manage performance, set and monitor KPI and analytics to drive operational and financial performance , ensure proper governance and adherence to contractual agreements.
- Distributor Operations: Ensure proper engagement with MSD distributors in GCC markets and set a commercial plan to drive Financial , operational and working capital efficiencies.
- Point of Sales (CTC ) Operations: Articulate a clear strategy for the market that is focusing on capturing trade opportunities with clear operational & financial KPIs, supporting in market access and sales especially in top accounts, leading CTC (KAM) organization, Implementation of structured commercial processes to develop business in different trade channels and customers and expand partnerships.
- Payers (PHI) Operation: Develop a strategy for engaging and leveraging private health insurance (PHI) network to expand access.
- Financials: Responsible for effectiveness & efficiency of commercial terms to maximize MSD business by driving topline and bottom-line growth , Establish analytics procedure that evaluates, quantifies, identifies and prioritizes revenue growth opportunities utilizing external & internal data resources and based on solid research data. ensuring proper governance and SOPs in place.
Emerging Markets
Commercial Strategy (Gross to Net) and Commercial Policy Regional Lead
2016.10 - 2017.10 (1 education.year_Label)
Job overview
- Financial :
- Leading the Gross to Net restructuring strategy for Emerging Markets to support an EM scorecard financial & operational objectives.
- Operational :
- Establish the commercial policy document submission cycle for Emerging Markets regions.
- Implementation of 4 commercial processes (Hospitals and pharmacy chains in Saudi Arabia , Pharmacy Chains in Mexico and indpendent pharmacies in Egypt)
- Develop a commercial business review deck for Emerging Markets to drive a more structured country and regional reviews on commercial area.
- Innovation :
- Establish an online analytics tool for tracking gross to net in International markets.
- YTD Achievements:
- Financial (G2N): Delivered bottomline impact of $ 9.5 mio driven from gross to net and commercial process work In assigned markets & overall of > $ 100 M over Emerging Markets level.
- Commercial Policy Document: Guided EM Markets across the 3 regions to close the operational gaps identified in the first submission cycle and completed the local approvals in all markets.
- Commercial processes implementation: Completed successfully the fundamental steps in the implementation of the commercial processes in Saudi, Mexico and Egypt.
- Developed the EM commercial business review deck and currently in the roll out planning stage.
- Other Milestones :
- Provided support to GFAP (Global Finance Acceleration Program) finance team on their Gross to Net project.
Emerging Markets
Associate Director – Commercial Trade Channels
2015.09 - 2016.09 (1 education.year_Label)
Job overview
- Financial :
- Deliver a financial bottomline impact of $ 3 mio driven from Gross to Net and commercial process work in my assigned markets – Thailand , Russia , EM , Saudi Arabia and Egypt.
- Operational :
- Support the development of a new Pan Emerging markets CTC strategy.
- Support the design and execution of the commercial process (New CTC Strategy) in pilot markets Russia & Thailand.
- Roll out CTC Operational standards / Workstreams across Emerging markets.
- Development of an Emerging Markets commercial policy document.
- MSD Direct commercial IT platform support across Emerging markets.
- Support implementation of Distributor KPI and assesment projects.
- Achievements:
- Delivered a bottomline financial impact of $ 3.6 mio driven from gross to net and commercial process work in my assigned markets.
- Pan EM CTC strategy has been successfully developed for chains and independent pharmacies / clinics and piloted in EM.
- Supported the design and launch of the 2 commercial processes in the pilot markets Russia (Pharmacy chains) and Thailand (Independent pharmacies).
- Developed and rolled out the EM Commercial policy document in Emerging markets.
- Rolled out the CTC work streams to all EM CTC community.
- Supported the execution of distributor KPI project in Saudi Arabia with Bottomline impact of $ 1 mio driven from improved sales fulfilment in top accounts.
- Conducted full distributor assesment to support Iraq and EEMENA leadership team select the best distributors in the country to support the strategic business objectives in Iraq (improve retail distribution capabilities, externalization & Tender support).
- Other Milestones :
- Supported the development of commercial terms content for KAM learning and development (global training deck).
Saudi Arabia
Associate Director – Distributors Lead (MSD)
2015.04 - 2015.08 (4 education.months_Label)
Job overview
- Management and central coordination of all distributor related activities (In /To market) including supply, inventory management, and alignment with sales force to support & drive revenue growth.
- Managing MSD Distributors Performance –SPC,NBC &TAMER through setting KPIs to support proper distribution of MSD brands and maximize reach.
- Building a sustained strategic partnership with all our distributors and ensure they are peperoly engaged with MSD.
- Align with relevant cross functions to provide rapid solutions to rolling issues.
Saudi Arabia
Associate Director –Business Development and Strategic Alliances (MSD)
2014.07 - 2015.03 (8 education.months_Label)
Job overview
- Support to Formulate an overall Alliance strategy in conjunction with company directors to maximize revenues.
- Align and Liaise with other company functions necessary to perform duties and aid business and organisational development.
- Perform market research ; competitor and customer analysis to identify best strategic partner fitting with the company business development Goals.
- Build an implementation plan with short and long terms monitors & KPIs for company strategic partners performance.
- Act as liason between the strategic partners and the company for all Key issues between the both partners .
- Ensure that MSD and partners understand MSD strategic objectives and implement the agreed on actions and activities from the business development agreement
- Ensure that MSD provide its strategic partners with the right support and resources to perform agreed on activities and that they are properly engaged with MSD.
- Support to reach sound and collaborative solutions to ensure smooth and efficient implementation and performance.
- Achievements:
- Successfully kicked off the execution of MSD Third Party Promotion agreement with its strategic partner TAMER after providing all needed support (Trainings , promotion resources ,Targets , strategy ,key performance indicators, review calendar etc), closing With 30% Growth.
- Building strong alliance management platform to support MSD Co-Marketing agreement with its strategic partner SPIMACO to ensure better coordination of all activities & support project strategic objectives; project achieved 140% growth.
Saudi Arabia
Commercial Trade Channel Marketing Manager at Merck sharp and Dohme (MSD)
2013.10 - 2014.06 (8 education.months_Label)
Job overview
- Managing MSD Distributors Performance –SPC,NBC &TAMER through setting KPIs to support proper distribution of MSD brands and maximize reach.
- Responsible and central coordinator for all pharmacy related marketing and commercial activities, budget management, Pharmacy Profiling ; segmentation and targeting , activity planning and monitoring, activities process management, alignment with brand teams (Positioning ; Key message ; Pharmacy Materials …etc) and pharmacy accounts and implementation of activities on time with agreed norms and standards.
- Maintain a complete database of all planned & implemented activities per brand per pharmacy .
- Create educational and commercial annual campaign plan.
- In-Markets analytics - Identify and monitor competitors and market conditions or changes in the industry that may affect sales.
- Leading CTC Business Projects/Initiatives (CTC Call Center ; CTC 247 ; RABEH Project).
- Saudi Arabia Admistrator for the CTC Plateform - MSD Direct application.
- Achievements:
- Saudi was selected as role model example for Country for distributor management & Successful implementation of distributors KPI project in Emerging markets.
- Developing First Country segmentation and targeting exercise for Pharmacy Accounts which supported the distributor management and business improvement.
- Pilot country for Rabeh saving program (Commercial Tiers) across the EEMEA.
Saudi Arabia
Sales Manager at Merck sharp and Dohme (MSD) Pharmaceutical Company
2011.01 - 2013.09 (2 education.years_Label & 8 education.months_Label)
Job overview
- Managing diversified business unit portfolio in the western region to drive revenue growth. (Optha/Specialty/Derma franchise).
- Leading a team of 11 Professional sales representatives to achieve sales goals.
- Management of key accounts to drive revenue growth of diversified brands.
- Development and implementation of integrated business plans and growth strategies for the portfolio in the western region.
- Coach, motivate, develop and evaluate individual and team performance.
- Ensure efficient resource allocation and conducting ROI to ensure proper investment decisions are taken.
- Achievements:
- 2011: Achieving total portfolio territory growth of 20 %; which represents +1% vs. Budget.
- Rated significantly above objective for 2011 overall performance.
- 2012: Achieving total portfolio growth of 17% which represents +3% vs. Budget.
- Rated Significantly Above objective for 2012 overall performance.
- 2013: Achieving total portfolio growth of 18% which represents 0% vs. Budget.
- Rated on objective for 2013 overall performance.
Diabetes Team
Senior Professional Sales Representative at Merck Sharp and Dohme
2010.01 - 2010.12 (11 education.months_Label)
Job overview
- Launching Januvia (Oral Anti Diabetic) in Jeddah main city covering private; institution and MOH sectors.
- Ensure formulary inclusion and retention of Januvia in all assigned outlets.
- Communicating product key messages as per the marketing strategy to customers.
- Establishing the new class of DDP-4 inhibitors and develop product advocates.
- Accelerating product growth in all accounts to increase patient base.
- Achievements:
- Inclusion of Januvia in all my assigned outlets.
- Successfully establishing the new Class of DPP-4 inhibitors concept in my assigned territory.
- Outmaneuvering in-class competition and Retaining Januvia as the only DDP-4 inhibitor in all major accounts.
- Positioning Januvia as a market leader in DPP4 –Inhibitors market in my assigned accounts.
- Achieving the highest market share hospital territory in the kingdom (HT3) 33%.
- Closing the year with +4 % vs. plan.
- Rated significantly above objective for 2010.
Bone team
Senior Professional Sales Representative at Merck Sharp and Dohme
2005.07 - 2009.12 (4 education.years_Label & 5 education.months_Label)
Job overview
- Promoting Arcoxia (NSAID) and Fosamax (Antiresorptive for Osteoporosis treatment) in Jeddah Hospital territory.
- Arcoxia : (2005 , 2006 , 2009 ) :
- Re launching Arcoxia in Jeddah main city Hospitals.
- Reinclusion and retention of Arcoxia in all assigned accounts formulary lists.
- Communicating product key messages as per the marketing strategy.
- Accelerating product growth to fulfill communicated plan.
- Fosamax:
- Retention of Fosamax in all assigned accounts formulary lists.
- Achievements:
- Maintaining the leadership position of Fosamax in all accounts
- Outmaneuvering competition and generics penetration.
- Communicating product key messages as per the marketing strategy.
- Arcoxia:
- Successfully re including Arcoxia in all my assigned outlets and capturing the leadership position value wise in major accounts.
- Achieving highest market share in hospital territory (23%) in 2006.
- Team Best Achiever for 2005 with +15% above plan and 100% growth vs. prior and 2006 with +5% vs. plan and 80% vs. prior.
- 2009: Inclusion of Arcoxia in Erfan Hospital (One of the biggest private centers in western region) for the first time since the product launch and closing the year with +5% vs. target.
- Fosamax:
- Successfully maintaining the leadership position of Fosamax in all assigned accounts
- Retention of Fosamax as the only Bisphosphonate on the formulary lists of all major accounts.
- Team best achiever for 2007 closing the year on plan with 30 % growth vs. prior.
Novo NordiskCairo
Medical Representative
2004.11 - 2005.06 (7 education.months_Label)
Job overview
- Detailing and Promoting Novonorm (Oral anti diabetic).
Community pharmacyCairo
Pharmacist
2004.07 - 2004.10 (3 education.months_Label)
Job overview
- Dispensing Pharmaceuticals
- Patient counselling.
Education
University of Cambridge KippUK
MBA from Marketing
Ain Shams University
Bachelor Degree from Pharmaceutical Science and Clinical Pharmacy
1999.09 - 2004.07 (4 education.years_Label & 10 education.months_Label)
University overview
- Faculty of pharmacy
- GPA: Excellent with Honor
High school from English Language School
Skills
- Arabic : Mother tongue
- English: Excellent command both written and spoken – ILTS Score of 7
- French: Fair
- Excellent user for Microsoft Windows, Excel, Word, Power point and Internet
Certification
- Certified PMP (Project Management Professional) from PMI; USA.
- Certified Six Sigma Green Belt from AIQM - ASCB accredited; UK
- Certified Merck Customer and Brand Marketing, MSD
Language and computer skills
Arabic : Mother tongue
English: Excellent command both written and spoken – ILTS Score of 7
French: Fair
References
Available upon request
Affiliations
- Boxing, Motorcycle Riding and Traveling
Personal Information
- Date of birth : 4th December 1981
- Nationality : Egyptian
- Military status: Exempted
- Marital status: Married
- Adaptable, responsible, self motivated, good problem solving skills, energetic, goal driven, organized, Proactive & self-starter, flexible, innovative & Strategic thinker, team working skills, strong communication & leadership skills, Ability to work under pressure ; Fast learner.
Timeline
AVP Global Market Access and Pricing and Trade
Organon
2022.03 - Current (4 education.years_Label & 3 education.months_Label)
Executive Director Global Commercial Trade Channel
Organon
2021.02 - 2022.02 (1 education.year_Label)
Executive Director Global Commercial Trade Channel
Merck Sharp and Dohme
2020.08 - 2021.02 (6 education.months_Label)
Regional Director, Head of GCC Commercial Operation and strategic alliances
GCC (Gulf and Saudi Arabia)
2017.11 - 2026.03 (8 education.years_Label & 4 education.months_Label)
Commercial Strategy (Gross to Net) and Commercial Policy Regional Lead
Emerging Markets
2016.10 - 2017.10 (1 education.year_Label)
Associate Director – Commercial Trade Channels
Emerging Markets
2015.09 - 2016.09 (1 education.year_Label)
Associate Director – Distributors Lead (MSD)
Saudi Arabia
2015.04 - 2015.08 (4 education.months_Label)
Associate Director –Business Development and Strategic Alliances (MSD)
Saudi Arabia
2014.07 - 2015.03 (8 education.months_Label)
Commercial Trade Channel Marketing Manager at Merck sharp and Dohme (MSD)
Saudi Arabia
2013.10 - 2014.06 (8 education.months_Label)
Sales Manager at Merck sharp and Dohme (MSD) Pharmaceutical Company
Saudi Arabia
2011.01 - 2013.09 (2 education.years_Label & 8 education.months_Label)
Senior Professional Sales Representative at Merck Sharp and Dohme
Diabetes Team
2010.01 - 2010.12 (11 education.months_Label)
Senior Professional Sales Representative at Merck Sharp and Dohme
Bone team
2005.07 - 2009.12 (4 education.years_Label & 5 education.months_Label)
Medical Representative
Novo Nordisk
2004.11 - 2005.06 (7 education.months_Label)
Pharmacist
Community pharmacy
2004.07 - 2004.10 (3 education.months_Label)
Ain Shams University
Bachelor Degree from Pharmaceutical Science and Clinical Pharmacy
1999.09 - 2004.07 (4 education.years_Label & 10 education.months_Label)
High school from English Language School
University of Cambridge Kipp
MBA from Marketing