Faizan Ahmed

Responsible for Managing & Oversee All the Sales Intermediaries related activities for Emerging Markets with estimated business of $2B, following are some of the key responsibilities:

• To develop/define with cross functional commercial teams the best practice strategies and insights, to improve consumer and customer access
• Define, Oversee & periodically update EM and JANZ SI Governance in coordination with EM LT and Cross Functional SI Management Team.
• Lead all the RFI/RFP (Competitive Bidding Processes) when comes to Appointments or Commercial Terms Change with existing/new partners.
• Prepare, analyze, and manage operations through statistical analysis of activities like Go-To Market Model, Alliance Model, Consolidation, Pay for Performance or Gross to NET etc.
• Own the SI Contract repository in sharepoint that provide one-stop shop for all the legal SI agreements negotiation support and compliance
• Support EM and JANZ Management Team to conduct the necessary data gathering/market analysis to develop/Design Commercial Policy
  Guidance.
• Developed and implemented performance improvement strategies and plans to promote continuous improvement
• Set Tailor made KPI's Matrix based on the nature of contract and territory for SI, in collaboration with Cross Functional Team
• Arrange Trainings/Workshops for Commercial/Cross Functional Team whenever new Processes or Governance get in place related to SI.
• Provide high level and actionable presentations to leadership team that support decision making
• Collaborate with external consultants like Roland Berger, PWC etc. to get OUTSIDE-IN view that that supports projects like: Distributor Benchmarking, Partnership Summits, KPI monitoring tools, RFI/RFP Automations etc.

Worked in matrix management environment with oversight of division level managers, operations, sales, finance, human resources, safety and compliance.

Distributor Management
• Help all Franchises to set Financial Targets for the Distributor all across ME & Asia
• Responsible for collecting the In-Market Sales from all ME and Asia Distributors and run Analysis to support Franchise for better decision making
• Support Finance and all Franchise to design Rebate Model and do simulations accordingly
• Design/Consolidate Monthly Business Review Decks for Alcon/Distributor Meetings

Contract Management:
• Lead the CRF (Contract Request Files) Process, that include renewal of existing Distributor Contracts, Termination of any existing Contract, Direct Sales Agreement
• Single Point of Contact between Commercial, Legal Compliance, Regulatory & Quality team to ensure complete end to end transparency and proper documentation in place while drafting contracts
• Involve in Distributor Due Diligence Process & Credit Management
• Close and Timely cooperation with GEMCO operations manager and Data Management Team to Ensure Zero business interruption

Pricing Lead
Responsible to assess the Middle East & Asia Pricing Framework for each of the Business, Countries and Distributors. Drives the Pricing strategy align with GEMCO
and ME & Asia particularities

Business Reviews :
• Support all the Functions in ME and Asia to Build Monthly Business Review Presentations enlighten the IMS and TMS Performance

Commercial Excellence Support:
• Be responsible for helping the Business to develop Incentive Plan with the guidance received from GEM/Internal Commex Team
• Calculating Incentives for all Alcon Sales Force Quarterly
• Provide support to GEM Commercial Excellence team whenever required

• Responsible for Financial Sales Forecasting and Budgeting for a $60mio Business spread over 13 countries in Middle East by updating, maintaining and dispatch Sales Forecast in line with schedule
• Involvement in the business development processes and assisting in partner negotiations with help of cross functional communication between Finance,Commercial and Supply chain team
• Analyze Sales Performance in light of sales goals, and identify areas of weakness in the organization that can address to improve sales
• Close follow-up with Customer Service in Switzerland in order for smooth deliveries of orders
• Responsible for pricing and pricing framework in Surgical Business for the entire Middle East
• Assist the local SFE and BUH to do the targeting and segmentation, by performing deep in-market sales analysis at account level
• Preparing Presentations and Business Latest Outlook for all Business Reviews, Strat plan, Budget and Target settings
• Involved in end to end Incentive TGT setting and calculation of Quarterly Incentives for entire Middle East Sales force team
• Help the marketing team to organize any promotional or international activities, congresses, medical events and cycle meeting etc
• Demand Planning
• Analyze sales and price levels for the assigned portfolio
• Monitor market evolution and market share data