Hi, I’m
Farhan Sahawneh
Dubai,UAE
Summary
Experienced Market Access Manager with over 14 years of experience in pharma companies. Excellent reputation for resolving problems and improving business outcomes.
Overview
15
years of professional experience
7
years of post-secondary education
Work history
SanofiDubai, UAE
Immunology Market Access Manager
01.2022 - Current
Job overview
- Prepare and manage submissions of Sanofi products in national, regional, and local formularies.
- Develop and deliver strategic and operational Market Access plans.
- Continuously expand knowledge of the market and monitor healthcare system evolution.
- Utilize efficiently medical and epidemiological data to prepare a negotiation strategy with the various stakeholders.
- Working on evidence-generation activities to support the value proposition of the products and answer local payers` requirements.
- Economic evaluations, outcome studies, and epidemiology.
- Involving in studies and projects that can arise from the request and/or collaboration with clinical or nonclinical stakeholders.
- Effectively convey and tailor value communication tools: payer value story, key messages, Q&A, etc.
- Lead and support negotiations with local authorities regarding pricing proposals to achieve recommended price level.
- Lead Patient Affordability Program and Managed Entry Agreements with internal and external stakeholders.
- Engage with Health Authorities and Private Insurance companies to enhance the value proposition of our products and assure the reimbursement process.
- Track and follow up on the impact of pricing decisions and continuously adjust to maximize the business opportunity.
- Coordinate execution of access plan and ensure successful implementation of launch strategies for new products and maintenance of optimal access conditions for established brands.
- Create market access plans to provide value for patients and business.
- Provide recommendations for pricing and reimbursement agreements.
- Establish and maintain effective business relationships with relevant stakeholders.
- Drive robust key stakeholder management and relationship to achieve business success.
- Tailor and implement effective payer value proposition communication following local requirements and Global Guidance.
- Provide local insights for maximization of formulary inclusion and optimal pricing for tender Submissions.
- Identify opportunities to maximize business growth across indications.
- Support developing innovative access schemes or partnerships with payers to reach new patient segments.
- Advise leadership team with realistic pricing and access risk & opportunity assessments to inform commercial strategies, including access timelines in different funding channels.
- Solid understanding of GULF market dynamics, operations, competition, and KOLs in immunology and biologics fields.
- Stakeholders` mapping at the national, regional, and local levels.
- Ensure end-to-end patient solutions driven by accurate patient journey mapping and patient needs.
- Cross-functional collaboration with Medical, Commercial, and Marketing, to understand the need and provide support to achieve access and/or mitigate access blocks.
SanofiDubai, UAE
Interim Pricing Market Access Manager
11.2020 - 01.2022
Job overview
- Preparation of pricing requests for the T&P committee.
- Preparation of pricing certificates and submission to the regulatory team.
- Update and analyze of pricing dashboard.
- Tariff database knowledge and verification.
- Validate and understand the new pricing policies across the gulf.
- Development of strategic and analytical pricing skills.
- Development of cross-functional collaboration (regulatory, medical, commercial, and Global pricing teams).
- Worked with an external business partner to adapt the BI global model of Multiple Myeloma to the KSA market.
- Identified dynamics in pricing regulations across Health Authorities.
SanofiAbu Dhabi
Neurology Key Account Manager
07.2016 - 01.2022
Job overview
- Crafted detailed sales reports, outlining key metrics to enhance strategic business decision-making.
- Set targets per unit & patients numbers
- Drived business growth within specified sales territories through strategic and tactical solution implementation.
- Identified expansion opportunities, developed existing product ranges, and increased stockists to drive sales.
- Developed and sustained critical partnerships with clients, continuously demonstrating value to ensure high rates of satisfaction.
- Employed exceptional rapport-building skills to nurture key relationships.
- Maintained advanced product and industry trend knowledge, performing regular market research to enhance company offerings.
- Provided first-class client services, from onboarding to daily account management.
- Determined the strategic direction of the organization based on industry knowledge and market research.
- Collaborated with cross-company departments, developing new strategies to capitalize on emerging customer trends.
- Enforced service standards to maintain an established reputation for excellence.
- Managed stock within a set minimum and maximum levels to serve customers without over-extending finances.
- Created seasonal sales plans with varying stock and promotional strategies.
- Established clear budgets with sound controls to keep the business operating with optimum finances.
- Monitored competitor activities, responding creatively to maintain relevancy and competitive edge.
- Pursued new business opportunities by forging strong networks and contacting potential buyers.
- Analyzed consumer data to predict future purchasing trends for informed decision-making.
- Negotiated buying conditions and sales contracts to secure lucrative deals.
- Adaptation for CEA & BI global models of MS to the Gulf area.
SanofiDubai, UAE
Interim Hematology Market Access Manager
11.2018 - 07.2019
Job overview
- Implemented brand access strategies and plans for the Hematology area.
- Mapping the external environment from payers, providers, and key decision makers in funding, reimbursement, access, and coverage of Hematology medications within the Gulf.
- Guided, coordinated, planned, structured, and prioritized the broad area of market access activities, to design and implement market access readiness plans whilst driving cross-functional teamwork.
- Implemented the action plan based on changes in healthcare trends & politics & their impact on business and lead the implementation of the access plan.
- Developed value proposition material tailored to the needs of the markets.
- Provided economic models and design health economics arguments to support the value story of brands and convey to the external payers as needed.
- Initiated price approval requests in alignment with the brand team to support any price change request in the affiliate.
Algorithm Pharmaceuticals (Biologix)Abu Dhabi
Neurology Senior product specialist
01.2016 - 07.2016
Job overview
- Improved sales through thorough staff product training.
- Presented detailed product presentations and demonstrations.
- Leveraged market and competitor data to identify market opportunities and gaps.
- Developed targeted advice for decision-makers on how best to build awareness.
- Monitored consumer trends and accurately interpreted meaning to predict future changes.
- Set targets per unit & patient numbers and ensured achieving them.
- Set forecast for each account and assure stock availability, levels & delivery on time.
- Developed tracking sheets for the team to simplify the tracking procedure.
- Negotiated and manage contracts & quantities with suppliers & accounts.
- Launched and introduced new products in the portfolio, like Tecfidera.
- Trained and mentored 2 newcomers to our team.
Algorithm Pharmaceuticals (Biologix)Abu Dhabi, UAE
Neurology Product Specialist
09.2013 - 01.2016
Job overview
- Presented detailed product presentations and demonstrations.
- Improved sales through thorough staff product training.
- Kept updated database with relevant documentation and reports.
- Increased market share for backbone products in the MS line (Avonex and Fampyra).
- Assured smooth launch of the new formulation of Avonex (IM PEN)
- Trained doctors, nurses, pharmacists & patients on Avonex PEN.
- Educated patients and their families to raise awareness.
- Set the target and budget for my areas and accounts.
- Held scientific meetings for healthcare professionals
Algorithm Pharmaceuticals (Bilogix)Amman, Jordan
Neurology Hospital Medical Representative
01.2012 - 09.2013
Job overview
- Worked with key accounts in Jordan to reimburse Tysabri in different formularies and tenders.
- Exceeded sales targets through consistent customer engagement.
- Tracked industry trends to identify emerging patient needs and opportunities.
- Tracked stocks and assured delivery on time.
- Created budget forecasting to meet company growth goals.
- Developed a strong understanding of Jordanian MOH procurement processes to boost sales.
- Expanded client base through networking and industry research.
- Sourced new clients through targeted research and networking.
- Handled customer queries and complaints using an analytical and diplomatic approach.
- Reviewed competitor performance and adapted sales strategy accordingly.
- Applied consultative sales approach to identify customer treatment needs.
- Recorded sales for goods and service performance monitoring.
- Built rapport with new and existing customers, boosting client retention rate.
- Negotiated profitable sales contracts to achieve revenue targets.
- Arranged regular meetings with clients to engage with new products and services.
- Trained and mentored 1 newcomer to our team.
Algorithm Pharmaceuticals (Biologix)Amman, Jordan
Neurology Medical Representative
03.2011 - 01.2012
Job overview
- Worked on Avonex with its approved indications at tender and retail accounts.
- Generated name patient orders for non-registered products.
- Detailing products to neurologists.
- Monitored tender quantities for Avonex in MOH.
- Expanded client base through networking and industry research.
NovartisAmman, Jordan
Cardiovascular Medical Representative
09.2009 - 03.2011
Job overview
- Generating prescriptions.
- Liquidating Exforge and Tulip in major trade hospitals and clinics.
- Preparing of market share sheet for the whole line.
Wyeth PharmaceuticalsAmman, Jordan
Anti-Infective Medical Representative
01.2009 - 09.2009
Job overview
- Renewing orders.
- Liquidating Tazocin and Tygacil in major tender and trade hospitals.
- Holding scientific meetings for hospitals pharmacists and physicians.
- Exceeded sales targets through consistent customer engagement.
- Targeted customer base with data-driven, multi-channel marketing strategies.
- Expanded client base through networking and industry research.
Al Wasel PharmacyMafraq, Hordan
Community Pharmacist
08.2008 - 12.2008
Job overview
- Received prescriptions and checked against medical histories, safeguarding patient health and safety.
- Provided patients with pamphlets and verbal instructions about taking, handling, and storing medications.
- Effectively managed pharmacy budgets through inventory management.
- Supplied non-prescription medicines, and diagnostic and therapeutic aids, providing advice to customers on effective usage.
- Educated patients on optimal dosage, methods of administration, and drug compatibility prior to dispensing medications.
- Oversaw secure, appropriate storage of temperature-sensitive items and controlled substances.
- Labeled medication with dose and administration guidance.
- Provided knowledgeable clinical advice to relieve and improve patients' everyday conditions.
- Advised patients on drug incompatibility and contraindications, minimizing the likelihood of ill effects.
- Interpreted and processed medication orders, maintaining the stock of medications and supplies for the expected demand.
- Stored medication according to specific temperature instructions.
- Recorded accurate information on narcotics held and issued to maintain legal compliance.
Education
Paris Sorbonne University Abu Dhabi (PSUAD)Abu Dhabi
Master of Healtheconomics from Healtheconomic
09.2015 - 09.2017
Jordan University of Science and Technology (JUST)Irbid
Bachelor of Science from Pharmacy
02.2003 - 06.2008
Skills
- Modeling
- Contractual and value-based agreements
- Business case development
- Value proposition adaptation
- Budget development and management
- Analysis
- Strong time management
- Communication skills and relationship building
- Organized and efficient
- Presentable & outgoing character
- Leadership, result-oriented, and goals achiever
- Agility to learn
- Strategic thinker
- Team player & dynamic
- Creative and innovative
- Persuasive
- Very good computer skills: Word, PowerPoint, Excel, Outlook
Accomplishments
- Sanofi Dupixent Greater Gulf Market Access Champion 2022.
- Sanofi Neurology Gulf Sales Champion for 2021.
- Sanofi Genzyme Gulf Sales Champion for 2017.
- Biologix Neurology UAE’s best archiver for 2015.
- Biologix Neurology UAE’s best archiver for 2014.
Languages
English
Advanced
Arabic
Native
Timeline
Immunology Market Access Manager
Sanofi
01.2022 - Current
Interim Pricing Market Access Manager
Sanofi
11.2020 - 01.2022
Interim Hematology Market Access Manager
Sanofi
11.2018 - 07.2019
Neurology Key Account Manager
Sanofi
07.2016 - 01.2022
Neurology Senior product specialist
Algorithm Pharmaceuticals (Biologix)
01.2016 - 07.2016
Paris Sorbonne University Abu Dhabi (PSUAD)
Master of Healtheconomics from Healtheconomic
09.2015 - 09.2017
Neurology Product Specialist
Algorithm Pharmaceuticals (Biologix)
09.2013 - 01.2016
Neurology Hospital Medical Representative
Algorithm Pharmaceuticals (Bilogix)
01.2012 - 09.2013
Neurology Medical Representative
Algorithm Pharmaceuticals (Biologix)
03.2011 - 01.2012
Cardiovascular Medical Representative
Novartis
09.2009 - 03.2011
Anti-Infective Medical Representative
Wyeth Pharmaceuticals
01.2009 - 09.2009
Community Pharmacist
Al Wasel Pharmacy
08.2008 - 12.2008
Jordan University of Science and Technology (JUST)
Bachelor of Science from Pharmacy
02.2003 - 06.2008
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