Hesham Attia
Key Account Executive
Summary
Collaborative Key Account Executive with demonstrated success in relationship building, negotiating and developing new business within targeted and assigned accounts. Strong analytic, quantitative and technical aptitude with great attention to detail. Self-motivated, driven and adaptable with proven track record of exceeding goals.
Overview
14
14
years of professional experience
7
7
years of post-secondary education
2
2
Languages
Work History
Regional Sales Manager
OncoDNA
Dubai
11.2021 - Current
- Analyze Molecular Profiling market in UAE and Identify specific opportunities and challenges in UAE market, to launch and establish OncoDEEP/Molecular Profiling technology test
- Developed sales strategy based on research of consumer buying trends and market conditions.
- Build strong relationship and close the loop between top Oncologists and other HC partners in the UAE
- Finalized sales contracts with high-value customers.
- Contacted key accounts regularly and achieved high satisfaction scores by routinely re-assessing needs and resolving conflicts.
- Effectively recruited and hired highly talented individuals bringing exceptional skills and expertise to sales team.
- Coached sales associates in product specifications, sales incentives and selling techniques, significantly increasing customer satisfaction ratings.
- Achieved regional sales objectives by coordinating sales team, developing successful strategies and servicing accounts to strengthen business relationships.
- Participated in sales calls with direct reports to strengthen customer relationships and uncover possible opportunities for growth.
Key Account Executive
Novartis K.S.A - Dermatology unit
Jeddah
01.2017 - 06.2021
- Initiate action plan to approach and secure new business for the unit in key accounts in western zone
- Ensure the implementation of launch and tactical marketing plans to achieve region commercial goals
- Perform effective territory penetration, coverage and account identification to drive sales and increase the customer base.
- Manage and drive strong business relationships with distributors, partners and policymakers
- Stay up to date with industry trends, customer pain points and competitive intelligence.
- Track weekly, monthly, and quarterly - actual results with plans and forecasts.
- Develop and execute partnership strategies with key decision makers and tender sector
- Work closely with supply chain to optimize stock levels in market, providing volume sales forecasts and monitoring stock with distributors
- Manage all accessibility and insurance reimbursement challenges in private sector accounts (IMC, Faqih, Myclinic and ERFAN)
- Establish western zone insurance club to improve patient access to medication
- Establish western zone AlNahdi access program with double digit sales growth in 2020
- Achieve market leader patient share position (35%) among competitors in assigned private accounts & King Faisal Specialist Hospital in AS indication
- Achieve highest market share growth versus other biologic's in AS indication (2nd position after Humira)
- Implement innovative access strategy and solutions including financial based agreement, outcomes-based agreement and value adding service
- Introduce Cosentyx in National Guard and King Abdulaziz University Hospital with task force team
- Establish valued business relationship with a network of stakeholders and influencers.
Executive Product Specialist
Novartis K.S.A, Neuroscience Specialty Unit
Jeddah
01.2012 - 01.2017
- Ensure Gilenya brand positioning and accessibility among different stakeholders and accounts in western zone to serve Multiple Sclerosis patients
- Ensure the implementation of launch and tactical marketing plans to achieve region commercial goals
- Gilenya launch plan with a cross function team in 2012
- Gilenya integrated product strategy member from 2012 to 2016
- Assigned to manage and follow up Gilenya quantities and supply in SGH tender 38
- Lead cross function task force team in MOH with successful brand accessibility and inclusion in MOH as well as coding in SGH Tender
- Maximize Gilenya first dose requirements and lab test, accessibility and insurance reimbursement in private market
- Conduct Multiple Sclerosis awareness day project across western zone
- Conduct Multiple Sclerosis nurse educational scientific gathering and realize nurse role in patient access and support in Multiple Sclerosis clinic
- Lead cross function team to maximize Gilenya quantity uptake in SGH tender38 across Kingdom
- Lead cross function plan for Makkah health store local tender of GILENYA in 2015 with 200% achievement
- Conduct Jeddah Neurology club across western zone
- Act as team player in Introduction of Gilenya in National Guard, IMC and KAUH
- Achieve area allocated target in Multiple Sclerosis line in 2013, 2014, 2015 and 2016
- Best achiever award among Saudi Team for Gilenya in 2013 and 2015.
Product Specialist
Jeddah
09.2009 - 01.2012
- Novartis K.S.A in NS –, Ensure Exelon Patch brand positioning and accessibility among different stakeholders and accounts in WZ
- Ensure the implementation of launch and tactical marketing plans to achieve region commercial goals
- Exelon Patch IPS member in 2010/2011
- Key achievements:
- Introduce Exelon Patch in all strategic PVT Accounts in Jeddah
- Achieve market leader position versus Ebixa in PVT
- Sector
- Introduce Exelon Patch in AL Hada military hospital and successful MODA tender addition in 2010
- Establish Alzheimer Patient Awareness project with Friends of Alzheimer's Patients Association
Medical Representative
BU
02.2007 - 11.2008
- M) Novartis Egypt in NS –, Ensure Stalevo brand positioning and accessibility among different stakeholders and accounts in Sharkia
- Key achievements:
- Best achiever Novartis Egypt CNS line in 2007
- Additional experience:
- Mentor my “newcomer” colleagues
- GOA assignment during COVID19
- MOH accounts management assignment all over KSA
- Selling skills: - Performance frontier plus, presentation and negotiation skills
- Selling excellence, A-B selling model, six impact behavior and customer segmentation
- Language : Fluent in English spoken and written
- Computer skills : Microsoft office and internet applications.
Education
MBA - Business Administration And Management
University of Leicester
UK 01.2017 - 01.2019
Bachelor of Science - Pharmaceutical science
Zagazig University
Egypt 09.2000 - 05.2005
Skills
Communication Skills
undefinedAdditional Information
- Marital status : Married
- Nationality : Egyptian with a valid Emirates ID and able to join immediately
Timeline
Regional Sales Manager
OncoDNA
11.2021 - Current
MBA - Business Administration And Management
University of Leicester
01.2017 - 01.2019
Key Account Executive
Novartis K.S.A - Dermatology unit
01.2017 - 06.2021
Executive Product Specialist
Novartis K.S.A, Neuroscience Specialty Unit
01.2012 - 01.2017
Product Specialist
09.2009 - 01.2012
Medical Representative
BU
02.2007 - 11.2008
Bachelor of Science - Pharmaceutical science
Zagazig University
09.2000 - 05.2005
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