Mohamed ElShaarawy
Dubai
Summary
Professional leader with comprehensive experience in driving operational excellence and strategic growth. Proven track record of fostering team collaboration and achieving impactful results in dynamic environments. Skilled in navigating complex challenges, optimizing processes, and cultivating positive workplace cultures. Known for adaptability, effective communication, and strong decision-making abilities.
Overview
25
25
years of professional experience
Work History
General Manager
Roche Pharmaceuticals
01.2019 - Current
- Set a clear vision and direction for Roche within UAE
- Establish Roche as trusted partner within UAE across different customers and stakeholders
- Leading Healthcare ecosystem shaping towards more sustainability with transformative focus on the utilization of data to realize more patient's clinical, social and economic outcomes
- Leading the healthcare ecosystem towards recognizing the value of innovation and directing funds towards undermined disease area
- Maximizing patient and business value through accelerated reimbursement 11 new molecular entities and leading teams to deliver improved patient journeys through digital monitoring and diagnostic tool
- Improved overall country profitability by more than 12% by leveraging on global network for resourcing and by increasing top line revenues 3 folds
- Build a diverse talent pool and enterprise culture
- Attracted and retained talents who created a highly externally focused environment
- Fostering and encouraging network cultured and resource fluidity across the affiliate
Commercial Director
Roche Pharmaceuticals
01.2018 - 12.2018
- Deliver Revenues and profitability
- Responsible for +175M USD of top line revenues and profit targets for all Roche portfolio
- Enhanced profitability through optimizing structure & improved spending efficiency
- Mentored Senior staff members by sharing insights on best practices, fostering professional growth within the organization.
- Collaborated with product development teams to ensure alignment between customer needs and product offerings.
- Leading the sales, marketing & commercial mid & long term strategy for Saudi Arabia
- Prioritized the portfolio and leading business development initiatives with partners in Saudi
- Lead and develop the commercial team capabilities, efficiency and engagement
- Set process that enhances organizational coaching, integrate IDPs with coaching and have training need assessments across different functions
- Managing the change happening within the Saudi work environment & SFDA requirements
Market Access Director
Roche Pharmaceuticals
11.2015 - 12.2017
- Built & Structured the market access & commercial excellence function within Saudi with cross functional identification for team roles & responsibilities
- Developed and coached the team members to meet business objectives & value to patients
- Lead team engagement through focus on a shared vision and team development
- Set & Led Market Access & Pricing strategy within Saudi Arabia including Roche Readiness strategy & tender excellence during Biosimilars transition
- Shaped the market environment through reliability based relations with payers
- Cross functionally led the structuring & sizing of the whole commercial operations
- Drove sales force effectiveness through organizational understanding of SFE concepts, CRM process and developing Training curriculum for the sales organization
- Developed cross functional process to improve Products Demand Planning & accuracy
- Led Business Analytics Development within leading to better utilization of Market Researches and insight generation
Business Unit Director - Diabetes Franchise
AstraZeneca
02.2015 - 11.2015
- Deliver Revenues of 7.6 M USD of top line revenues and profit targets for existing diabetes products
- Launch of new brands as per the mid-range plan
- Changed operating sales team structure and model with focused hiring & release of employees to drive key changes in the unit
- Identified key gaps within the unit and executed plans to fix putting in place clear 5y business unit vision, strategic priorities and key fundamentals to work on
- Worked on aligning different cross functions and enhanced diabetes team collaboration
- Build capabilities and motivated working team
Commercial Director - LIP & Developing Africa
Takeda
07.2013 - 10.2014
- Deliver Revenues and profitability with responsibility for 20M Euro of top line revenues and profit targets
- Develop new organic & in-organic business opportunities while launching of new brands as per the MRP
- Developed and rolled out sales and marketing strategy in the countries of operations in scope, supported by functional strategies through following initiatives:
- Defined Countries Strategy and related strategic projects to support business needs and future sustainability based on market dynamics with tailored approaches needed
- Planned to ensure availability of adequate resources (people, technology, financial, processes etc.) to deliver business objectives seamlessly
- Personally intervened and resolved complex / sensitive business and individual issues
- Identified potential business risks and pro-actively built right solutions to mitigate them
- Hired and retained desired talent through an effective development and engagement
- Fostered a culture of knowledge building and sharing across the business
Head of Strategy & Business Support
Takeda
11.2012 - 07.2013
- Made an in-depth country or TA opportunity analysis. Assessment of the business opportunities and challenges, the competition and external environment situation
- Developed a 5 & 10 years strategic plan & roadmap for Egypt in close collaboration with the GM
- Implementing the Business Strategy in close collaboration with the rest of the LOC & key META area
- Supported the assessment of BD- opportunities and work closely with the META and Emerging Markets team to build the plan for New Revenue Opportunities in Egypt
- Developed strategy and direction for Field Force effectiveness in line with regional and local requirements
- Identified and supervised the development of training and coaching materials in line with regional requirements
- Developed and implemented concepts and strategy to improve supply chain and market access in line with medical & regulatory guidelines
- Reviewed existing commercial terms with partners and improving operating business model
- Developed a tender management guideline and pricing strategies within Egypt
- Developed key marketing, training and sales force effectiveness within the organization
Sales Director
Eli Lilly
11.2010 - 11.2012
- Worked cross functionally on affiliate & regional levels to develop and implement 2011-2012 marketing plan per brand, pricing strategy for oncology and diabetes and commercial scheme across other TAs
- Lead cross functional team during business and marketing plan for fiscal years of 2013-2014 as well as Egypt's long range plan refining
- Work cross functionally on affiliate and regional level to develop 2011-12 and 2013-14 new sales force structure and seizing to accommodate new product launches and maximize current portfolio
- Work with local and regional HR team to develop sales incentive scheme and alternative recognition programs alongside other vehicles that elevates sales productivity such as developmental assignments, action plans, setting national targets for HCP coverage & sales target deployment per geography
- Identifying, selecting and recruiting sales team members through developing and leading assessment centers and setting 'recruitment selection criteria' that matches local needs
- Identifying, developing and stretching 'top talents' within the organization resulting in 9 sales team members identified as candidates for Egypt's talent pool, i.e. 10% of the sales organization
- Ensured compliance of sales team with corporate processes and policies and handling 'lagers and low performers' well enough as per HR, compliance and legal recommendations and guidelines
- Managing career planning & performance management process of the 85 sales team members
- Coaching 7 district sales managers & 1 KAM through triple coaching field visits & observation followed by coaching on performance during cross functional & departmental meetings
- Leading sales team towards the company's vision of achieving sales plan in 4 consecutive years
- Managing distribution channel (5 distributors) and products supply through 90 days forecasting as well as monthly review with manufacturing site and supply chain team
- Leading Egypt's sales team during 'political crises' and ensuring business continuity despite the overall political situation in Egypt throughout 2011
Oncology Manager
Eli Lilly
03.2010 - 10.2010
- Responsible for Oncology unit marketing & sales in Saudi Arabia
- Worked cross functionally with local and global marketing and PRA teams to establish Gemzar post patency strategy and creation of pricing strategy in Saudi Arabia for 2010-2012
- Worked cross functionally within affiliate and regional level to develop ALIMTA marketing strategy in lung cancer and create locally tailored activities/programs that matches the needs of the Saudi market that achieved the desired brand equity within 2011
- Developing access strategies and tactics for Oncology within governmental sector which resulted in introduction of ALIMTA to MOH and Ministry of defense hospitals in six seven months
- Building & developing the oncology sales and marketing capabilities resulting in having one out of the 3 sales team members to lead the oncology marketing in KSA and one team member leaving the company
- Responsible for monthly forecasts, managing risks & opportunities as well as ensuring that marketing & sales activities are effectively implemented resulting in achievement of the agreed on sales forecast for 2010 within the agreed OPEX
Business Development Manager and Brand Manager
Eli Lilly
07.2009 - 02.2010
- Develop the overall marketing strategy, build a local forecasting model, develop 5-years sales & OPEX forecast as well as create the integrated prelaunch marketing communication for Exenatide (Byetta)
- Managing the existing alliance with SPIMACO for Cialis and Snafi deal
- Managing 'toll manufacturing deal' with local manufacturers in Saudi Arabia
- Setting strategy for business development in Saudi Arabia by identifying investment opportunities across a portfolio of pipeline leading to two business development proposal for two key strategic Lilly brands which included product mapping, 10 years forecasting, pricing, licensing and building road map for finalizing two deals with local manufactures in Saudi
Regional role with Diabetes product team
Eli Lilly
01.2009 - 06.2009
- Leading a regional Insulin project within Africa, Middle East, Russia-CIS & Asia
- Worked with brand managers, marketing & finance head as well as GMs across AMERASIA (37 countries) to develop insulin strategy and regional recommendations for growth opportunities in Insulin. This unleashed opportunity size added up to a total revenue of approximately 150 million USD in 2011-2012 and investment opportunities within North west Africa & gulf region
- Worked with regional as well as global pricing & manufacturing team on potential business growth opportunities based on 10 years forecasts and 2 years pricing recommendations for tender business within AMEASIA
- Created tenders database within the region in terms of historical quantities & prices of 2 years
- Aligned different stakeholders on the project's resources, execution plan & recommendations
Neuroscience District Sales Manager
Eli Lilly
03.2007 - 12.2008
- Removed roadblocks hindering achievements which resulted in regaining Zyprexa (antipsychotic) leadership in terms of market share after three years loss of this leadership in the central region in KSA
- Hiring, on-boarding, coaching and developing fresh candidates for CNS sales team after exiting of low performer resulting in having three out of eight team members to be identified as top talents
- Provide in-depth market & competitive analysis to cross functional team which enabled us to create marketing programs which improved the overall brand and company equity in 2008
- Appropriate implementation of the marketing strategy and related programs which resulted in 100% compliance from HCPs to Lilly's activities in terms of attendance rates & GPP compliance
Brand Manager for Diabetes and Osteoporosis
Eli Lilly
10.2006 - 03.2007
- Launching FORTEO and HUMALOG in Saudi market
- Tailor/custom marketing programs according to Saudi market requirements
- Conducting training as well as setting forecast for FORTEO and Humalog in Saudi Arabia
- Ensure timely market research execution & adapting strategy according to implications of results
Medical Representative
Eli Lilly
04.2000 - 09.2006
- Promote Lilly's products and appropriately implement their related marketing programs within GIT, CNS, Diabetes & Osteoporosis
- Build effective customer relations, manage key accounts, resolve any business related issues, implement patient programs, develop territory plans and monitor key market activities to improve our SOV and maximize the SOM our products
Education
Bachelor of veterinary medicine -
Cairo University
01.1999
Skills
- Building teams & culture development
- Operations management & driving efficiency
- External focus and stakeholder management
- System thinking & Healthcare system shaping
Languages
English
Arabic
Timeline
General Manager
Roche Pharmaceuticals
01.2019 - Current
Commercial Director
Roche Pharmaceuticals
01.2018 - 12.2018
Market Access Director
Roche Pharmaceuticals
11.2015 - 12.2017
Business Unit Director - Diabetes Franchise
AstraZeneca
02.2015 - 11.2015
Commercial Director - LIP & Developing Africa
Takeda
07.2013 - 10.2014
Head of Strategy & Business Support
Takeda
11.2012 - 07.2013
Sales Director
Eli Lilly
11.2010 - 11.2012
Oncology Manager
Eli Lilly
03.2010 - 10.2010
Business Development Manager and Brand Manager
Eli Lilly
07.2009 - 02.2010
Regional role with Diabetes product team
Eli Lilly
01.2009 - 06.2009
Neuroscience District Sales Manager
Eli Lilly
03.2007 - 12.2008
Brand Manager for Diabetes and Osteoporosis
Eli Lilly
10.2006 - 03.2007
Medical Representative
Eli Lilly
04.2000 - 09.2006
Bachelor of veterinary medicine -
Cairo University
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