MOHAMED Gamal El-Sharawy
Regional Customer Engagement Excellence Manager
DUBAI,UAE
Summary
Highly competent Engagement Manager, showcasing a proven understanding of data analytics, risk reduction, and utilization enhancements. Proficient in project, team, and implementation management, and prepared to apply 12 years of relevant experience to a demanding new role. A goal-focused manager with significant experience in the pharmaceutical sector and established leadership skills. Skilled in boosting productivity and client satisfaction while promoting revenue and sales growth. Dedicated to simplifying procedures while maximizing the potential of employee talent. Successful in understanding customer needs to tailor our offerings to their present and future preferences. Collaborating with cross-functional teams to oversee the entire sales process. A team-oriented, diligent professional with a flexible approach and a strategic mindset.
Overview
23
23
years of professional experience
Work History
Regional Customer Engagement Excellence Manager
Boehringer Ingelheim
02.2017 - Current
- Strategic directions:
- Responsible for rolling out ROPU Customer Engagement Excellence philosophy and standard processes across (R)OPU'S Marketing, Sales and KAM teams
- Responsible for FTE's sizing, structuring and allocations
- Responsible for FTE cost optimization
- Responsible for Targeting and Segmentation of our customers and shaping the Marketing Strategy
- Support in preparing the needed SOPs that govern the field force performance
- Working cross functionally with other teams to secure a strong 360 understanding of customer preferences
- Advancing the Digital Transformation Journey
- Company performance monitoring:
- Driving Execution Excellence (F2F & Digital)
- Moving from KPIs tracking to insights that drive decisions
- Optimal Utilization of the FF to drive Profitable Growth per each OPU
- Building Sales Force GTM KPIs
- Incentive Scheme development
- CRM:
- Granular approach with cluster teams to drive SFE in terms of right coverage with optimum frequency
- Analytics delivery for HCPs engagement (all forms of engagement (Non-digital & Digital) across all levels of organization, from the simplest sales unit (Medical Rep) up to the highest level (Country head), hence being able to drive bottom line across different brands
- Drive CLM (closed loop marketing) usage and provide content analytics reports to ensure brands' strategies are in place
CRM Manager
Boehringer Ingelheim
01.2015 - 01.2017
- Key areas of expertise include but not limited to;
- Projects Management and Consultation
- Organizational structuring & Development
- Change Management
- Business planning & Development
- Business Information Analysis and Intelligence
- Training & Development
- Systems Administration
- People Leadership
- Team Management
- Project Manager for many projects internally (changing system architect & testing) and with third parties like IQVIA
- Initiate & implement new reporting system (AM/PM project) in which to differentiate between the institutional business & retail business and distribute to 3 other countries
Sales Force effectiveness Manager
Boehringer Ingelheim
01.2011 - 12.2014
- 5 years), Business Analysis & Intelligence:
- Analysis of the market dynamic for short term forecast through analysis of Sales performance per MR/Territory on monthly basis & following-up result achievement & co-ordination with NSMs to get the maximum result ,hence the In-market sales achievement for 2014 is 120% with YTD PPG 12%
- Market analysis and LTF (long term forecasting) regarding the In-market and To-market through analysis of historical data & market opportunities & number of field force in future
- Participate in the budget meetings for all regions
- Budget phasing analysis per country
- Drive & support the country head in the In-market Target setting process through organizing & analysis of the In-market data
- Assist country head in export budget setting process through analyzing the In-market sales, stocks, market CAGR (Compound Annual Growth Rate) & expecting market share
- Sales analysis
- Review the data accuracy with the Head of Sales
- IQVIA data analysis
- Follow-up with the GM to achieve his KPI through monitoring the achieved In-market Sales & To-market Sales & achieving the best results
- Customer Relationship Management:
- Plan & Execute CRM system and Commercial Platforms for Sales force (104 MRs)
- Effectively Targeting &Segmenting process to maximize sales force efficiency
- Effectively monitor Sales force activities in terms of Coverage & Right frequency for the HVT & LVT customers
- New users training on the CRM system
- Expertise & optimizing the usage of Veeva system
- Database Management:
- Create capability to standardize and maintain customer's database across country
- Develop / review / modify process, tools and standards in both PM/CHC business segments for account management
- Co-ordinate with Sales, Marketing & Medical to structure database of Opinion Leaders
- Initiation of new system organizing the collected data & keeping a clear data available when needed
- Keeping historical data, which helps in analysis & forecasting
- Sales Force Performance Review documentation:
- Manage SPR (Sales performance Rating) country templates
- Products weightage assignment worksheet
- CRM KPI evaluation based on the actual data extracted and field force activities
- Preparation of business review presentation on monthly basis.
Regional Sales Manager
Boehringer Ingelheim EGYPT
01.2008 - 12.2010
- Reported to the country head
- Cardiovascular (anti hypertension) & Respiratory franchise
- Track & analyze the sales achievement & growth comparing with IMS data & MS, KPI follow-up, stock update, budget expenditure on monthly basis
- Annual sales forecast (LTF), target setting & phasing per month
- Follow-up the enlisting plan of BI portfolio in the key accounts
- Apply the appropriate strategies & take the necessary initiatives to ensure the business growth
- Cross functional alignment with the marketing, medical to draw & execute the integrated brand plan
- Controlling the sales budgets on monthly basis.
Product Specialist
Boehringer Ingelheim
08.2005 - 12.2007
- 5 years)
- Previous, Star performance - Egypt 2007 with achievements of 118% with value of 430,000€
- Star performance - Egypt 2006 with achievements of 135% with value of 270,000€
- One of 5 medical representatives who were promoted to be product specialist.
Medical Representative
Boehringer Ingelheim, Joined Boehringer Ingelheim
01.2001 - 08.2005
- Worked on different lines (NSAID- CVS-CNS-CHC-Respiratory)
Education
Bachelor of Veterinary medicine -
Cairo University
1999
Skills
- Business development and planning
- Coaching and mentoring
- Analytical problem solver
- Database Management
- Territory Management
- Strategic planning
- COMPUTER SKILLS
- MS Office expertise
- Tableau
- Territory sales
- Prospecting
- Data Analytics
Accomplishments
- Attended and passed 1 & half-year Management course "Principles of management, Organizational management, marketing management and organizational behavior" from A.U.C (American university in Cairo) in July 2006
- Attended and passed Course in consultative selling skills from A.M.A (American management association) and M.C.E (management center Europe) in March 2003
- Attended and passed Course in professional selling skills from in April 2001
- CHARACTERISTICS
- Analytical thinking
- Strategic thinking
- Self-motivator
- Ambitious
- Creative
- Fast learner
- Team worker
- Interactive
- Results orientation and problems solving capabilities
- Problem solver & proactive
Interests
Traveling, Swimming, Billiard, reading literature books & Browsing in the internet.
Languages
Arabic
Native
English
Advanced
Certification
- Building First Line Manager Capability in November 2017
- Effective & Influential Manager in Oct 2013
- Advanced excel course in February 2010
- Presentation Skills Training program November 2007
- Targeting and Segmentation workshop in April 2007
- physician partnership program in June 2007
- Principles of management, Organizational management, marketing management and organizational behaviour from A.U.C (American university in Cairo) in July 2006
- consultative selling skills from A.M.A (American management association) and M.C.E (management centre Europe) in March 2003
- professional selling skills from in April 2001
Timeline
Regional Customer Engagement Excellence Manager
Boehringer Ingelheim
02.2017 - Current
CRM Manager
Boehringer Ingelheim
01.2015 - 01.2017
Sales Force effectiveness Manager
Boehringer Ingelheim
01.2011 - 12.2014
Regional Sales Manager
Boehringer Ingelheim EGYPT
01.2008 - 12.2010
Product Specialist
Boehringer Ingelheim
08.2005 - 12.2007
Medical Representative
Boehringer Ingelheim, Joined Boehringer Ingelheim
01.2001 - 08.2005
Bachelor of Veterinary medicine -
Cairo University
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