Curriculum Vitae Ahmed Al Hussieny Ghoniem

National Sales ManagerPfizer Consumer Healthcare

Kingdom of Saudi Arabia, Jeddah # +966 504650147

# +966 126532540 ghonim2212@gmail.com

Born in December 22nd 1968 Egyptian, Married

CAREER PROFILE

QUALIFICATIONS

National Sales Manager holds 23 years’ experience in marketing and sales management in pharmaceutical industry, collecting experience of 3 multinational companies: Ciba- Geigy, Pfizer, Wyeth and Pfizer – 9 years as a medical representative brought multilateral experience of different markets and different brands at Cardio Vascular, Pain and OTC segments, followed by 3 years as Marketing Coordinator at Wyeth Consumer HealthCare Saudi Arabia and finally 11 years as National Sales Manager at Wyeth Consumer Healthcare then Pfizer Consumer HealthCare – Saudi Arabia.

I strongly believe that, as a step forward for my career aspiration it is the ideal time to use my experience to lead a pharmaceutical company relying upon my well defined and proven successful leadership of KSA market that represents 60% of Middle East as well as an excellent knowledge about all Gulf Countries business.

Bachelor of Pharmaceutical Sciences, College of Pharmacy, Tanta University- Egypt, graduated in May 1991.

LANGUAGES

AREAS OF EXPERTISE

English Language: Fluent in Speaking, Reading and Writing. Arabic Language: The Mother Tongue.

Management ExperienceMarch 2005 Aug.2016

MAIN RESPONSIBILITIES

National Sales Manager Pfizer Consumer Healthcare KSA

Responsible for IN-MARKET sales of KSA since 2005 and recently the TO-MARKET sales was added to my responsibilities by mid of 2015.

Leading 2 Sales Managers, 2 Key Account Managers and 1 Pharmacy Sales Supervisor as a direct reports in addition to 17 med. Rep.

Communication and collaboration with distributors (Naghi, Annahda and Banaja), building very productive mutual benefits relations and rapport with them.

Responsible for both private and public business including Ministry of Defense Hospitals, Ministry of interior Hospitals, National Guard Hospitals, Medical Cities, University Hospitals, Aramco and Tenders of Global Gulf (SGH)

Responsible for executing marketing strategies in Saudi market. Team deployment to get maximum benefit on the ground.

Business Skills

Negotiation

DecisioPlanning

People Skills

Teams

Individuals

Analytical SkillsResearch

Analysis

Logic

Evaluation

ACHIEVEMENT

MARKET SHARE

BREAKTHROUGH

PEOPLE DEVELOPMENT

TEAM RE STRUCTURING &

DEPLOYMENT

2005 2006 2007 2008 2009 2010 2011 2012 2013 2014 2015

-20

-10

0

10

20

30

40

50

60

2013 11

3

16 16 15

-8

9

53

25Growth%

Evolving PCH business 11.3 M$ at 2012 to be 23.5 M$ at 2015 with CAGR 27% (despite of Caltrate price reduction more than 50%)

Centrum: 4.7 M$ at 2011 to be 15.5 M$ at 2015 with CAGR 32% - 2011 MS was 23% reach to 57.5% for 2015 and YTD 61.6%

Caltrate : MS at 2012 9% it increased to 15.8% at 2015 and 18.8% YTD Thermacare : MS at 2015 16% and YTD 40%

Cornerstone of Management I for all Sales Managers. Project Management for all managers and selected reps. Finance for Non Finance for all managers. Tele selling for all the team. Emotional Intelligence for all the team. Neilson training, Category management for all team members to change mindset from

detailing to retailing. Different assignment for the team in sales management , key account management and

marketing.

Change structure of the management from flat 4 sales managers’ platform to 2 Sales Managers – 2 Key Account Managers and Pharmacy Sales Supervisor to be more efficient and productive.

Team deployment to have one med. Rep. at Central zone dedicated to Al Nahdi and Al Dawaa – One med. Rep. at Eastern zone for al Nahdi and Al Dawaa remote to ensure 100% coverage of Al Nahdi and Al Dawaa – one med. Rep. at Western zone covering all Institution and NG in Western and South region.

Preparing powerful 2nd line managers able to lead their territories successfully.

MAJOR CHALLENGES

CROSS FUNCTIONS ALIGNMENT

REGIONAL ROLES

CURRENT PROJECTS

REWARDS

MAIN RESPONSIBILITIES

Overcoming shutting-down Preparation H oint, preparation H supp, and Geveral protein in 2005 without launches.

Overcoming shutting-down Caltrate 600 in private market in 2007 without launches: By increasing consumption of institutional business (Direct purchase) and increase sales of caltrate D to reach 53 % growth.

Adsorb the price cut of Caltrate D to 48% of its original price by OTC + Rx Focusing and creating channels for Caltrate Plus Minerals and Caltrate Plus D 800 in public business ( 2014/2015).

Overcoming Materna transfer to Nestle. Smooth transfer of PCH team from previous distributor SADS to new distributor Al

Naghi. Working with almost half of the team with continuing growth.

Initiating public business channels for all gulf countries through Awarding SGH Tender, including collaboration of all gulf countries and PCH various functions: sales, finance, supply chain, regulatory:

A- 2014 & 2015: Caltrate D channel. B- 2016: Caltrate D & Caltrate 600 channels. Aligned with all functions, marketing, medical, regulatory, supply chain, HR etc. not

only from my prospective but on second level managers Over- arching functions and collaboration with distributors.

MELT active member. EMEA Business Excellence active member ME Diversity and Inclusion active member. ME Pfizer Voice team member

Holy Cities Project Healthcare Primary Clinic

2014 Commercial Excellence Award. Eye on Innovation Award.

March 2002 till March 2005Marketing Co-ordinator- Wyeth Consumer Healthcare

Applying Marketing Strategies to S.A market. Analyzing IMS data and preparing marketing plan every quarter. Distributing all marketing materials (POP & reminders items) to KSA Market. Preparation for new launches done in that period (Caltrate D September 2003 –

Robitussin CF & Dimetapp re-launch in December 2004). Follow up marketing strategies with Field Force & Field Sales managers. Feedback of marketing requirements from both Field Force & Customers

ACHIEVEMENT

RESPONSIBILITIES

ACHIEVEMENT

RESPONSIBILITIES

ACHIEVEMENT

RESPONSIBILITIES

TRAINING COURSES

Increase market share of all Wyeth Consumer products. Very successful launch of Caltrate D in Saudi market 2003. Successful re-launch of both Robitussin CF & Dimetapp 2004. Very good communication and collaboration with marketing depart. in Athens. Smooth swapping of items between Banaja & SADS. Very successful swapping from Centrum 100 Tablets to Centrum 30 Tablets

without losing any market share.December 1997 till Feb 2002

Medical Representative- Whitehall International Inc.

Responsible for the area of Jeddah, Tabouk, Taif & Jazan. Dealing with Banaja & Annahda agents.

Creating awareness for Whitehall Company customers mindsets. Increasing sales of all company products although the area was very big. Excellent time management resulting in increasing market share of all products

and accordingly sales figures.December 1993 till November 1997

Medical representative- Pfizer Saudi Arabia

Jeddah & Tabouk area. Amlor / Feldene Line which considered the most aggressive line in Pfizer.

Successful launch of Amlor achieving market share 21 % from calcium antagonists from the 1st year.

Increase sales of Feldene, Vibramycin & Fasigen significantly.

December 1992 till November1993

Medical representative - Ciba- Geigy -Egypt

Cardiovascular line in both Gharbia & Kafr Al Shikh Governorates

Selling skills - Ciba-Geigy Egypt Advanced selling skills- Pfizer-Saudi Arabia Presentation skills-Pfizer-Saudi Arabia Group selling- Pfizer-Saudi Arabia Negotiation skills- Pfizer-Saudi Arabia Advanced selling skills - Pfizer-Saudi Arabiaш Analyzing IMS data prescription index IMS – Saudi Arabia Dealing with difficult customers- Wyeth – Saudi Arabia Advanced negotiation skills- Wyeth – Saudi Arabia Customer focus- Wyeth – Saudi Arabia Exceptional management practice- Wyeth – Saudi Arabia ROI, Training- Wyeth – Saudi Arabia Business Excellence- Wyeth – Saudi Arabia Cornerstone of Management I- Pfizer – Saudi Arabia Cornerstone of Management II- Pfizer – Saudi Arabia Project Management- Pfizer – Saudi Arabia Finance for Non Finance- Pfizer – Saudi Arabia

SUCCESS STORIES

PERSONAL CAPABILITIES

PERSONAL HOBBIES

REFERENCES

Building a strong name for Whitehall with different and difficult customers while being Medical Representative.

Smooth & successful swapping from Centrum 100 to Centrum 30 while being Marketing Coordinator.

Successful positioning of Caltrate & Caltrate D in Saudi Market while being a Marketing Coordinator.

Successful in market achieving over 100 % for 5 subsequent years while being a National Sales Manager.

Overcoming the discontinuation of Prep. H & Geveral protein without any drop for both in-market & to-market sales.

Absorb the discontinuation of Caltrate 600 without any drop of both in & to market sales.

Successful launching of Centrum with Lutein and Centrum Silver with focusing on Centrum100 SKUs.

Dealing with all company members without any problems for about 18 years in different titles.

Dealing with my manager for more than 18 years preparing any requirements on time.

Hardworking – honest – enthusiastic. Sales oriented. Eligible to lead Pfizer Consumer Healthcare Company Committed to achieving

its goals.

Reading Travelling

Ezzat Mansour- Previous Country Manager Pfizer - Consumer Saudi Arabia +201011111463

Ayman Tawdy- Previous GM Saudi & South Gulf +966556153553

Riyaz Azim El Din- Commercial Manager SADS Saudi Arabia +966504660819

Mahmoud Atia- Commercial Manager Annahda Saudi Arabia +966503008313

Azmi Gabr- Pharma & Consumer Manager Al Naghi, Saudi Arabia +966505667839

Waleed Al Abd – GM Middle East Pfizer Consumer Healthcare +966505154675