freiberufler pharmaceutical sales trainer and coach auf freelance.de

pharmaceutical sales trainer and coach

offline
  • 50€/Stunde
  • 14193 Charlottenburg-Wilmersdorf
  • auf Anfrage
  • en
  • 28.05.2020

Kurzvorstellung

I am highly skilled in coaching and training sales team members in areas including lead generation, consultative and solution sales techniques, market opportunity capitalization, marketing strategies, and client service best practices.

Qualifikationen

  • Training - Coaching-Kompetenzen

Projekt‐ & Berufserfahrung

Field sales manage (Festanstellung)
MSD, Beirut
1/1995 – offen (29 Jahre, 3 Monate)
Life Sciences
Tätigkeitszeitraum

1/1995 – offen

Tätigkeitsbeschreibung

After a 20 years of civil war in Lebanon, every thing was damaged , companies were losing business, MSD was not an exception. it ranked as number 25 company with sales less than
2 million $ /Year , 4 medical reps totally depressed.
the Managing director ask me if I accept the challenge to bring MSD back to its per war position. and I did.
During our first strategic meeting on Lebanon, that was with the global strategic dept. USA, we agreed that in 5 years MSD should be one of the top 10 companies in Lebanon , and at that time I set challenging benchmarks , i am telling you they said you are crazy.
Then the challenge started.

Before the end of the third year our sales exceeds 9 million $/Year, and MSD were number 3 in Lebanon market, and number i growing subsidiary in Merck&co.
How I manage to do this ;-
1-Increases the number of sales people from 4 to 17 PSRs. asses their training needs and conducts all initial sales and communications skills.
2- Territory management was an essential issue in Lebanon after the war, Lebanon was divided into 5 geopolitical areas , and PSR selection has to be done taking into considerations this factor , to insure acceptance and easy mobility .
3- Work with the MOH and the American embassy in Lebanon to issue the patent protection law to stop generic products from being registered before we register our new product .
4- File more than 4 new products for registration, and prepare effective pre launching activities, our osteoporosis drug had the best patients and doctors exposure ever.
5- Allocate resources in the best way to help achieve agreed upon targets..
6- Close follow up and continuous field with the PSRs to check performance and coach on improvement plans.
7- Set frame work and time to make sure we are working according to plans.
8- Keep costs with budgets
9- Most important of all I always strive to create a positive and environment where every body was motivated and belong to the company.

Eingesetzte Qualifikationen

Training - Coaching-Kompetenzen

Zertifikate

BA Biochemistry
1980

Über mich

Pharmaceutical sales and marketing
The results I achieved as a sales representative with MSD as number 1 pharmaceutical company in the world, and later on the knowledge and experience that I had convey to the new sales reps that I trained and coached as a senior representative and as a field sales manager which enabled them to reach as high as CEO, General managers, presidents and VP. With multinational companies in the Middle East and the Gulf area and else where, triggers my passion to train and coach younger generation of sales people , sales supervisors, and sales managers on how they can make this career a corner stone for their leadership skills in the future.
Statistics and research shows that less than 10% of sales people achieve or exceed their given sales targets. Less than 25% never succeeded in getting their targets, and the remaining 65% are every year striving to meet targets.

The fact that 100% of those sales people had been hired very carefully and at least attend one or two sales courses if not more, makes us question what are we doing wrong so we are getting the same negative results year after year.

My sales training methodology that I have used myself as PSR, and the way I trained my sales people was built on integrating knowledge, interpersonal skills, coaching, and organizational ethics with high selling skills so that the sales Reps. fully understand their job description, and took full responsibility to execute their sales commitments.

I am highly skilled in coaching and training sales team members in areas including lead generation, consultative and solution sales techniques, market opportunity capitalization, marketing strategies, and client service best practices.
Effectively analyzing team needs to conducting informative and engaging training sessions, my background has prepared me to excel in this role. With a solid foundation in consultative business and sales support – as well as an in-depth understanding of diverse sales techniques and client relationship management strategies – my interpersonal, presentation, and motivational capabilities position me to bring immediate and lasting value to your organization.
I have been assigned to train and develop new sales teams in several areas in the Middle East and Gulf Area. My best accomplishment was when I have been appointed as field sales manager in Lebanon, and I move the company from 2 M$/year to over 9 M$/year within two years, by speeding registration process for new products, and insuring successful launch for these products.

Weitere Kenntnisse

Bachelor Natural sciences ( Biochemistry and medical laboratory sciences)
Chief tech. pathology and cytology labs. Jordan university hospital
field sales manager - Lebanon MSD
Private business trading.
sales and coaching adviser

Persönliche Daten

Sprache
  • Englisch (Muttersprache)
Reisebereitschaft
auf Anfrage
Arbeitserlaubnis
  • Europäische Union
Profilaufrufe
857
Alter
68
Berufserfahrung
42 Jahre und 9 Monate (seit 06/1981)
Projektleitung
13 Jahre

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