Accomplished global executive led and developed a range of diverse and complex pharma sector businesses with proven sales, marketing, market access, commercial operations, strategic planning, portfolio strategy and business development track record of success on both inline and pipeline assets for large, complex organizations globally.
Courageous and decisive P&L business leader with proven track record of achieving aspirational organizational objectives having profitably turned around an under-performing businesses exceeding goals consistently.
Influential business leader having led and contributed to executive committees, strategic initiatives and global programs shaping and driving strategy for multinational organizations.
Insightful strategist and change agent having overcome resistance and gained buy-in to successfully execute key strategic initiatives.
Passionate customer advocate skilled at balancing both internal and external priorities having eliminated barriers to access in various markets around the globe.
Strategic partner skilled at influencing and collaborating with global, region and local networks across a complex, matrix structure capable of establishing sponsorship and consensus under highly resistant and challenging conditions.
Authentic leader with a proven track record of building, investing in and empowering teams.
Drove top and bottom line of EEMEA MSD Oncology throughout 20 markets including Russia, Israel, Turkey, GCC, Levant, Sub Sahara Africa, North West Africa, Egypt and others, as part of growing the business from 170M USD to become a 0.5B USD business and 190 FTEs organization.
Developed local marketing and sales strategies and plans, building on the corporate strategic priorities; While focusing on superior local execution across all functions both internally as well as through external distribution partners.
Developed geographic expansion opportunities across CIS markets (Armenia, Azerbaijan, Belarus, Kazakhstan, Kyrgyzstan, Tajikistan, and Uzbekistan) as well as SSA (Kenya, Angola, Ethiopia, Ghana, Tanzania) ensuring profitable growth leveraging the expanded MSD Oncology portfolio through AZ and Eisai strategic alliances as well as Samsung Bioepis biosimilars.
Led continuous improvement in sales management including stock optimization, sales incentive plans, sales force effectiveness and digitalization.
Proactively led pricing decisions and analysis to maximize volume growth while maintaining price premium vs. competition that resulted in MSD key asset (Keytruda) becoming the IO market leader across the region.
Built dedicated Policy capabilities within EEMEA team to partner with key internal and external stakeholders to share policies that focus on access to innovation, affordability and budget headroom creation.
Executive Director, Head of Global Business Operations, Oncology
to March 2019
United States - New Jersey
Enabling the President of Merck Oncology to work most effectively with internal and external stakeholders and fulfill his commitments to patients, shareholders, and Board of Directors building Merck Oncology division to become IO leader globally and with Keytruda becoming 3rd largest Pharma brand with 20+ launches across the world
Working as a right hand to the President of Merck Oncology, leading multiple strategic and operational analyses as well as take a lead role in driving large projects within the business shaping the organizational strategy, structure and direction including external strategic alliances with Astra Zeneca, Eisai and Samsung Bioepis
Focusing on formulating and implementing strategies to create potential future revenue streams and maximize shareholder value including GTM for Japan, China and LATAM / AP markets, co-formulation strategy, multiple dosing schedules, co-development plans with other pipeline assets including TIGIT and LAG3 and development of specific tumor strategy across 25 tumor types
Reviewing and analyzing the division’s financial forecasting / performance reports, flagging issues to the President of Merck Oncology and leading top 10 markets performance overview metrics analysis
Undertaking research on potential portfolio transformation opportunities including financial and marketing research and willingness to provide opinions and insight based on this research based on a basic modeling of companies in competitive industry
Working closely with the President of Merck Oncology to identify and prepare for critical thought leadership engagements
Compiling reports for the President of Merck Oncology and Board of Directors, in a succinct format, enabling a quick understanding of where the business is and the issues it faces, giving opinions on such findings and frequently given the task of designing and rolling out action/project plans
Preparing critical meeting agendas and sending out pre meeting documentation, Participating in meetings and responsible for tracking outcomes and deliverables
Director, Head of Oncology - Middle East
to October 2016
United Arab Emirates
Lead a pan-Middle East best in class “Go to Market” commercialization of MSD Oncology 1st Immuno-Oncology asset Keytruda as well as other In-Line oncology portfolio brands including Emend, Temodal, Intron-A and OncoTICE
Build the Middle East MSD Oncology CBL Cross-Functional Organization across 14 countries
Roll-Out the regional Disease Area Strategy for Melanoma and Lung Cancer Indications
Support launch maximization by drive acceleration of projects (EAP, Registries, CUP) and RW evidence generation
Develop innovative solutions that will differentiate Keytruda adding value to our brand offering through optimal patient selection and management
Further improve cross-functional collaboration, being inclusive of all critical functions incl. regulatory, supply chain, pricing and tender management
Reach a 50+m USD for MSD Oncology across ME region
Strengthen team spirit, engagement and empowerment, contributing to ME talent pipeline optimization
Continue to foster sharing best practice opportunities and innovation across the organization
Fully leverage digital strategy from the marketing side by implementing tactics that act as a technology enabler for our customer facing approach
Review and optimize prioritization process and Risks / Ops management across the portfolio, implementing a systematic dynamic resource allocation process in a close collaboration with finance
Develop ongoing liaison with key opinion leaders, patient support groups and other healthcare organizations to ensure that significant developments in the field are identified and monitored
Monitor and control brand budgets, forecasts and expenses and assesses the marketing mix of assigned products to evaluate cost effectiveness and results
Identify trends, opportunities and threats for all products groups and propose corresponding measures
Provide accurate and timely global forecasts for operations planning
Director, Head of Marketing and Commercial Excellence, Oncology
to June 2015
United Arab Emirates
Led Novartis Oncology portfolio regional strategy both in solid tumors as well as hematological malignancies
Created MENA Brand Sub-Teams who led synergestic, high-added value, cross-country solutions like Molecular Monitoring Report Standardization, CgA Suspect - Detect Campaign and NavigaTOR
Accelerated Zykadia Launch Planning for example the submission in KSA prior to the availability of Swiss CPP on a Fast-Track basis
Led the feasibility study of including KSA as a key market in CAR-T launch planning globally
Led the marketing capabilities' program across the region by establishing MENA Brand Manager Development Center BMDC
Introduced KPIs measurement to MENA through message recall and FF effectiveness market research
First Digitally Organized MENA Summit in 2015
First Assessment Center for Brand Managers' Selection and Recruitment
First Peer-Coaching Program
Led GSK Oncology business integration achieving accelerated Go Live for GSK acquired assets in a flawless integration planning / execution
Director, New Products & Portfolio Strategy incl. BD&L
to September 2013
Led the new product planning team responsible for early oncology assets' development strategies to maximize probability of technical and commercial success
Developed Region Europe registration strategy for LDK378 lead indication (ALK+ NSCLC), in collaboration with Global, and conducted commercial assessment for corporate strategic investment decisions to go to registration directly based on phase I leading Pan-European Go to Market Commercialization Platform with a special focus on CDx
Leading the creation of a European biotech business of personalized cell therapies (CAR-T) within Novartis Oncology. The first launch will be an Antigen Specific Hunter Cell comprised of autologous T-cells that have been reprogrammed to attack cells expressing the protein CD19. The goal is to permanently eradicate b-cell based leukemias (ALL, CLL and several types of lymphomas)
Led trial recruitment accelration task forces for key pivotal trials including GOLD, BALLET, PANORAMA, BOLT, etc..
Created EU competitive pipeline framework, to provide actionable insights into commercialization strategy of new compounds
Led the SSC “Strategic Scientific Committee” initiative and organized 4 meetings over 18 months to obtain external expert advice on key development issues of NVS portfolio
Led the Breast Cancer, Renal Carcinoma, Hepatocellular Carcinoma, Lung Cancer, Basal Cell Carcinoma, Melanoma disease area strategy groups in preparation of the various NVS pipeline launches and strategic positioning with post launch clinical development programs
Led and participated in half a dozen in-licensing and out-licensing projects, including both assets as well as small to medium biotech companies
Conducted a pipeline competitive analysis in 40 targeted disease areas deemed most profitable to achieved a breakthrough in methodology to make it possible for cross disease area comparison and hence strategic guidance NVS R&D and in-licensing efforts
Director, Solid Tumors and New Products Franchise Head
to October 2012
Led the pan-European launch readiness strategy for Jakavi in MF
Led the pan-European launch readiness strategy for Afinitor in HR+ advanced breast cancer
Developed a tiered KOL communication plan upon pivotal locally advanced HR+ breast cancer data release/NEJM publication, and supported NVS medical leadership to implement via mostly field based medical team.
Led NVS Zometa brand through LOE, planned and executed robust revenue maximization plan and patent protection initatives
Supported NVS oncology global pipeline compounds' development strategies incl. TPP, new trial design, accelerated registration, go to market strategy, etc. representing Region Europe
Structured and Led Europe Pipeline Team "EPT" as a cross functional local and regional strategic forum acting as a decisive body that can give recommendations and strategic considerations regarding the commercial viability of developmental, launch readiness and in licensing candidates
Developed in a timely fashion robust strategic / tactical plans for each pipeline compound
Global Expansion Leader
Novartis Vaccines and Diagnostics
to February 2011
Led planning and execution of the pandemic procurement activities in Western and Eastern Europe for both public and private segments and also with international associations including UNICEF and EU Commission
Managed both the under-supply as well as the over-supply emergencies ensured long term partnership with governments as well as NVD long term commercial interests are fully synergized
Led registration, pricing, reimbursement, funding and market adoption activities to expand Novartis Vaccines' presence into 12 EU markets and 8 Non-EU markets
Planned and executed matrix of business models and collaboration frameworks with internal and external business partners across those markets
Led cross functional projects involving legal, finance, RA, Manufacturing, Packaging, Filling and Supply Chain ensuring operational excellence across those markets
Supported European commercial strategy formulation and 5-year business plan
Led due diligence and contract negotiations with distribution partners and agents within Europe
Business Unit Manager, Anemia, Transplantation and Rhuematoid Arthritis
to May 2009
Led sales and marketing development of Roche's Anemia, Transplantation and Rheumatoid Arthritis businesses in Egypt
Structured the RA, Anemia and Transplantation business unit as a complete turn around business process
Re-launched the Neo Recormon® brand locally and helped make the anemia franchise representing more than 15% of the total affiliate sales with the launch of Mircera® in the very competitive EPO therapy market as the last entrant with no clear clinical differentiation and potential risk of cannibalization
Launched MabTheRA in Rheumatoid Arthritis as a product life cycle extension strategy
Grew product sales by fourfold over six years via effective HCP inline marketing, direct to patient marketing, managed care marketing, and pricing strategy based on strategic payer landscape analysis
Led work stream in Actemra Launch Readiness Project "ALR" within CEMAI region leading affiliates in launching this brand
Led commercial strategy of "Transplantation Franchise" and managed the product life cycle of the main brand CellCept
Led and developed people directly (2 product managers & 1 team sales manager) and indirectly ( 15 medical reps.)
Sales & Marketing Head, Ad-interim - Oncology
to December 2005
Led sales and marketing development of Roche's Oncology Portfolio
Led related processes' improvement initiatives including shortage risk minimization, expiry risk optimization, ROI and KPIs measures development and integration into business practices
Presented Oncology Business Review to senior management for example: CEMAI Head and Chief Operating Officer Pharma Division "Pascal Soriot"
Managed external stakeholders' programs including MoH partnering initiatives, patients' groups partnering and funding bodies
Engaged in the implementation of the In-Field Effectiveness "IFE"
Structured Oncology franchise into "Business Unit" in 2004 and "Sales and Marketing Line" in 2005 with underlying recruitment and performance management of direct reports as well as sales force
Recruited and managed sales force's performance, target's setting, territory planning
Contributed to strategic planning exercises including Zero Budget, Annual Business Review, Forecasting and Affiliate Planning
Managed the product life cycle of 8 Oncology brands doubling their sales twice in 2004 and 2005 and 3 of which were first in Roche Egypt top 10 performing brands
Product Manager - Oncology
to February 2008
Developed annual marketing plans, launch plans, competitive strategy, counter messaging, objections' handler, core slide kits for all Roche's Oncology brands
Planned and owned brand promotion budget, ensured improved ROI and KPIs fulfillment
Launched Avastin locally in Egypt in 2006 to be among top 3 selling brands within the portfolio
Launched Tarceva locally in Egypt 2007
Led the planning and execution of local and regional events including round table discussions, group meetings, launch symposia, stand alone events "Roche 6th Middle East Oncology Event - Omman 4th-8th Feb 2008"
Planned and executed market research projects
Analyzed long term brand potential, and anticipated upsides and downsides' impact
Led reimbursement activities of Xeloda, MabThera and Herceptin to a +60% sales growth
Managed KoL profiling, advocacy and development for Breast, Colorectal, Pancreatic, Lung, Renal Cancers and Lymphoma for market research and clinical program engagement
Planned and executed communications Programs with physicians, nurses and government officials
Planned and executed various local public awareness campaigns
Qualified and managed various agencies for maximum impact and long term partnership in the fields of PR, Market Research, Fund Raising Advertising and Event Management
Support the initiation and conduct of Phase IV local clinical programs
Audited marketing performance for both effectiveness and efficiency utilizing Roche's tools including pH value, Implementor and Allocator
Designed creative tools to support the market adoption of brands like Xeloda (Xeloda Dose Modification Tool DMT" to ensure optimal dosing and "Roche Egypt Market Information System REMIS" as an interactive market mapping and scenario planning tool
Created local promotional materials in accordance with global branding guidelines including slide kits, detail aids, banners and other branding elements
Awarded from Xeloda Global Team for planning and executing "Patients' Support Program" and "Awareness Campaign" in Middle East in 2005
Medical Representative - Oncology
to January 2003
The Academy for Science and Technology Graduate School of Business
to April 2006
Cumulative Grade: 3.90
Salesmanship and Marketing Post Graduate Diploma
The American University of Cairo
to July 2002
Cumulative Grade: A+
Bachelor of Pharmacy
to June 2000
Leading Global Teams, Switzerland - 2011
Introduction to Vaccines Seminar, Boston - 2009
Energy and Productivity Project, Switzerland - 2009
Marketing Champions, INSEAD - 2006
Creative Problem Solving, Egypt - 2006
Advanced Marketing Planning Seminar, Basel - 2005
Time Management Skills, Egypt - 2005
Towards Better Communication in our Office, Egypt - 2005
Marketing Planning Seminar, Basel - 2004
Basic Marketing Skills, Egypt - 2003
Basic Communication Skills, Egypt - 2002
English - Fluent "spoken and written"
Arabic - Fluent "spoken and written"
French - Started
German - Started
Vice President of Rotaract Club, Egypt - 2004
Head of Community Service Committee of Rotaract Cub, Egypt - 2003
Head of Fund Raising Activities of Rotaract Club, Egypt - 2003