Muthana Mahadin
Pharmacist
Amman
Summary
Multitasking Commercial Director with a background developing recommendations that drive strategic growth. Passionate professional participating in key sales meetings and defining long-term sales strategies. Offering exemplary collaboration, team oversight and decision-making skills.
Overview
27
27
years of professional experience
5
5
years of post-secondary education
Work History
Commercial Director
Sukhtian Pharma
11.2022 - 3 2024
- Expanding business to Export Markets (MENA, EU,APAC and LATAM)
- Building a regulatory Affairs Department
- Initiated targeted marketing approach to the markets
- Adapted the company approach towards a more digitally Savvy image
- Conducted comprehensive market research to identify new opportunities for product expansion and innovation.
- Developed strategic initiatives based upon company objectives aimed at accelerating growth.
Country Manager
Tabuk Pharmaceuticals
01.2021 - 10.2022
- Transforming the business model towards hospitals and key accounts
- Tabuk became 2nd generic company in the market
- IQVIA 1st position for five brands, 2nd position for 6 brands
- Restructured Field force to two well defined BUs, Pharma and Commercial
- Build organizational commercial capabilities as well as key account Management concept
- Managed budgets, financial planning, and forecasting to optimize profitability for the country operations.
- Implemented process improvements, streamlining workflows and increasing team productivity.
- Increased market share by developing and implementing effective sales strategies.
Country Manager
Tabuk Pharmaceuticals
07.2018 - 12.2020
- Rebuilt Tabuk image in the market
- Enhanced tender capabilities
- Moved the country to outsourcing model for better profitability
- Established strong relationships with key industry players for business growth and expansion.
General Manager
Raseel Consulting and training / Digital Drug Store
02.2016 - 06.2018
- Run Training and consultancy programs for Pharma companies
- Build a digital platform for HCP interaction
- Run the design and execution of patient support program and post marketing studies
- Build country portfolio for the distribution arm of the company
- Cultivated strong relationships with clients, vendors, and partners to ensure long-term success and loyalty.
Business Development Director - Senior consultant
Global Drug Stores
02.2015 - 01.2016
- Designed the marketing strategy
- Communicated and established contracts with principals
- Training for the field force
- Built robust strategic business plans for company
- Negotiated and closed long-term agreements with new clients in assigned territory.
- Performed client research and identified opportunities for account growth, account penetration and market expansion.
Sales and Marketing Director
Dar Al-Dawa Pharmaceutical Company
06.2012 - 01.2015
- Responsible for turnover of around 100 Mio USD
- Responsible for 250 associates organization
- Running a multidisciplinary organization including Marketing, Sales, Business development, Sales effectiveness and Regulatory
- Build the optimal structure for field force and sales organization
- Delivering sales and profits within agreed budgets while meeting global and regional organizational objectives through effective leadership of sales, marketing and medical team as appropriate
- Effectively identifying/monitoring multiple local market conditions and building strong customer relationships, personally influencing and interacting with the local political environment
- Launched new products and services, effectively positioning them within the market to drive growth.
Sales and Marketing Director
Mediterranean Pharmaceutical Industries
09.2011 - 10.2011
Country Manager
Novartis Pharma
01.2010 - 08.2011
- Responsible for all the Sales and FF related issues
- Tender Pricing and Tracking
- Sales and Expenses control per country
- Logistic support to ensure the availability of goods and on time delivery
- Manage the logistics of under license manufacturing
- 5 Direct report Sales Managers
- Responsible for 75 associate organization
Country Manager
Novartis Pharma
09.2006 - 12.2009
- Leading, managing and developing the overall performance of the country product portfolio
- Building Novartis Pharma in the country
- Sales Development ($ 9 M in 2006- $ 25 M in 2011)
- Launching new brands as under license local manufacturing
- Delivering sales and profits within agreed budgets while meeting global and regional organizational objectives through effective leadership of sales, marketing and medical team as appropriate
- Effectively identifying/monitoring multiple local market conditions and building strong customer relationships, personally influencing and interacting with the local political environment
- Establishing solid structure for a complicated business model
Sales Force Effectiveness Manager-
Novartis Pharma
01.2006 - 08.2006
- Initiating transformation of the field force at a critical time in Saudi
- Building the ABCD evaluation and incentive pay system
- Calibration and development of sales managers
- Training of field force
- Launching the quarterly incentive scheme through the whole region
- Running a special diagnostic tool for Saudi, Lebanon and UAE, and build action plans based on that (REX tool)
Sales Force Effectiveness Manager
Novartis Pharma
07.2004 - 12.2005
- Launching and establishing the concept of sales force effectiveness in the region
- Launching the planning tool (AREKS) across the region
- Actively participating in building of the training curriculum across the region
- Providing guidance for the marketing department in building their marketing plan and strategy to be aligned with the training department
- Working as deputy compliance officer across the region ensuring adherence to ethical behavior in promotional practices
- Maximized performance by monitoring daily activities and mentoring team members.
- Resolved staff member conflicts, actively listening to concerns and finding appropriate middle ground.
- Managed and motivated employees to be productive and engaged in work.
Country Manager
Novartis Pharma
08.2003 - 06.2004
- Leading, managing and developing the overall performance of the country product portfolio
- Building Novartis Pharma in the country
- Effectively identifying/monitoring multiple local market conditions and building strong customer relationships
First Line Sales Manager - Cardiovascular Line previously Rhuema/Bone and Asthma Derma
Novartis Pharma
03.2002 - 07.2003
- Diovan became number one antihypertensive medication in Jordan
- Establishing the CVS line in Jordan, in the private and public sector
- Developed field force capabilities in a young team
- Managed to create noise in the market with minimal investments in the Rhuema bone and asthma derma lines
Product Specialist
F Hoffman La Roche, Roche
12.1999 - 02.2002
- Launching Xenical in the Jordanian market
- Managing all the Xenical Business in Jordan in both private and governmental sectors
- Managing the local patient activities, and establishing a patient support program
- Building the marketing plan for the brand in Jordan
- Training for the field force on Xenical
- Boosted customer retention by providing exceptional product support and addressing user concerns.
- Assisted with demonstrations for Xenical to showcase functionality.
Field Force Supervisor
Arab Pharmaceutical Co.
06.1999 - 08.1999
- Managing the wide range of products in the eastern province
Medical Representative
MSD
03.1996 - 05.1999
- Hospital anti-infective line with focus on tender business
- Establishing the Cardiovascular line in the country, mainly Zocor
Medical Representative
Pfizer
06.1995 - 02.1996
Education
Bachelor of Pharmacy - Pharmaceutical Sciences
University of Jordan
Jordan 09.1990 - 06.1995
Skills
Onboarding and coaching
Sales management
Pricing strategy
Competitor Analysis
Financial Acumen
Forecasting
Detailed business plans
Training and mentoring
Accomplishments
- Drove Tabuk-UAE to become 2nd generic company (IQVIA 21).
- Initiated and established commercial capabilities in Tabuk-UAE, as well as transforming the RX part towards sustainable business channels.
- Tabuk-Jordan to be the only representative from Pharma in Covid task force for DRMS (Directorate of Royal Medical Services).
- Drove Dar Al Dawa to profitable business after showing loss for two years.
- Being one of the first to attend the Novartis CPO head assessment where only 15 were selected worldwide for the pilot program.
- Establishing the Novartis business in Syria, injecting a new commercial model combining part-timers and pharmacy teams.
- Diovan as the number one antihypertensive in Jordan.
- Novartis Became the number one multinational company in Syria.
- Embedding the sales force effectiveness concept in the region.
- Successfully built the Transplantation franchise in Syria.
- Worked with innovative pricing models in Syria and Yemen.
Timeline
Commercial Director
Sukhtian Pharma
11.2022 - 3 2024
Country Manager
Tabuk Pharmaceuticals
01.2021 - 10.2022
Country Manager
Tabuk Pharmaceuticals
07.2018 - 12.2020
General Manager
Raseel Consulting and training / Digital Drug Store
02.2016 - 06.2018
Business Development Director - Senior consultant
Global Drug Stores
02.2015 - 01.2016
Sales and Marketing Director
Dar Al-Dawa Pharmaceutical Company
06.2012 - 01.2015
Sales and Marketing Director
Mediterranean Pharmaceutical Industries
09.2011 - 10.2011
Country Manager
Novartis Pharma
01.2010 - 08.2011
Country Manager
Novartis Pharma
09.2006 - 12.2009
Sales Force Effectiveness Manager-
Novartis Pharma
01.2006 - 08.2006
Sales Force Effectiveness Manager
Novartis Pharma
07.2004 - 12.2005
Country Manager
Novartis Pharma
08.2003 - 06.2004
First Line Sales Manager - Cardiovascular Line previously Rhuema/Bone and Asthma Derma
Novartis Pharma
03.2002 - 07.2003
Product Specialist
F Hoffman La Roche, Roche
12.1999 - 02.2002
Field Force Supervisor
Arab Pharmaceutical Co.
06.1999 - 08.1999
Medical Representative
MSD
03.1996 - 05.1999
Medical Representative
Pfizer
06.1995 - 02.1996
Bachelor of Pharmacy - Pharmaceutical Sciences
University of Jordan
09.1990 - 06.1995
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