David Ikua

• My overall objective is to drive distributors sales growth and enhance sales team performance thereby achieving business objectives and establishing Haleon brands widely.

Duties and Responsibilities

· Developing trust and relationships with distributors,wholesalers,retailers and ensuring they progressively grow their sales.

· Managing distributors credit status.

· Ensuring Sales teams timely execution of key deliverables and surpassing targets.

· Coaching the Sales team to ensure they deliver high quality calls, products detailing and presentations via CRM software, preparing and submitting KPI's and sales reports.

· Developing a high performing Sales team through performance check ins,trainings, exams, regular markets visits, CME's

· Acquiring a thorough understanding of key customer needs requirements and bridging them.

. Occasionally attending Scientific conferences,workshops, cme's for capacity building.

· Expanding the relationships with existing customers by continuously proposing solutions that meet their objectives.

· Ensuring the correct products and services are delivered to customers in a timely manner.

· Serving as the link of communication between key customers and internal teams.

· Resolving any issues and problems faced by customers and dealing with complaints to maintain trust.

· Playing an integral part in generating new sales that will turn into long-lasting relationships.

· Preparing regular reports of sales progress and forecasts using key account metrics.

Achievements

· Actively participating in, monitoring, developing distributors, wholesalers and retailers incentives programs that have registered three-fold incremental sales growth over years.

· Actively gained phenomenon Loyalty, commitment, dedication, active participation, and trust with key stakeholders.

· Commercial team’s have consistently surpassed their annual

K.P.I targets while within set budgets.

· Have registered improved distributors timely credit management, consistently surpassed their yearly targets.

• My mission was to drive performance by leading the expert and pharmacy sales teams to meet business objectives and establish GlaxoSmithKline Limited brands as the customer's first preference
• This was achieved through inspirational leadership, motivational coaching, and the development of the team's scientific knowledge and business planning.

Duties and Responsibilities

· Ensuring success of new product launches and campaigns.

· Ensuring teams timely execution of key deliverables.

· Coaching the expert team to ensure they deliver high quality calls.

· Developing a high performing team through performance check ins.

· Actively participating in the recruitment of expert team.

· Developing collaborative external and internal relationships with key stakeholders.

Achievements

While exerting personal passion, commitment, and endless energy in my effort in the teams, I contributed to top sales and marketing performances over time, expanding customer bases within my team, developing, and maintaining business with both current and new customers.

· Successfully initiated stocking of dental clinics with Sensodyne to drive sales growth and brand visibility.

· As per GFK results, Sensodyne was the brand most often recommended by dentists with an improvement of 89% (2017) to 98%(2018)

· Improved the overall percentage of called on dentists from 95% in 2017 to 98% in 2018 as per GFK 2018 findings.

· Consistently maintained the market share of sensodyne to be number one most recommended brand in management of dentine hypersensitivity.

· Consistently exceeded the set targets and successfully participated in launching Panadol extra with Optizorb in 2018 across the country.

· Enhancement of personal capability building i.e coaching communication skills and management skills through formal education (online courses), learning from others and from my mentor.

• Detailing of GlaxoSmithKline Limited brands to Doctor's
• Territory management including segmentation & targeting and submission of market intelligence
• Preparing sales reports & timely execution of activities
• Delivering high quality face to face calls to Doctor's & Pharmacies
• Delivering presentations during CME', lunch and learns to healthcare professional to enhance expert recommendation
• As an expert representative I managed to develop Doctors who were potential but not often GSK brands recommenders to become advocates and same time maintain business with the existing advocates.

Achievements

- Always met call rates and frequency targets

- Developed business in key institutions.

- Organized successful dental camps in collaboration with Dentists.

- Organized successful lunch and learns and delivered the presentations with minimal supervisions.

• Making calls to doctors and selling to chemists, wholesalers, sub distributors and managing institutional tender business

Achievements

- Consistently achieved set targets satisfactorily.

- Introduced various brands to two major hospitals formulary and managed to consistently grow them on a yearly basis.

- Overall personal gratification on achievement of both team and organizational goals.

• Making calls to doctors and selling to chemists, wholesalers, sub distributors and managing institutional tender business

• Receiving various clinical samples from patients, analyzing them before reporting the findings
• Generating end of the month sales reports
• Timely procurement of goods
• Preparing and submitting monthly procurements reports
• Upholding professionalism in handling patients and good customer care etiquettes
• Supervising other staffs and laboratory management