MICHAEL ONG'OR ODHIAMBO
00200
Summary
Seasoned Key Account Executive with broad experience in managing key clients, strengthening relationships, and driving sales. Strengths include strong negotiation skills, ability to resolve complex issues, and proficiency in various CRM software. Significant impact in past roles through improved client retention and increased sales revenue. In my current role, I have developed and worked with over 10 key accounts, mainly local distributors, within the pharma industry, bringing in KES. 10 million in sales on average per quarter.
Overview
11
11
years of professional experience
1
1
Certification
Work History
Key Account Representative/Sales Executive
Topstone Pharma Limited
01.2023 - Current
- Developed and implemented strategies to increase sales and profitability of key accounts.
- Assisted in developing new pricing models based on customer needs.
- Prepared weekly, monthly and quarterly reports on account performance for management review.
- Negotiated contracts with customers to secure mutually beneficial arrangements.
- Identified potential new business opportunities in the marketplace.
- Researched customer feedback to identify areas of improvement in products or services.
- Cultivated relationships with clients by providing regular updates on product developments, pricing changes, and other relevant information.
- Analyzed data from market research surveys to inform decision-making processes.
- Coordinated with internal departments such as marketing, sales and operations to ensure successful execution of programs for key accounts.
- Monitored competitor activities in order to stay ahead of industry trends.
- Collaborated with cross-functional teams to develop creative solutions for customer issues.
- Managed all aspects of client relations including responding promptly to inquiries and resolving complaints quickly.
- Worked closely with third party vendors and partners on joint initiatives.
- Developed strategies for increasing revenue from existing customers through upselling or cross selling.
- Maintained good rapport with customers and internal departments by proactively handling complex customer issues.
- Set up and updated customer accounts with interactions, payments and personal information.
- Developed and maintained solid client relationships by regularly following up on clients.
- Maintained accurate and complete records on past due accounts and collection actions.
- Served as primary contact and support for maintaining account information and opening and closing accounts.
- Sustained elevated level of customer satisfaction while striving to exceed sales and profitability.
- Generated appointments and quotes through proactive outbound prospecting and lead activity management.
Medical Representative
Nextgen Pharmaceuticals (K) Ltd
11.2018 - 12.2022
- Developed and implemented detailed plans for introducing new products to physicians and other healthcare providers.
- Organized sales presentations, seminars, and workshops for medical professionals in order to promote product awareness.
- Conducted market research to identify target markets and develop strategies for increasing sales volume.
- Performed regular visits to doctors' offices and hospitals to discuss products with health care professionals.
- Collaborated with marketing teams on promotional materials such as brochures and leaflets.
- Created detailed reports of sales activities including customer feedback, competitor analysis, and market trends.
- Maintained records of sales activities such as appointments made, calls placed, samples distributed.
- Attended trade shows and conferences in order to introduce products to potential customers.
- Researched competitors' offerings in order to create competitive advantages for company's products.
- Prepared monthly progress reports detailing successes achieved during the period covered.
- Assisted in preparing training materials for new Medical Representatives joining the team.
- Monitored inventory levels at retail outlets ensuring adequate stock was available at all times.
- Adhered strictly to ethical guidelines when promoting medications or medical devices.
- Identified opportunities within existing accounts while also prospecting for new business.
- Demonstrated medical products to new and existing customers.
- Established and maintained professional relationships with medical professionals to promote lucrative business opportunities.
Microbiology Undergraduate Attachee
Kenya Medical Research Institute (KEMRI)
Kisumu
05.2015 - 08.2015
- Analyzed and interpreted test results, identified contaminants, and recorded data in laboratory notebooks.
- Performed routine testing of water and food samples for microorganisms using standard laboratory procedures.
- Collected, preserved, and tested various samples for various activities.
- Operated, calibrated, and maintained laboratory equipment.
- Carried out molecular biology techniques, including Polymerase Chain Reaction and ELISA.
- Performed immunological techniques in cell cultures.
- Field activities in the collection of mosquito vectors using aspiration and PSC methods.
- Developed entomological techniques in mosquito identification and rearing.
- Performed quality control checks on reagents used in analyses according to established procedures.
- Evaluated existing methodologies for accuracy and reliability; modified or developed new techniques when needed.
- Participated in team meetings to discuss project progress and provide input on strategies for improvement.
- Reviewed literature relevant to current projects; summarized findings from published studies into concise reports.
- Monitored environmental conditions such as temperature, humidity, air pressure, to ensure optimal growth conditions for organisms being studied.
- Implemented safety protocols while handling hazardous substances such as infectious agents or toxins.
Microbiology Undergraduate Student
The Neema Hospital Laboratory
08.2013 - 12.2013
- Collected samples using various sample collection techniques.
- Carried out laboratory diagnostic techniques.
- Operated, calibrated, and maintened laboratory equipment.
Education
Postgraduate Certificate - Principles of Management
John Hopkins University
10-2024
Postgraduate Certificate - Account Management and Sales Force Design
West Virginia University
09.2024
Bachelor of Science - Microbiology
University of Kabianga
06-2016
Certificate - computer packages
Circles Computer Training Institute-Eldoret
Eldoret04.2012
Kenya Certificate of Secondary Education -
Chianda High School
01.2011
Skills
- Business Development
- Leadership
- Management
- Market Research
- Competitive Pricing
- Communication Skills
- CRM Applications
- E-commerce Platforms
- Relationship Management
- Sales expertise
- Sales proficiency
- Customer Engagement
- CRM proficiency
- Data Tracking
- Consultative Sales
- Goal-Oriented
- Account Management
- Prospecting skills
- Customer Relationship Management
- Business Acumen
- Project Management
- Contract negotiation and closing tactics
References
- Dr. Salauddin Youssef Khan, Director, Nextgen Pharmaceuticals (K) Ltd, 0723175663, info@nextgenpharma.co.ke
- Dr. Jumba Locho, Obstetrician and Gynecologist, Moi Teaching and Referral Hospital, Eldoret, 0727991665
- Mr. Peter Macharia, Director, Pilot Pharmaceuticals Limited, Eldoret, 0721380388
Accomplishments
- Designed and helped in the development of a functional user friendly e-commerce website to help generate revenue and reach key accounts.
- Received several acknowledgements on achieving my quotas in both companies I have worked.
- Awarded for key account retention abilities.
Certification
- Relationship Management Certificate of completion from Star weaver (Online)
- Social Health Insurance Fund (Social Health Authority) training certificate.
- Pharmacovigilance, Research Ethics and Statistics and Data Presentation certificates from Clinical Research Key (CRK-CRO).
Languages
Swahili
First Language
English
Proficient (C2)
C2
French
Intermediate (B1)
B1
Timeline
Key Account Representative/Sales Executive
Topstone Pharma Limited
01.2023 - Current
Medical Representative
Nextgen Pharmaceuticals (K) Ltd
11.2018 - 12.2022
Microbiology Undergraduate Attachee
Kenya Medical Research Institute (KEMRI)
05.2015 - 08.2015
Microbiology Undergraduate Student
The Neema Hospital Laboratory
08.2013 - 12.2013
Postgraduate Certificate - Principles of Management
John Hopkins University
Postgraduate Certificate - Account Management and Sales Force Design
West Virginia University
Bachelor of Science - Microbiology
University of Kabianga
Certificate - computer packages
Circles Computer Training Institute-Eldoret
Kenya Certificate of Secondary Education -
Chianda High School
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