SIAMETO BENARD
Nairobi
Overview
14
14
years of professional experience
Work History
Head of Sales
Highchem Group of Company Pharma Division
04.2023 - Current
- To lead and deliver the East Africa market expansion as per 5-year plan
- Manage customer relationships to gain a deeper understanding of the business
- Work with the commercial operation and marketing teams to implement the agreed strategy, monitor effectiveness to ensure marketing and sales targets are achieved
- To define channel strategy, review channels capabilities and roles within the value chain to customers and regularly review pools of channels partners
- To overview Sales budgeting and products forecasting
- Working in compliance with commercial policy of various countries, Ministry's requirement, local legislation and competition law
- Work on government tenders.
- Maintained relationships with customers and found new ones by identifying needs and offering appropriate services.
- Attended industry events and conventions to expain sales opportunities.
- Handled customer relations issues, enabling quick resolution, and client satisfaction.
- Built strong relationships with clients by following up on previous purchases and suggesting new products.
- Developed and implemented strategies to increase sales and improve customer service.
- Coordinated with other departments to provide smooth execution of sales initiatives.
- Provided leadership, guidance and direction to sales team members, offering assistance with any need at any time.
- Trained and coached sales team members on best practices for customer service and sales techniques.
- Assisted sales team members in developing customer relationships, and building customer loyalty.
- Monitored daily sales performance and provided feedback to each team member.
- Negotiated more favorable rates and delivery times with vendors.
- Performed supplier risk evaluations and supported regulatory inspections.
- Identified and communicated customer needs to supply chain capacity and quality teams.
- Scheduled and monitored sales team members' workloads to meet customer needs.
- Utilized exemplary negotiation skills to obtain manufacturing service agreements and assure quality standards.
- Communicated best practices among on-site and external personnel to align efforts and goals.
Consultant Country Manager
MS Pharma
01.2022 - 12.2022
- Overseeing all aspects of the company's operations in the country
- Developing and implementing strategies to grow the business and expand into new markets
- Building and maintaining relationships with key stakeholders, including government officials, partners, and customers
- Managing a team of employees and distributors among other Shareholders
- Overseeing the budget and financial performance of the country's operation
- Ensuring compliance with all laws and product registration processes with the relevant authority
- Collection of market, product, and competitive information, product, and service problems, the method of sales, to feedback to the relevant officials in the market group, to make improvements and corrections to their plans, methods, and support
- Develops and implements a monthly sales business plan for the territory to drive business strategies and develop strong relationships with a customer base using CRM tools.
- Maintained database systems to track and analyze operational data.
- Collaborated with teams to define, strategize, and implement marketing and web strategies.
- Liaised with customers, management, and sales team to better understand customer needs and recommend appropriate solutions.
- Supported creation of detailed, technical financial models to value potential acquisition targets.
- Conducted regular reviews of operations and identified areas for improvement.
- Created and managed project plans, timelines and budgets.
- Gathered information on competitor activities and market trends to enhance strategic decision-making.
- Secured consistent stock supply by providing accurate sales forecasts and managing shipments appropriately.
- Recruited, interviewed and hired employees and implemented mentoring program to promote positive feedback and engagement.
- Communicated product quality and market comparisons by creating sales presentations.
- Managed revenue models, process flows, operations support and customer engagement strategies.
- Coached and promoted high-achieving sales and account management employees to fill leadership positions with qualified staff and boost company growth.
Key Account Manager
Astellas Pharma PTY Ltd
03.2015 - 12.2021
- Led development and execution of marketing strategies and tactical plans for Urology, Transplant, Icu Anti-infectives, and Oncology brands across East Africa (Kenya, Rwanda)
- P&L management and optimal implementation of the operational plan via Veeva, value and access, and other cross-functional partners
- Secured high-value accounts through consultative selling, effective customer solutions, and promoting compelling business opportunities.
- Developed and delivered presentations to key customers to position products and services.
- Analyzed sales and customer data to identify trends and opportunities for increased profitability.
- Performed effectively in self-directed work environment, managing day-to-day operations and decisions.
- Fostered lasting relationships with customers through effective communication and quick response, resulting in long-term loyalty and expanded client base.
- Achieved or exceeded company-defined sales quotas.
- Built relationships with customers and community to promote long term business growth.
- Attended monthly sales meetings and quarterly sales trainings.
- Talent recruitment and development
- Launch planning, executions, and monitoring (Product launches)
- Interacting with relevant customer groups (cardiologists, Hematologists, Oncologists, Urologists, Nephrologists, Nurses, and Clinical pharmacists) to make market observations and identify potential insights and market access opportunities/risks
- Collaborating with relevant agencies to roll out affordable pricing in both Transplant and Oncology products through NHIF in line with the therapeutic channel strategy
- Responsible for research and product development in line with market and consumer needs
- Responsible for developing and maintaining marketing strategies to meet agreed company objectives
- Build and maintain an active sales funnel
- Record sales activity and client information on SalesForce.com
- Submit bi-weekly activity/call reports concerning customer-related activities for quotes, orders, and problems concerning customer/vendor relationships.
- Kept detailed records of daily activities through online customer database.
- Gained customer trust and confidence by demonstrating compelling, persuasive and composed professional demeanor.
- Maintained current knowledge of evolving changes in marketplace.
- Presented professional image consistent with company's brand values.
- Selected correct products based on customer needs, product specifications and applicable regulations.
Senior Medical Representative
MSD
06.2010 - 02.2015
- Marketing Dermatology, Respiratory, and Women's Health portfolio brands to achieve agreed targets, productivity, and performance targets
- Maintaining and enhancing knowledge of the disease product, product strategy, positing, key messages, and program and company developments of the portfolio brands
- Developing business plans and implementing related customer events such as roundtable meetings, conferences and symposiums sales and marketing campaigns, and presentation rollout
- Growing existing brands and expanding the business by identifying opportunities and through collaborative efforts of sales and marketing, and medical team
- Maintaining detailed research on customer and competitor information, filling required reports and documentation
- Worked with members of the regional sales team to improve performance and enhance morale, and interact with sales and marketing management to refine product and market initiatives
- Develop new accounts and grow existing accounts within established geographic territories and achieve financial and strategic goals from assigned customers.
- Analyzed market to identify new opportunities and strengthen relationships with hospitals, medical centers and primary provider physicians.
- Arranged appointments with doctors, pharmacists and medical teams to raise awareness of latest product launches.
- Maintained sales tracking reports to support operational enhancements and implement corrective actions.
Timeline
Head of Sales
Highchem Group of Company Pharma Division
04.2023 - Current
Consultant Country Manager
MS Pharma
01.2022 - 12.2022
Key Account Manager
Astellas Pharma PTY Ltd
03.2015 - 12.2021
Senior Medical Representative
MSD
06.2010 - 02.2015
Key Account Management - undefined
MSD
Pharmacovigilance Course - undefined
Pharmacy & Poisons Board
Bachelor of Health System Management - undefined
Kenya Methodist University
HND Molecular Biology & Biochemistry - undefined
Technical University of Kenya
Diploma in Marketing - undefined
Marketing Society Of Kenya
Marketing - undefined
Marketing Society of Kenya
Pharmacy Diploma - undefined
Nairobi Technical Training Institute
Customer Centric Interaction -
MSD
Summary
Focused sales manager with a strong commitment to motivating others and a wealth of knowledge in penetrating new territories and promoting product lines. Highly effective mentor, driven to assess individual and group performance to implement improvements and set goals. Determined individual with a background in establishing and nurturing lucrative partnerships. Hardworking and driven sales management professional equipped to revitalize sales operations and align procedures to maximize profits and client acquisition. Successful at improving sales procedures to streamline and strengthen processes. Multifaceted leader with an analytical and diligent approach to building and leading strong teams.
Work Availability
monday
tuesday
wednesday
thursday
friday
saturday
sunday
morning
afternoon
evening
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Skills
- Microsoft PowerPoint
- CRM proficiency
- Sales operations
- Territory Management
- Sales Coaching
- Sales Presentations/Operation
- National account management
- Sales team Management / training
- Negotiation expertise & Solution selling
- KPI & Sales Tracking
- Profitability Optimization & Revenue Forecasting
- Business & Strategic Planning
Quote
Your most unhappy customers are your greatest source of learning.
Bill Gates
Languages
English
Swahili
Education
Customer Centric Interaction -
MSD
Key Account Management - undefined
MSD
Pharmacovigilance Course - undefined
Pharmacy & Poisons Board
Bachelor of Health System Management - undefined
Kenya Methodist University
05.2023
HND Molecular Biology & Biochemistry - undefined
Technical University of Kenya
12.2011
Diploma in Marketing - undefined
Marketing Society Of Kenya
12.2008
Marketing - undefined
Marketing Society of Kenya
12.2008
Pharmacy Diploma - undefined
Nairobi Technical Training Institute
12.2006
Detailsprofile
A Highly Networked, Passionate, and Well Researched Marketing Manager and leader, recognized for contributions in record-setting contributions in all commercial functions including Branding, Trade marketing, and Consumer education hence improving brand equity. Highly experienced in FMCG Pharmaceutical industries with over 15 years of business strategy planning & executing roles on the same with absolute efficiency. Excellent Marketing / Products Planning and implementation, new business development, competitive market share expansion, and customer relationship development. In summary, the main focus in the last 10 years has been: Supporting Growth in Brand Equity, Consumer marketing, supporting very Profitable Sales objectives, Cost of Business Optimization and Business Continuity, and Continuous & Measurable Trade Touch Point Investment (ROI). Always work with the bottom line in mind. Demonstrated ability to conceptualize, build, and implement strategies to meet organizational commercial goals. Build and nurture productive relationships with key accounts to ensure increased revenue generation.
References
- Dr E N Kamuri., Chief Executive Officer, The Kenyatta National Hospital, 254722955526
- Dr Tom Menge., Director, Affiliation & Institutional Development, Ministry of Health, 254722713544
- David Chemirmir, Area Business Manager, SSA, Boehringer Ingelheim, 254722715417
Hobbies and Interests
- Reading research books
- Adventure
- Charity Work
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