ABDELFATTAH IRSHEID

Export, Distribution & Out-licensing Business Partner at HRA for MEA Region

• Led P&L management, Sales & Demand Forecast, Contracts & Commercial negotiations internally and externally
• Defined and implemented growth strategy for existing business and white space expansion
• Actively participated in French Hub Leadership team until Dec 2022
• Managed Junior Regional Business Manager, Brand Manager, and FPA Commercial Analyst
• Exceeded net sales and profit targets, achieved KPIs, and signed key distribution agreements in MEA region
• Improved cash-flow and relations with distribution partners
• Streamlined operations, implemented process improvements, and reduced costs
• Developed and executed successful marketing plans to increase brand visibility
• Consistently met or exceeded annual performance targets by communicating clear objectives to team members.

• Adopting ambassador role for CPhI Middle East and Africa
• Collaborating on editorials specially 1st Abu-Dhabi' edition
• Engaging key stakeholders including business leaders from region and industry in events
• Helping organizers identifying hot topics & speakers for content, moderating and participating in several Panel discussions.

• Built market strategies and defined 5 years expansion plan with business unit director
• Conducted Business development (market study, partners prospection & identification, international commercial contract negotiations, Products launch plans and implementation for MEA Region)
• Lead task-forces and coordinated between different internal and business partners departments to achieve objectives in each market (Marketing, Regulatory, Finance, Supply chain team and Legal)
• Full P&L responsibility for markets in territory
• Insured consumer-centric approach building and implementing marketing plans
• Backed up local partners through team training, incentives definition, marketing campaign, symposium planning, registration support (regulatory) and annual launches
• Executed full export cycle and managed Ordesa partners sales team sustaining short and long term sales growth applying partner management program (RACE approach)
• Managing the running business Saudi Arabia, United Arab Emirates, Palestine, Pakistan, Jordan & Iraq (42 M €)
• Initiated Salesforce transformation project in Saudi Arabia, doubled market growth in two years, 2019 objective achieved (Area allocation, skills training for all level)
• Managed and launched business in Lebanon, Jordan, Egypt, Pakistan and Iraq
• Negotiated deals in: Jordan, Egypt, Lebanon, Palestine, South Africa, Iraq, Kuwait & Pakistan
• Signed 5 new distribution agreements (different business models) and 4 consultancy agreements.

• Covered Healthcare Industry for EMEA with a Generalist role for MEA
• Built Healthcare industry target accounts list for EMEA
• Built up new business relations in the Middle East & Africa acquiring new accounts
• Identified opportunities for expansion in Europe, Middle East & Africa
• Multi-Channel pipeline management, partner recruitment and relationship management
• Segment market, profile accounts, identify solutions and key contacts
• Promoted Infor's Healthcare Suite solutions: ERP, SCM, EFM, EAM,…Healthcare analytics
• Generated qualified marketing leads for Channel Sales Managers for EMEA, exceeding monthly and annual targets.

• Active member in Respiratory Team promoting Seretide, Flixotide, and Serevent
• Supported Sales Manager and Marketing team in IMS data results analysis for Dubai’s respiratory products
• Supervised Asthma Healthcare Associate, also organized Asthma weeks
• Planned & organized the Smoking cessation week conducted by Dubai Municipality 2008
• Closely follow up on partners sales team (Agents)
• Key accounts management
• Led key opinion leader's development program and Adverse Events reporting for team
• Conducted additional product knowledge and presentation skills training to team
• Territory Management Reporting and team support (CRM Key User)
• Achieved 101% of 2009 sales budget in total respiratory items sales, achieving 39% growth in Seretide sales and 21% of all items over last year sales
• Achieved 118% of 2008 sales budget with 24% growth in total respiratory items sales
• GM excellence award (All Stars Award), recognized as a member of the best performing and achieving team in the Gulf-Near East Area in 2008 & 2009 (Awarded a Mini- MBA in Brussels)
• Achieved 120% of 2007 sales budget in total respiratory items sales

• Active member in Respiratory Team promoting Seretide, Flixotide, and Serevent
• Best performer in Seretide percent sales Gulf-Near East Area 2006
• As individual: achieved monthly / yearly sales and exceeded targets
• As team member: achieving team targeted sales, trained supported new team members
• Received Gold Excellence Award for contributing in Gsk’s success Feb 2007
• Awarded for being most consistent reporting system user (CRM), and one of top 10 best users in Gulf – Near East Area for years 2009 ,2008 ,2006 and 2005.

• Active member in Aditor “Atorvastatin” team promoting it in various provinces in Jordan
• As an individual & team member: achieved the team sales target for that period.