Khaled Sharaf

IMS Health

• M. East Business Development Manager, Egypt Operations & Market Research ManagerFull Time

  Apr 2011 - Mar 2014 -2 yrs, 11 months

  Egypt , Cairo

  • Job Details:On Regional level: Reporting Solid to the Middle East General Manager. Reporting dotted to Business Development Leader, Spain. On Local level: Reporting solid to Egypt Country Manager. Member of the Middle East region Executive Committee. Managing a team of 40 subordinates:  Marketing Specialist (1) + Team of data entry (4)  Market Research field manager (1) + Team of F2F/IDI medical interviewers (10)  CATI medical interviewers' supervisor (1) + Team of CATI medical interviewers (10)  Data collectors supervisors & seniors (4) + Team of data collectors (9) Main Responsibilities:  Managing Middle East market research call center hub.  Leading Business intelligence & support in ME region for all Pharmaceutical companies.  Focal point for all clients queries based on own vast knowledge relating to marketing, market research, sales management, industry issues, trends and IMS products, consulting and service capabilities.  Project manager for Market Prognosis reports of Pharmaceutical markets in Middle East region.  Focal Point for investors & global organizations seeking insights, market intelligence & market access of Pharmaceutical markets in ME region.  Pre-sales & after sales build & focus towards company revenue and profit maximization.  Innovated & launched new business offerings that drove Company business growth in ME region.  Project manager for shifting to cloud computing for healthcare in ME region.  Improve business processes in ME region as a certified Lean Sigma Facilitator.  Orchestrated successful marketing events to Company’s new launches. Main Achievements:  Added $250K incremental revenue by launching 2 new products in Lebanon.  Proven track record of continuously receiving excellent results in clients’ surveys when delivering market research projects and clients commitment to purchasing future market researches.  Adding 7 new clients generating extra incremental revenue by designing & launching new product features in Egypt.  Value engineering by eliminating operational costs in 18 countries & improving efficiencies resulting in reducing labor cost & allowing for human resources optimization in other needed areas.  Improved Days-After-Period (DAP) by eliminating 2 days per quarter in quarterly production process cycle  Adding more than 17+ clients in 3 months following a successful launch event for a new product.  Won prizes for “New Innovative Best Ideas” several years supporting reaching organization’s goals.
• Egypt Operations & Market Research ManagerFull Time

  Jul 2009 - Mar 2011 -1 yr, 8 months

  Egypt , Cairo

  • Job Details:Main Responsibilities:  Leading market research operations of all quantitative (F2F) & qualitative researches (focus groups & IDIs) in Egypt, starting from identifying client needs, preparing proposals, planning project timing & resources, hands on questionnaires’ designing, coaching interviewers, managing quality control, interpreting results, writing recommendations and finally delivering the projects to clients.  Strong Marketing Research experience in quantitative & qualitative researches with extensive CATI (Computer Aided Telephone Interviews) market research operations’ experience supported by implementation of 200+ CATI Market research projects in Middle East region with over 25,000 CATI interviews.  Leading an annual panel of 5,380 of doctors & Pharmacies (F2F), starting from sample design, recruitment, training, data collection, quality control, coding, analyzing, interpreting results & signing off to deliver to clients on or before assigned date.  Hands on all consultancy projects in Middle East region for all Pharmaceutical companies.  Strong personal & professional relations with clients’ decision makers in Egyptian Pharmaceutical companies, Wholesalers & distributors.  Meticulous follow up on execution of all Company’s operations related to all market researches & core products in Egypt & Saudi Arabia achieving excellent Days-After-Period DAP (On/Prior time) with excellent quality (1st time Right).  Design & deliver training programs of IMS services to clients in Egypt.  Deliver training programs to IMS employees in Middle East region on Lean Sigma concept.  Designing & providing marketing materials to support sales team.  Focal point for measuring Company’s precision & customer satisfaction reports on a yearly basis.  Contract with new wholesalers & distributors who are the backbone source for all IMS sales services. Main Achievements:  Decreased Days-After-Period (DAP) production cycle of all company’s products by 15% to 18%  Enhanced quality of services provided to clients and reduced margin of error from 3.4% to 0.34%  Awarded “Company Best Idea” award twice from Middle East GM for Innovating new solutions aiding to decrease cost & time for quarterly production of company’s core services and.  Constant Overachiever for company’s revenue from selling Market Researches in Middle East region.  Negotiated & contracted with 8 new wholesalers & distributors adding more census data to enhance quality of company services to satisfy current clients as well as attracting new clients.  Added 7 new contracts with wholesalers & distributors increasing census sales data accuracy to more than 95% of total market.
• Key Accounts ManagerFull Time

  Dec 2005 - Jun 2009 -3 yrs, 6 months

  Egypt , Cairo

  • Job Details:Reporting solid to Egypt Sales Manager. Managing a team of:  Data collectors supervisors & seniors (4) + team of data collectors (10)  Team of data entry (4)  CATI medical interviewers' supervisor (1) + team of CATI medical interviewers (10) Main Responsibilities:  Increase revenues by leveraging the full IMS offerings and identifying new business opportunities and forming close working relationships with the account management community.  Manage renewals and subscriptions with constant follow up on Accounts Receivables.  Hands on production & delivery of IMS syndicated market research service  Promoting to clients, implementing and delivering Radar Dynamics projects in Egypt.  Design & deliver training programs of IMS services to clients in Egypt.  Lead operational aspects of Radar Dynamics projects in Middle East. Main Achievements:  Over-achieved Sales Target (over $1 Mil. /Year) in 2008 & 2007 and joined “IMS 100+% club”.  Best Achiever in Q1/2009 in Egypt.  Achieved more than 90% level of customers’ satisfaction in 2007 & 2008.