Dima Alsheikh

A dedicated Business Development Specialist with 10 years of diversified regional experience in supporting and analyzing business operations in different cross functional areas (Sales/Marketing/Supply Chain/SFE…. ext.) For major international corporates in the pharmaceutical industry across the MENA Region, along with cross competencies in relationship management and global enterprise mindset. Seeking a position to implement twin benefits of acquired business expertise and comprehensive market savvy to catalyze business development optimize data, and process improvement.

Business Development Specialist, MENA March 2020 – Present

Dr. Sulaiman Al Habib Medical Group (HMG), Amman- Jordan

Responsibilities

• Market research and identify new business opportunities.
• Managing both existing sales pipeline and developing new business opportunities.
• Analyze and identify market current situation, trends and customer’s behavior combined with a full study of demographics.
• Monitor and evaluate industry trends, competitors and customer drivers.
• Creating and develop a short and long business plan, also analyzing new venture integration.
• Set marketing strategy, categorization and segmentation, an addition to implementation tactics and methodology.
• Create and implement overarching outbound sales and business development strategy and sales process.
• Business deal’s structure and pricing with business value analysis.
• Digital marketing strategy and implementation plan.
• Marketing materials, promotional plans, business content and key messages management.
• Developing growth strategies and plans.
• New products launching plan and market access strategy.
• Forecasting and pricing.
• Monitoring and evaluate ROI, performance and implementation after determining measurement KPI’s and reporting metrics.
• Coordination between department (IT, Sales and legal) to achieve the desired objectives.

Business Analyst October 2018 – Present

Gulf Pharmaceutical Industries (Julphar), Amman-Jordan

Responsibilities

• Creating and managing data base for Julphar – Jordan
• Preparing 12-months rolling forecast based on sales history and generating baseline forecast through reviewing historical sales data and current demand drivers.
• Tracking sales achievements Vs. Target, historical sales data and preparing monthly business analysis for sales force support.
• Supervision on Targets /Area allocation per Medical Representatives.
• Preparing monthly business analysis reports on sales team performance.
• Contributing in business review meeting, by preparing the needed data.
• Resource allocation analysis and tracking and investments effectiveness.
• Calculating and monitoring of optimized stock covers for each brand.
• Resource allocation analysis and tracking.
• Managing CRM data and reports.
• IMS Data Analysis.
• SFE and resource optimization.
• Calculating and monitoring of optimized stock covers for each brand.

Business Analyst- MENA November 2016 -February 2018

Valeant – MEDPHARMA, Dubai - UAE

Responsibilities

• Creating and managing data base for MedPharma.
• Resource allocation analysis and tracking.
• BMI (Business Management Index).
• Data analysis for CRM department.
• Conduct monthly deep dive sales analysis – forecasting
• Deep dive analysis for IMS data (Market Share-Trend-Insights)
• Supervision Targets /Area allocation per Rep for MENA.
• Tracking and preparing monthly business analysis for sales force support.
• ROI analysis and investments effectiveness.
• Monthly Business Analysis Presentation for MENA region markets.
• Managing sales force bonus and incentives.
• Identifying market Gaps, Potential and Opportunities – setting key actions and following up with FLMS across MENA region
• SFE and resource optimization
• NPI (new product introduction) – Market current and future situation and trend analysis, following up with demand/logistics – regulatory and Marketing to assure that all the projects are on schedule.
• Monitor the actual sellable stock level quantity and value.
• Calculating and monitoring of optimized stock covers for each country and brand.
• Highlighting high stock/sales imbalances to maintain a healthy stock level.

Business Analyst- Supply & Demand Planning September 2015 – October 2016

Modern Pharmaceutical Company (MPC), Dubai-UAE Johnson & Johnson Division

Responsibilities

• Managing 24-months rolling forecast in SAP APO by cleaning sales history and generating baseline forecast through reviewing historical sales trends and current demand drivers.
• Creating STT and GTS forecast: sales to trade forecast monitoring, creating replenishment
• Forecast for the distributor. Measuring accuracy, root cause analysis: analyze market trends, competitor activities, and volume & value share changes.
• Preparing the forecast and make regular adjustments, based on actual sales and confirm/additional orders, sales and marketing projection from the sales department.
• Plan, regulate, monitor and maintain appropriate levels of stock, including buffer stock and slow-moving items and notify the same to Commercial Manager on a regular basis.
• Calculating and monitoring of optimized stock covers for each brand, managing phase in and outs of products ensuring sufficient cover and a minimum residual stock risks at the same time.
• Highlighting high stock/sales imbalances to maintain a healthy stock level.
• Tracking shipment & stock delivery from HUB and JNJ to MPC.
• Maintain & follow up on purchase orders to ensure it is released up to the last level.
• Preparing monthly business analysis presentation on sales performance & update to JNJ and reporting managers in MPC.
• Preparing GRV for shipments received and make sure it’s posted on SAP system.
• Assisting inquiry from sales team for related information (business analysis).
• Contributing in monthly business review meeting with JNJ BM.
• Master file Tracking Sales and Marketing budgets & monthly updates for the business unit manager and claim the same on JNJ portal system on monthly basis also to ensure all the credit notes are issued & settled with finance
• Ensuring all customer deductions are followed with finance on monthly basis.
• Facilitating custom clearing related matters to the reporting manager of JNJ brands.

Customer care specialist May 2011 - December 2012

Roche Diagnostics, Jeddah-KSA

Responsibilities

• Managing all customer needs & inquiries.
• Contribute in marketing plan & strategy.
• Contribute in market analysis & definition.
• Evaluate brand performance.
• Competitor’s landscape.
• Customer targeting & segmentation.
• Market SWOT analysis.
• Working closely with sales rep & end users.

Arab Open University Business School: Bachelor’s Degree, Arts in Business Studies – Systems and planning, 2014