Peter Mwaura

I am a seasoned healthcare sales executive with a decade of experience driving revenue growth through exceptional communication and negotiation skills. Holding a Bachelor of Science Degree in Biochemistry, I excel in customer care, maintaining key accounts, conducting product edification, and penetrating new markets.

My extensive knowledge of Kenya's commercial landscape is demonstrated through successful participation in marketing strategies that significantly boosted company product sales. Over the past 10+ years, I have excelled in pharmaceutical sales, consistently meeting and exceeding annual targets of up to $500,000 across diverse therapeutic areas such as Dentistry, Gynecology, Psychiatry, Diabetes, General Medicine, Reproductive Health, Social Business, and Consumer Health.

Key Accomplishments

Implemented innovative initiatives in my territory, resulting in a remarkable 15% sales growth in 2018.

Conducted customer engagement CMEs, meetings, and events within budget, reducing customer acquisition costs by 40%.

Successfully listed new products in 100% of assigned key distributors and 70% of target retail pharmacies.

Key Skills and Competencies

Pharmaceutical Sales

Territory Management

Key Account Management

Relationship Management

Sales Management

Forecasting and Market Analysis

Reporting

Communication and Negotiation Skills

WORK HISTORY 

Medical Detailer,

Viya Health Enterprises

July 2022-Present.

Responsibilities

1. Partnerships and Market access: Explore, initiate, and working together with the Kenya Business Led to implement key strategic partnerships to foster market access and drive sales.
2. Stake Holders Management: Engage with key stakeholders including professional organization, advocacy groups, and public sector networks timely and professionally in line with Viya health mission and vision.
3. Distributor Management: Development and retention of the pharmaceutical products distributors in Nairobi, Mombasa, Central and North Rift, Mt. Kenya and Eastern.
4. Sales Forecasting: Utilize historical data, market trends, and customer insights to develop accurate sales forecasts.

Responsibilities

Senior Medical Representative

Avacare Kenya,

March 2020-June 2022.

Responsibilities

1. Engaged with HCP at different levels including one on one detailing, CMEs, scientific congress etc.
2. Accountable for achieving agreed sales, productivity and performance targets within agreed budgets and timescales.
3. Monitor, analyze sales and market trends to manage performance levels of sales against market developments and sales targets.
4. Contributed positively to the Sales and Marketing team through co-operative relationships and collaborative efforts to achieve team and company objectives.
5. Regional team lead Embu-Meru Region: responsible for coordinating the business in key institutions in the area including The Embu Children’s hospital, Outspan, mission and government hospitals. 

Key achievement

• Achieved 200% growth in sales of Advance Rescue at Mater Hospital 
• Inclusion of Advance Rescue in Kenyatta National Hospital private wing formulary.
• Increased territory client base by 50% by bringing by onboarding different hospital to stock our products.

Medical Representative

Eli-Lilly and Company,

May 2017- Jan 2020.

Reason for leaving: Company restructuring.

Responsibilities

1. Planning and executing engagement forums as per company strategy. 
2. Strategy Development and implementation in my territory to drive sales and maintain customer relationships.
3. Coordinate customer engagement through CMEs, Trade fairs, symposiums another channels.
4. Training and educating different HCPs including nurses, diabetes educators and doctors on different Eli Lilly insulin delivery devices.
5. Kol Management: Building strategic relations with key Contacts & Key Opinion Leaders (Physicians, Diabetologists, Nephrologists, Neurologists) who can facilitate business development. 
6. Key Account management: Responsible for five Key government accounts in tendering and relationship management.

Key Achievement

• Inclusion of Cialis 5mg in the 2019 UON health services supplementary tender.
• 30% growth in Cymbalta sales at Nairobi hospital.
• Introduction of Humulin 30/70 through MEDs into Chongoria Mission Hospital,Mathari Mission Hospital.

Medical Detailer:

Population Services Kenya (PS Kenya),

Oct 2016 to April 2017 

On Contract.

Responsibilities

1. New product launch: I trained pharmacy personnel and relevant HCPs on the new products. 
2. Engaged relevant professional organizations, advocate groups and health stakeholders to create product awareness.
3. Ensured company brands visibility and availability at the pharmaceutical outlets and specific healthcare institutions. 
4. Worked with health programs partner; Tunza clinics and healthy heart partners to create awareness train and ensure availability of products.
5. Product activation, promotion activities, progress monitoring. 

Achievements

1. Successful launch of Femi girl in the country and listing in 100 % of distributors in my assigned territory 

Sales Representative

 I-NOVA pharmaceuticals (Imperial Health sciences),

December 2013 to September 2016. 

Duties and Responsibilities 

1. Collaborated with the Export sales manager and helped establish and control budgets for marketing activities, trade show expenses etc. 
2. Distributor Relationship management: worked closely with Inova export manager to help set and achieve Kenyan distributors targets and address any arising issues.
3. Overall responsible for meeting sales targets in own territory. 
4. Identified and participated in relevant medical and scientific events (medical education targeting doctors and patients, congresses etc.) to increase the visibility of our products.
5. Analyze market trends in my area and discover new opportunities for growth.
6. Responsible for Planning quarterly, monthly, weekly and daily on a continuous basis 
7. Prepared feedback to management on competitor activity and new entries to marketing and collaborated to develop market strategy.

Achievement:

1. Successful launch of Andolex c spray in Kenya and listing in major Hospital and Major Wholesalers.
2. Progressive business growth in the assigned territory.

Medical Representative; Highridge pharmaceuticals,

January 2013 to November 2013. 

EDUCATION AND PROFESSIONAL QUALIFICATIONS 

• Master of Business Administration (Strategic Management), Ongoing
• Bachelor of Science, (Biochemistry), Moi University, 2012.
• Kenya Certificate of Secondary Education, Kiambu High School, 2004