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Gino FORMINI

SAINS-RICHAUMONT

En résumé

As a pharmaceutical industry professional for 15 years, I have been responsible for executing strategic plans and delivering growth within the scope of industrial and commercial operations, across 3 continents. In charge of identifying and hiring most qualified sales representatives in the industry to execute the plan in place for all commercially promoted products, I have been comfortable working in both institutional and entrepreneurial, start-up environments where collaboration and proactive communication with internal and external partners is critical to the organizational success. With a sense of leadership and confident judgment, focused on reaching higher achievement, and with good analytical ability, I have been accountable to achieve the sales goals in the assigned territory by delivering not only sales growth but mostly market share growth. Enthusiastic and Success-oriented, I have built and maintained mutually-beneficial relationships with internal and external business partners, as well as key opinion leaders, in order to develop and grow the business, thus influencing stakeholders to promote the use of our specialties.

Mes compétences :
International

Entreprises

  • Pharma Asset Management - Consultant and Managing Partner

    2014 - maintenant Consultant specialized in Pharmaceutical, Medical and Costmetic Industry :

    - International operations deployment for MENA and Europe based principals
    - Strategic analysis and recommendations
    - Market Access : lobbying, regulatory strategy and filing
    - Supply chain optimization : Sourcing, outsourcing, industrial transfer
    - Geopgraphic extension (deployment of operation in South Eastern Countries)

  • Recordati Group - Export Director MENA - Africa - Asia

    2012 - 2014 2013 revenues : 34 MM€ (+17% vs. PY)
    Direct Management of 21 partners in 31 countries - 104 sales representatives

    - Strategic planning, M&A, Business Development
    - Maximization of revenues (Budgeting, KPI implementation, operational action plans)
    - Distribution Network development.
    - Geopgraphic extension (deployment of operation in Asia South Eastern Countries)
    - Supply chain optiization, industrial transfer (lanufacturing)

  • Cephalon - Regional Director Middle East North Africa (MENA)

    maisons Alfort 2011 - 2012 - Implementation of new partnerships and optimization of the existing distribution and promotion contracts (BU yearly revenues 75 MM€, +12% vs PY)

    - Coaching General Managers, Sales Managers in the development and delivery of the sales strategy execution

    - Selection of new staff, and management of a diverse team of individuals technically able to consistently execute the strategies of the business plan and deliver positive business results.

    - Elaboration and execution of the MENA strategic plan & yearly budget, customized to meet the region needs while aligning to Company, franchise and brand strategies;

    - Delivery of compliant and ambitious product sales growth and volume objectives.

    - Evaluation of new opportunity including participating in product or company acquisitions

    - Management of new product launches and elaboration with support functions of the strategic orientations of product portfolio.

    - Coordination of industrial transfer projects in Maghreb countries.

  • cephalon - Export Director Africa Middle East

    maisons Alfort 2008 - 2011 Oncology, CNS Pain

  • Sanofi - Supply Chain Manager

    Paris 2005 - 2008 Position Summary -

    Within the AME commercial operations (1.2 Billion € sales - 50 markets spread over the Africa Middle East region) :

    - Develop and Manage the Supply Chain process, leading to the creation of the Demand & Supply Plan that delivers on customer requirements.

    - Manage supply chain activities for the organisation, including : budgeting process, forecasting, NPI, ERP project management, KPI's, S&OP development and implementation, production planning, scheduling and control, inventory control, suppliers management, customers interface, systems management, policies and procedures

    - Manages the overall control and movement of materials in and out of the plant.

    Key Responsibilities :

    - Plan, direct, control, coordinate and evaluate forecasting, master scheduling, inventory control, stock and forecasting for organization.

    - Manage inventory replenishment based on production schedules, inventory, customer orders and forecasts. and ensured accurate inventory records.

    - Coordinate support functions activities to ensure the prompt delivery of supplies : regulatory, marketing, finance, industrial.

    - Manage development of metrics (KPI's) to assess and improve forecast accuracy, schedule adherence, ITO, OOS.

    - NPI / Launch & streamlining coordination : manage coordination of regulatory activities, forecasting (coordinate NPL committees with marketing) , supply plans for new product introductions and product phase-outs.

    - Develop and implement department standards, practices, procedures and policies.

    - Assist documenting the process and developing Forecasting/ DRP system : manugistics, SAP.

    - Drive the development and implementation of S&OP.

    - Apply and support lean manufacturing principles.

    - Train and mentor department employees (5 direct reports, 15 functional)

  • Sanofi - International Customer Service Manager

    Paris 2000 - 2004 International Area Sales and demand Manager
    USA, LATAM, Asia, Maghreb, Sub-Saharan Africa – 50 customers and affiliates

    Area Revenues : 1.8 Billion €

    - Provide support for a 12 demand planners team and implement Customer Service offerings

    - Strategic Projects management including development of business cases to support investments or de-prioritization in certain geographical areas (ERP, IS systems, products launches and streamlining).

    - Supply Chain projects for the key account (planning and forecasting tools, freight purchase) in order to improve Supply Chain efficiencies

    - "Best practice" development and deployment

    - Coordinating and developing the Customer Service Organization in close collaboration with the Regional Sales Directors to maximize revenue and profitability.

    - Strong focus on customer satisfaction and retention and ‚Best in Class’ service
    Implementing an operational KPI system in order to achieve visibility on the performance of the organization and to continuously improve the daily business.

    Planning and improviment customer service & order management processes in close cooperation with the Supply Chain Organization.

    - Ensuring adherence to organizational procedures, policies and systems

  • E.M.A. SA - Export Sales Representative

    1997 - 2000 Area Revenues 10 MM€
    - Developed South East Europe Area revenues (+12% CAGR)
    - Implemented a fully fledged organization through vertical integration and affiliate creation in Europe (Suppliers to Customers)
    - Proactively identifying potential customers and partners based on an accurate market analysis and opportunities identification.
    - Managed import and export operations through a tight compliance to export regulations and close coordination with banks to secure business flows (COFACE, Credoc, SBLC).
    - Optimized import and export logistics flows to reduce drastically logistics costs (-12% in 3 years).
    - Guaranteed a high level of customer service by implementing quality agreements all over the supply chain and ensuring that that export regulations were complied with
    - Logged and resolved customer complaints.
    - Coordinating the warehousing and manufacturing enlargement projects.

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