Mouloud BOUKHACHAB

En résumé

Entreprises

• Pierre Fabre - General Manager, Head of AFMET region

  Castres 2013 - maintenant Management de la région Afrique Moyen Orient & Turquie

• Merck Sharp & Dohme - Business Unit Head

  Darmstadt 2011 - 2013 Executive committee member & manager of a team totalling 46 people.
  • Business Unit Head Cardiology, Diabetes & Respiratory : management of 33 sales representatives, 4 first line managers and 4 products & customers managers,
  • Head of training & Customer and disease Understanding: managing 1 trainer, 2 business analysts & 2 assistants.
  • Quickly developed a strong business unit vision and culture resulting in high entrepreneurial behavior , excellence in implementation and high focus on customers.
  • Provide clear objectives for the team, prioritizing high return on investment activities and ensuring great performance is rewarded and recognized.
  • Development of new business opportunities in the private market and ensure market access plan implementation to gain tenders in the public sector.
  • Coordinated a matrix team to deliver the road map for the period 2012-16 and set up the vision to become a key player in the market place.
  

• Allergan - Corporate Account Director France

  Courbevoie 2010 - 2011 • Direct responsibility of big accounts/customers pharmacies, clinics ( 36% of business unit contribution) : conducted commercial negotiation
  • Management & coaching of a team of Business Consultants create business opportunities and market expansion
  • Established strong relationships & partnerships with key customers by developing specific services and commercial offers mainly in Paris where competition is very aggressive
  • Identified and gained new high potential customers
  • Defined new targeting & segmentation to focus on key customers

• GlaxoSmithkline - Marketing & Sales - UK & France

  Marly-le-Roi 1994 - 2010 Marketing Director, GSK France
  
  Manage a team of 3 product managers, 1 congresses manager & 1 assistant.
  • Sponsor of paediatric vaccines’ New Products Introduction team.
  • Member of GSK France’s marketing directors committee & the European marketing excellence team.
  Key achievements 2009 & 2010:
  • Internal Sales in 2009 102m€ (+17% vs 09 & + 5% vs Bud), following a strong growth of 25% delivered in 2008 vs 09.
  • Launched hexavalent vaccine and achieved outstanding results: 60m€ in year 2.
  • Negotiated & signed a 3 years’ business development deal with Baxter for the co-promotion of Neisvac.
  • Worked with a lead team to establish a new business model for GSK France’s & delivered different tools such as operational plans, job profiles for sales directors, product managers, field coaches and field forces new regions & sectors.
  • Delivered a new strategy to optimise GSK vaccines’ commercial activities.
  Marketing Director, Centre of Excellence Paediatric Vaccines, London
  • Responsible for the optimisation of the paediatric vaccines’ portfolio lifecycle in Europe (Turnover > £300m). The overall role is to provide strategic direction to the European marketing teams and deliver the needed support to continue delivering sales’ growth.
  • Responsible for the pre-launch and launch of 2 GSK vaccines: Rotavirus vaccine (Rotarix) and Pneumo/Hi conjugate vaccine (Synflorix) respectively forecasted peak sales in excess of £100m & £250m in Europe.
  Key achievements:
  • Successfully launched Rotarix in 23 countries including the 5 major European markets in June 06: Rotarix achieved £6M in 2006 (budget was £2m) & £25m in 2007.
  • Delivered the Brand Vision, pre-launch & launch plans for Synflorix, which were endorsed by the senior management.
  • Managed a Senior Brand Manager & Led the European launch team.
  Global Commercial Strategy Manager-London
  • Responsible for optimising the life cycle of Zyban (global sales £135m in) and Seroxat/Paxil (global sales of £2.1b in 2002) and co-ordinating the worldwide launch of Lamital in bipolar ddisease. The overall role was to provide strategic input and direction to the regional marketing teams and to the product project teams in order to ensure that the markets are aligned and supplied with key data, publications and commercial deliverables/tools.
  Key Achievements
  • Defended Zyban against negative challenges from the media (global issues management), and obtained a positive risk-benefit assessment from EMEA.
  • Worked with regional teams to establish specific strategies to protect Seroxat from new generics' entry.
  • Coordinated the worldwide launch of Lamictal in Bipolar disease
  GlaxoSmithkline, North Africa
  Business Unit Director – Morocco; Nov 2000 – Sep 01
  Marketing Director – SB North Africa; Jan 1997-Oct 2000
  Sales & Marketing Manager – SB north Africa; Jan 95-Dec 1996
  Sales representative; 1994
  GW and SB integration teams Task-force member.
  Executive committee member SB North Africa
  Management of up to 71people, sales, marketing and training
  Achievements:
  • Re-organised and managed the marketing and sales teams, totalling 71 people.
  • Set up the marketing department for SB North Africa in 1997 & recruited 10 people for marketing & training plus 20 rep's.
  • Organised sales forces’ regional activities including targeting & segmentation.
  • SB Morocco sales grew by 41% between 97 & 2000 (IMS Q4/2000) : key brands Augmentin & Amoxil grew by 69% and 49% respectively (IMS Q4/2000) despite many generics.
  • Established a strong strategy to outmaneuver generics and continue growing Augmentin & Amoxil, through the launch of new formulations such as dispersible tablets for Amoxil and sachet for Augmentin, as well as the launch of 2nd brands such as Clamoxyl (best luanch in year 1) and Clavulin.
  • Successful launch of vaccines: 1.2 millions € of sales achieved in year 1.
  • Managed several distributors in Morocco, Tunisia, Malta & Gibraltar.
  • Developed consumer brands (Panadol major brand) & Aquafresh successfully re-launched in Morocco & Tunisia.
  • Medical

Formations

• Ecole Supérieure De Commerce

  Toulouse 1991 - 1992 Launch of a new techology

Réseau

• Agnès FONTAINE

• Aurélie HOUESNARD

• Eric CUVELIER

• Khadija BENNANI

• Laurent BOURDIÉ

• Mohsine BEDOUCH

• Rachida EL HAMOUCHI