Kizito Obilom

Planning, coordination, and execution of Business Development activities to ensure the right products are identified, reviewed, selected, and added successfully to the company’s product portfolio • Continually review and scan the environment for new product and project opportunities. • Identify the Unique Selling Properties of the products with the marketing team (justifying the need to introduce such a product) • Initiate discussions and conduct price analysis of potential partners. • Review new partners' proposals and identify opportunities for the business. • To follow up on business synergies and projects with the group and its subsidiaries. • Identify countries for export opportunities.

• Lead a sales team of six Business Development Executives, and oversaw marketing and sales strategy and implementation for the team. • Develop, analyze and design promotional materials for the USP portfolio. • Analyze market trends to position brands for the customers in the pharmaceutical manufacturing industry. • Drive lead generation activities for the team. • Coordinate the ongoing marketing and advertising activities of the team to drive sales of MERCK, MINDRAY, THERMOFISHER, ROMER LABS, USP portfolios to the Pharmaceutical Manufacturers, Regulatory bodies and Key Businesses in the in-vitro diagnostics (IVD) business. • Establish relationship with customers in the pharmaceutical manufacturing industry. • Liaised with Original Equipment Manufacturers (OEMs) to provide technical information to build relationships with customers and achieve customer retention.

• Drive sales performance of the Sales team by ensuring compliance to sales model and guiding team on strategies to achieve sales to budget. • Coach individual Medical Representatives on Sales process and ensure adherence to sales model. • Performed on-field mentoring and assessment of Medical Representatives on Performance, Progress and development of sales competencies. • Ensure adherence to company culture and values. • Collaborate with Marketing Team to develop lead generation plans for brands. • Resolve escalated customer issues and complaints regarding sales and service. • Track Sales lead and lag metrics for sales performance improvement and development. • Counsel, support and discipline underperforming Medical representatives.

• Conduct daily face-to-face (F2F) calls to healthcare practitioners in Private healthcare organisations using COCO model. • Conduct clinical meetings to healthcare practitioners in various healthcare organizations in the territory. • Collaborate with Key Account Manager to develop relationship with big wholesalers to build sales channels, as well as process tenders in key institutions. • Conduct Head Office led marketing meetings to healthcare practitioners in the territory to bridge knowledge gaps as well as drive performance of brands. • Craft and implement business plans for my territory to improve productivity of the business in the territory. • Lead team when First Line Sales Manager is on Leave/Vacation. Results • Applied sales tactics and strategies that led to a growth of 52% from H2 2018 against previous year. • Obtained a GSK Global Recognition Award for Innovation and Performance in Q1, 2019 for the achieving sales growth of 150% for Allergy Portfolio against previous year. • Got two GSK Global Recognition Awards for Innovation and Performance for Q4 2018. • Became District Leader for Meetings. • Became District Champion for Sales Analysis and Strategy. • Became District Lead for Special Projects and Innovations.

Conduct daily face-to-face (F2F) calls to healthcare practitioners in healthcare organisations using PFS, CEF and PFSS models. • Conduct clinical meetings to healthcare practitioners in various healthcare organizations in the territory. • Perform road-shows to Key Institutions, Pharmacy and Hospital Accounts to drive performance of brands. • Support key account managers and trade channel managers in interfacing with big wholesalers to build sales channels, as well as process tenders in key institutions. • Conduct Head Office led marketing meetings to healthcare practitioners in the territory to bridge knowledge gaps as well as drive performance of brands. • Craft and implement business plans for my territory to improve productivity of the business in the territory. Results • Applied sales tactics and strategies that led to a growth of 180% from Q1 2015 to Q2 2018. • Became Star Rep (Anti B team) for May 2018. • Became a member of the Brand Segmentation Strategy team for Zinnat and Fortum for 2018. • Became Lagos 2 district champion (SRA and Antibiotics) for road-shows from May, 2017 to July, 2018.

• Reviewed and filled prescriptions to meet patients' drug needs under the HMO, NHIS and Out-of-Pocket Healthcare Schemes. • Counselled patients on the proper use of drugs, compliance and avoidance of self-medication. • Performed daily inspection of Emergency crash cart as well as a monthly review on the state and quality of medication stored within. Results • Was a team member of Pharmacists who were able to maintain the Gold seal of Global Health Systems standards by the Joint Commission International (JCI), of which an accreditation was carried out in 2014 after initial Gold seal award in 2011.