Martin Dibo

Associate Director-Business Insights & Sales Force Excellence Lead (GLESA) @ MSD

About

Versatile pharmaceutical professional with over 10 years of experience across sales, marketing in critical care, infectious disease, primary care and diabetes along with commercial operations. Expertise in managing people, driving product launches, enhancing customer experiences, salesforce efficiency and implementing strategic initiatives.

Country

United Arab Emirates

City

Dubai

Industry

Pharmaceuticals

Skill

Sales and Marketing, Data Analysis, Commercial Operation, Managing Managers, Business Operations, Project Management, Financial Planning, Networking, Marketing, Product Lifecycle Management, KOL Management, Strategic Leadership, Analytical Skills, Market Access, Pharmaceutical Sales, Healthcare, Strategic Planning, Product Launch, Diabetes, Pharmaceutics

Experience

Associate Director-Business Insights & Sales Force Excellence Lead (GLESA)

MSD

2026-4 - Present · 6 mos

Associate Director, Sales Force Effectiveness Lead GCC

MSD

2024-5 - 2026-4 · 2 yrs

United Arab Emirates

-Leading CRM/SIP/business insights team across GCC (KSA/Gulf) -Developed strategic initiatives to optimize sales processes and drive efficiency. -Implemented data-driven insights to enhance sales force performance and effectiveness. -Led cross-functional collaboration to align sales strategies with business objectives and new Go to market model -Established performance metrics to monitor progress and inform decision-making -Full ownership of forecast cycles in alignment with LT -Conducted market analysis to identify unmet needs and potential growth areas

Associate Director, National Sales Manager - Diabetes

MSD

2021-3 - 2024-5 · 3 yrs 3 mos

United Arab Emirates

-Managed a unit with +$40M in revenue, achieving double digit growth -Led a team of 2 Sales Managers and 15+ Sales Representatives. -Oversaw profitability and managed budget forecasting and financial planning. -Achieved market leadership in the diabetes franchise within the UAE market -Managed headcount and promotional budgets to optimize resource allocation. -Developed and implemented tailored commercial strategies to drive market penetration. -Led unit transformation initiatives focused on profitability and go-to-market models.

Sales Manager - Hospital Acute Care Line (UAE)

MSD

2018-6 - 2021-3 · 2 yrs 10 mos

United Arab Emirates

-Responsible to achieve the revenue targets for Antibiotic / Antifungal Hospital Line portfolio -Full understanding and execution of brand, customer and account plans (PVT/INST UAE) -Lead and coach 7 Acute care account specialists -Proactively managed career developmental plans for reporting team -Shaped the culture of growth mindset, customer focus and execution excellence -Managed opportunities/potential risks/distributors -Responsible of territory annual forecast by account and sector -Managing KOLs in infectious disease and intensive care therapeutic area Key Achievements: -Winner of EEMEA FLM EDGE AWARD 2018 -Highest Market Share Globally for Zerbaxa -Market Leader in Antifungal (70%MS) -Launch excellence award for Zerbaxa -Portfolio growth 32% PPG 2019 -Achieve +27% vs TGT

Associate Brand Manager (Hospital Acute Care)-Gulf

MSD

2017-1 - 2018-5 · 1 yr 5 mos

Dubai, United Arab Emirates

Acute Care- GULF (UAE, Kuwait and BOQ) Hospital Line (Cancidas/Zerbaxa) -Managing 12.5 M$ AB|AF portfolio in Gulf -Responsible for new product launch (AB) -Preparing Detail Aids and Key promotional messages in alignment with global strategy and Marketing director -Conducting Trainings to Gulf Team (Positioning| promotional materials) -Responsible for Gulf AB/AF in market forecast in alignment with BUD/Franchise lead -Managing KOLs across Gulf -Preparing/Executing symposiums and speaker tours in Gulf