Petrus Adriaan Johannes (Riaan) Jordaan
Business Development Manager Acino - English Speaking Africa And Mauritius
Johannesburg
Summary
I am an accomplished, very experienced results-driven professional in pharmaceutical healthcare with an extensive history in a senior leadership positions in marketing management, business development and Sub-Saharan Africa sales and marketing management. I am highly motivated at all times to deliver the best results, to build and lead high performance teams to exceed targets and deliver sustainable results. I do so through innovation, focus, strategic business transformation, leadership and inter-departmental collaboration and people motivation, management and development. I am resourceful, resilient and ethical in everything I do.
Overview
19
19
years of professional experience
2
2
years of post-secondary education
3
3
Languages
Work History
Business Development Manager: CEAM
Acino
09.2019 - Current
- Preparing annual Brand Plans and Marketing Strategies for Acino's business in CEAM based on the business strategies and goals for CEAM Legacy business as well as CEAM Export business in Africa.
- Day to day management of marketing strategy alignment and implementation for CEAM
- Manage the launch preparation for new products in CEAM by drawing up launch plans with appropriate launch strategies for the successful launch of new global brands for Acino as well as new Export products. Following up post launch to ensure field force launch excellence and launch plan implementation and adjustment of launch strategy or tactics where necessary.
- Identifying new business opportunities and cultivating strong relationships with key decision makers in the clinical and medical training environment (heads of departments at medical faculties).
- Identifying new business opportunities and cultivating strong relationships with key decision makers in the clinical and medical training environment (heads of departments at medical faculties). Export Guiding the FWA Marketing Manager and team in the development of marketing strategies as well as launch preparation and readiness for the launch of new products in FWA, in line with business strategies for FWA as agreed with the GM of Central Africa Business Unit.
- Collaborate with in country sales managers in CEAM as well as collaborating with and guiding Acino's Regional Sales Manager for East Africa, in the implementation of Acino's marketing strategies by the third party sales force, ensuring market mapping and segmentation as well as HCP and KOL identification is relevant, accurate and implemented as well as assisting and guiding the sales reps and managers in the identification of Key Accounts and developing Key Account Management strategies and tactics.
- Development and implementation of product positioning strategies to maximise profitability.
- Advising and assisting Aino's GM of Central Africa regarding the adjustment or establishment of pricing for existing and new products consistent with regional, cluster and country specific business unit direction
- Work collaboratively with other members of the CEAM team as well as other members of senior management and general staff in Acino, to ensure cross-functional alignment and co-operation.
- Working very closely with CEAM's Distribution partners (EPDIS) and UPD to ensure consistent and efficient supply of product as well as agreed stock levels in conjunction with the Supply Chain team and Head of Supply Chain at Acino.
- I have been working to Identify and evaluate new market opportunities with a view to the geographical expansion of the CEAM business into new territories in conjunction with the GM of Central Africa.
- Exploring BD opportunities for CEAM by analysing existing IQVIA market data , formulating CEAM's strategic portfolios for development, built business cases for Acino CEAM division for Acino Global Business Development as well as well as for the GM of the Central Africa region and for the CEO of Acino's Africa cluster.
- I have advised the GM of the Central Africa region on the structural changes required for CEAM to ensure optimisation of resources, as well as the achievement of best business results and sustainable growth of the CEAM and FWA business units.
- Ensuring CEAM's marketing budget is aligned to revenues and profits achieved in both promoted and non-promoted products
- Contribute to the profitability and commercial excellence of CEAM by developing solid and very productive relations with external partners - notably the CEOs and senior management of all the biggest distributors in BNLS countries -as well as in the rest of CEAM.
- Identifying new business opportunities and cultivating strong relationships with key decision makers in the clinical and medical training environment (heads of departments at medical faculties).
- Supporting and guiding the regional sales manager of Acino for East Africa in building and maintain a highly motivated, well educated and performing sales team through effective sales management and implementation of the CRM tools for Ethica sales reps.
- Drive CEAM business performance by setting regional and country objectives and targets.
- Leading the training, implementation and adherence to compliance in CEAM in aligned with local legislation and acceptable local health standards by working very closely with the head of PV at Acino as well as the newly contracted consultant to ensure all regulatory, PV and RMPs (Risk Minimisation Plans) are implemented and adhered to - for existing brands and new branDS to be launched in the near future.
- Active participation in the senior leadership team of Acino.
- Completion all annual Integrity & Compliance trainings and declarations (Conflict of Interest, Code of Conduct, ABAB Awareness, Data Protection)
- Forwarding of all received Product Quality Complaints, Adverse Events and Medical Enquiries to the relevant person in Quality Assurance/ Pharmacovigilance/ Medical Affairs.
- Enhanced the company's profitability by identifying and eliminating inefficiencies in existing business processes.
- Manage a diverse portfolio of accounts and ensuring business excellence and achievement of revenue targets for BNLS ( in Namibia, the CEOs of NamPharm and Geka agreed after I visited them monthly over an extended period, to increase their stockholding of fast moving products from 4-6 weeks to 12 weeks. This had an immediate and significant impact on the business that contributed to Namibia exceeding budget in 2023) as well as the rest of CEAM (Mauritius exceeded their Export budget so significantly in 2023, that they made up for all other USD Export countries to ensdure that the USD Export budget for 2023 was exceeded. )and Export in 2023). through upselling strategies and exceptional customer service.
- Resolved problems with high-profile customers to maintain relationships and increase return customer base
- Held one-on-one meetings with sales team members to identify selling hurdles and offered insight into best remedy
- Delivered recommendations to long-term accounts to promote brand awareness to key audience
- Boosted marketing, reviewed pricing strategies and expanded distribution channels to increase sales revenue
Marketing Manager Oncology
Takeda South Africa
03.2018 - 08.2019
- Day to day management of Takeda’s oncology portfolio and market preparation for the second and third oncology brand launches
- Manage the Brand Plan process annually for Adcetris
- This consists of managing the cross functional team involved in in the process, compilation of the Brand Plan and ensuring timeous submission of the Brand Plan to the regional head office in Dubai with acceptance of the Adcetris Brand Plan without any major findings or changes
- This has been achieved 2 years in a row for Adcetris, with the last Brand Plan for 2018 being commended by the Dubai regional head office and head of oncology in Dubai for its quality and showcasing of excellent cross functional co-operation between commercial and medical especially
- Manage the successful launch of Takeda’s first product in oncology in South Africa – including launch meetings, setting up of 2 meetings by an international speaker as part of the launch
- This has resulted in sales of Adcetris exceeding R1m per month only four months post launch and only 1 month after deployment of 4 sales reps to promote the product
- Manage all forecasting of the oncology portfolio at Takeda – from short term and medium term forecasting to supply chain management, budgeting and long term (10 year) forecasts
- Also included are the financial management of commercial sponsorships and grants, congress participation and exhibition, sales force territory action plan budgeting and all other above the line and below the line advertising and promotional activities
- I trained the newly deployed oncology representatives on oncology, oncology products, market strategy and advanced selling skills in a specialist environment
- Training of sales force personnel continues on an ongoing basis by me
- Manage the oncology cross functional team at Takeda South Africa, ensuring that all aspects related to Takeda’s entry into the oncology market would be successful
- This relates primarily to all market mapping activities as well as calling on oncologists in the state and private sectors to gain a deep understanding of the oncology market in South Africa
- Ensure that the market mapping conducted pre-launch in preparation of the launch of Takeda’s first oncology product in South Africa, is presented to the Dubai regional head office and accepted by them without major changes – this is the Milestone Review conducted with the NEMEA Oncology Head
- This was not only achieved but completed without any major changes in record time pre-launch
- (The market mapping for oncology for Takeda South Africa was started by me in August 2016 already when I filled a dual role in Takeda in Oncology and Export) Manage and co-ordinate the market research project with Axios International to ensure the best possible price outcome for Takeda South Africa’s first oncology product, - resulting in the first oncology product to be launched at Takeda to be granted a price that was more than 50% less than anywhere else in the world
- Give input to the leadership team pre-launch on the field force and commercial requirements in setting up of the oncology commercial business at Takeda
- Attend an international training meeting on oncology in Dubai
- This 3 day training workshop focused on not only on our current oncology portfolio, but also future pipeline products
- Attend an international Advisory Board meeting on HL in Dubai with Takeda MSL and 2 Haematology KOLs from South Africa in 2017
- Assist in the preparation of oncology business cases for Namibia and Mauritius
- Call on oncologists in the state and private sector, to identify and develop KOLs in the field of Haematology for Takeda and to develop brand ambassadors for our oncology portfolio
- Develop training material and conduct training for the ATM (Access to Market) team members for Adcetris in Africa, consisting of personnel from Takeda Kenya, Phillips Kenya & Tanzania as well as Axios International (Kenya) in September 2018.
- Negotiated partnerships with key influencers, maximizing brand exposure in target markets
Marketing Manager BNLS/IOI and Oncology
Takeda South Africa
10.2016 - 02.2018
- Ensure continued management of all export territories with duties set out as before (see below), while taking on the oncology portfolio in Takeda
- Undertake formal and informal market research to fully understand the South African oncology environment specifically in the area of Hodgkin Lymphoma
- (Formal market research was conducted with Partners in Research)
- Complete market mapping in preparation for the launch of Takeda’s first oncology product in South Africa and ensure successful incorporation of the data into the Milestone Review
- Manage the team and liaise with Axios International to ensure market research to determine price sensitivity in the SA oncology market so that Takeda SA could successfully apply for a significantly decreased price of its first oncology product in SA, in order to maximise market access
- Ensure approval by Takeda Global of Takeda South Africa’s price proposal, launch readiness, launch plan and marketing strategy for Takeda’s portfolio of oncology products in the market and that are about to be launched
- Identify and engage with Key Opinion Leaders in oncology to ensure launch success and for Takeda to be viewed as a serious contender in the oncology market in South Africa
- Identify new business development opportunities for Takeda
- This I did by identifying a new supplier in Mauritius, Unicorn that would enable Takeda to grow its business in the Indian Ocean Islands substantially, by ending the exclusive agreement Takeda South Africa had with IBL in Mauritius.
Regional Manager BNLS & IOI
Takeda South Africa
10.2014 - 09.2016
- Management of all commercial activities in BNLS (Botswana, Namibia, Lesotho, Swaziland) and the Indian Ocean Islands (Mauritius) officially, but also for East Africa (Kenya and Tanzania), after the decision was taken to not pursue business opportunities in West Africa
- Identification and development of new business development opportunities within BNLS/ IOI and East Africa (Kenya, Tanzania) region
- Develop appropriate marketing strategies for each individual market/ country
- Prepare markets for launch of new products and ensure flawless execution of new product launches across many markets in Africa (In Kenya, Tanzania, Namibia and Mauritius)
- Management of sales forces, liaising with business partners & development of SFE structures
- Ensure appropriate market access & pricing for each market
- Manage all aspects re budgeting and forecasts for all markets
- Manage all training requirements for business partners and field forces in BNLS/IOI and East Africa.
Marketing Manager: Sub-Saharan Africa (SSA)
Takeda South Africa
10.2013 - 10.2014
- Management of new market profiling, market analysis and new business development strategies in East Africa, West Africa, Southern Africa and Mauritius
- Identification and evaluation of new business partnerships; contract negotiations with new business partners in Nigeria, Kenya, Ghana, Namibia and Mauritius
- Management of market research and analysis in export territories
- Development of business, brand and launch plans
- Conducting training in all export markets to sales reps and third parties
- Management of Sales Force Effectiveness (SFE) design and implementation for new markets
- Management of all aspects related to market access, new product launch and sales implementation and excellence
- All aspects related to budgeting and forecasting in the Export business.
Marketing Manager
Nycomed South Africa
08.2009 - 10.2013
- New product launch: Repatriate Xefo from Pfizer and re-launch as a Nycomed product
- Marketing Manager Respiratory – manage all aspect related to the marketing of Alvesco – Takeda’s inhaled corticosteroid
- New product launch: Do the market preparation and market mapping by calling on Rheumatologists and Orthopaedic Surgeons and launch Dona for the treatment of osteo-arthritis in South Africa
- New product launch: Do the market research and market mapping by calling on Orthopaedic Surgeons and Sport Medicine Specialists and launch Go On for the treatment of osteo-arthritis
- New product launch: Do the market preparation and market mapping by calling on pulmonologists in the state and private sector for the launch of Daxas – Nycomed’ s new product for the treatment of COPD in South Africa
- Serve on the global marketing team for Xefo
- Attend European conferences on Pain management and Respiratory medicine, with attending specialists sponsored by Takeda
- Attend company/ product symposia at these congresses and ensure successful dissemination of new clinical data upon return to South Africa.
Senior Brand Manager
Pfizer Laboratories South Africa
01.2005 - 01.2009
- Senior Brand Manager Viagra and the Men’s Health portfolio of products at Pfizer
- Initially I was requested to only manage the prescription side of the portfolio as there was a consumer brand manager appointed for Viagra at the same time as I
- This situation changed after 14 months when the consumer brand manager left and I was given both portfolios to manage
- I managed not only the marketing aspects of the brand, but also took responsibility for sales management of the “main market” business unit with their sales and marketing manager reported to me
- A new “medical” strategy for the brand was developed by me, working in close co-operation with cardiologists in South Africa re ED being an early warning signal to CVD in men
- This strategy that was unique to Pfizer South Africa ensured the success of the brand in South Africa
- The brand gained market share against Cialis at a time when all markets globally showed steep decline of Viagra sales, whereas in South Africa the brand reversed the trend and took back market share from Cialis
- Working with the agency in rebranding Viagra when I took over management of the whole brand (prescription and consumer) - the new look advertising campaign (Pool Boy, Mail Man, Milk Man) was awarded a silver medal in the Pharmaceutical category in June 2009 by the Cannes Lions International Festival of Creativity
- I managed all commercial aspects of the brand for Pfizer in Africa (Southern Africa as well as Northern Africa) for the pharmaceutical sector as well as the consumer sector
- The Viagra cross functional team was managed by me
- This team consisted of sales managers, regulatory staff, medical staff as well as a business analysts and support staff
- As part of my job I called on KOL HCPs – from cardiologists, to Urologists and GPs as well as clinical sexologists, identifying and developing KOLs for the brand and therapeutic area and ensuring the development of local and global brand ambassadors
- A R12 million promotional budget that was allocated to me annually was successfully managed by me with sole signing rights and management of all brand investments, sponsorships as well as all above and below the line promotions
- All budgeting and forecast requirements for the brand was managed by me
- I served on the global marketing team for Viagra in NEMEA and emerging markets and attended team meetings on a bi-annual basis in Europe and the Middle East.
Senior Brand Manager
Janssen-Cilag South Africa
- 01.2005
- I started in the pharmaceutical industry as a professional sales representative for Janssen-Cilag in South Africa in Port Elizabeth, calling on GPs and specialists
- I promoted products in neurology, mycology as well as dermatology
- After 6 months in Port Elizabeth I was asked to relocate to Cape Town to take over the position of 2 sales reps (1 specialist and 1 GP rep) in Cape Town’s Southern Suburbs
- In Cape Town I called on Gastro-Enterologists, Gynaecologists, Dermatologists and Urologists as well as general practitioners
- I was nominated Salesperson of the Year for achieving the highest sales in the country for Dermatology and Gynaecology whilst working in this area in Cape Town
- After 7 years in Cape Town I relocated to Gauteng (Johannesburg) to further my career at Janssen-Cilag, where I was promoted to Product manager of the Anti-Fungal Portfolio of products after a year
- During this time, Janssen-Cilag co-promoted the Neutrogena skin care range from Johnson and Johnson to Dermatologists nationally and participating in the launch of several lines of products from Neutrogena to Dermatologists in SA
- I was subsequently requested to take over management of the Pain Portfolio of products at Janssen-Cilag and I was promoted to Senior Brand Manager
- This portfolio consisted of Tramacet, Tramal as well as Durogesic
- These products were promoted to Surgeons, Anaethetists, Trauma specialists, Orthopaedic surgeons as well as general practitioners.
Education
Business Management
Diploma - Executive Education
Port Elizabeth, South Africa1991
HR Management
Diploma - Executive Education
Port Elizabeth, South Africa1990
Diploma - Finance Management
Executive Education
Port Elizabeth, South Africa 04.2001 - 04.1991
Diploma - Marketing Management
Executive Education
Port Elizabeth, South Africa 04.2001 -
B Pharm (Pharmacy) - incomplete -
University of Port Elizabeth (UPE)
01.1991 - 04.1994
MB Ch B (Medicine) – incomplete - undefined
University of the Orange Free State (UOFS)
01.1982 - 04.1986
Framesby High School - undefined
Secondary (high school) Education
01.1977 - 04.1981
Skills
People Management and Development
Multi-tasking
Pharmaceutical Industry
Business Development
Market and Data Analysis
Market Segmentation
Sales & Marketing management
Market Access
Market Analysis & Marketing Strategy Development
Cross-functional Team Leadership
People management and development
Marketing Management
Financial management, Budgeting & Forecasting
Management of Sales Force Effectiveness models
Product Launches
KOL identification & interaction
Development of brand ambassadors
Therapeutic Areas: Pain Management, Anti-Infectives, Oncology, Dermatology, Gastroenterology Urology, Rheumatology, Haematology, Endocrinology, Osteoporosis, Mycology
Key Account Management
Product Life Cycle Development
Health Economics
Building Brand Equity
Conversion of Products into Brands
Sales Force Effectiveness – Development and implementation of SFE models
Customer Relations Management
Digital Marketing
People Management and Development
Timeline
Business Development Manager: CEAM
Acino
09.2019 - Current
Marketing Manager Oncology
Takeda South Africa
03.2018 - 08.2019
Marketing Manager BNLS/IOI and Oncology
Takeda South Africa
10.2016 - 02.2018
Regional Manager BNLS & IOI
Takeda South Africa
10.2014 - 09.2016
Marketing Manager: Sub-Saharan Africa (SSA)
Takeda South Africa
10.2013 - 10.2014
Marketing Manager
Nycomed South Africa
08.2009 - 10.2013
Senior Brand Manager
Pfizer Laboratories South Africa
01.2005 - 01.2009
Diploma - Finance Management
Executive Education
04.2001 - 04.1991
Diploma - Marketing Management
Executive Education
04.2001 -
B Pharm (Pharmacy) - incomplete -
University of Port Elizabeth (UPE)
01.1991 - 04.1994
MB Ch B (Medicine) – incomplete - undefined
University of the Orange Free State (UOFS)
01.1982 - 04.1986
Framesby High School - undefined
Secondary (high school) Education
01.1977 - 04.1981
Senior Brand Manager
Janssen-Cilag South Africa
- 01.2005
Business Management
Diploma - Executive Education
HR Management
Diploma - Executive Education