TRM VIDEO

Hello Everyone,

1-What is your name and where you are based?

I’m Adel Seleem

I am living in Cairo, EGYPT.

2- what is your current role?

-my current role is KAM Institution

3-In few words, what are your current main missions and
responsibilities?

Regarding our mission & responsibilities:

“Our mission is to recognize SANOFI as number

1 in the key accounts and developing

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innovative & sustainable partnerships with
internal and external customers to improve
patients’ lives.”

My Responsibilities:

We are the focal point between internal & external

customers, responsible for implementing of Key
Accounts Strategy & Maximizing SANOFI sales &
revenue in my Key Accounts (Public & private
sector) through:

1.Building a real partnership with our

customers
2. Listing of new launches and products to
maximize SANOFI growth.

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 3.sharing data & analysis through “fantastic 4
KAM tools” & aligned strategic plan for each
key account with team through regular
workshop meetings.
4.Using digital tools to improve & facilitate our
daily work with internal & external
customers.
5. And Cross functional collaboration to reach
advanced achievements in our goals.

4-What are the key competencies needed in your current

role?

The key competencies that lead my success in the

hospital business:

1. Business Acumen:

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(Deep dive in understanding the business case & our
customer with more Analysis skills, Problem solving,
communication, negotiation & conflict resolution skills
to achieve the 3 wins “patients, customer & SANOFI
wins”).

2. Digital & Technology:

(After COVID-19 pandemic, the digital transformation

became a way to survive, and the digital tools are the
way for capturing new opportunities & to maintain the
business continuity & to deliver more value with less
effort.)

3. Lead Teams:
 As a KAM, we’re leading without authority as we
don’t have a team, But we’re Supporting & Leading
other teams through the added value that we
provided to them. And we succeeded in this in
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 EGYPT through regular Key accounts workshop
meetings that gathering all internal stakeholder to
build successfully strategic aligned action plans.
 Also, we are joining in co-operation with HR in
ASHBAL project “it’s on job training project” to
train & teach colleagues from other different
functions.

4. Customer insights & planning:

(Identify potential growth of my Key Accounts,

Customer Segmentation & Understanding for its mission
& strategy to set a specific strategy per each key
account and this is materialized in our KAM Strategic
Planning Tool).

5-What are other competencies do you foresee to be key

in the future?
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The competency that I foresee to be the key in the
future is:

Digital & Technology

After the huge progress in digitalization, we’re relying
on it as a core competency in our success in the future.

6-What was your previous role?

My previous role was a senior medical

representative in CVS & CNS Line. Promoting
Plavix, Aprovel, Depakine & Solian.

7-in few words, what were your mission and

responsibilities in this role?

Our mission & responsibilities were:

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Expand patients access & reach as Egypt’s partner in healthcare &
Implementing CVS & CNS strategy.

1. maintaining Plavix leadership in ACS patients,

2. Re-in force Aprovel positioning in Diabetic Hypertensive
patients.
3. Efficient communication channels for right use of Depakine.

4. Establishing strong & long-term relationships with KOLs.

5. in alignment with TRM we succeeded in listing Plavix in NHI

(is a Public sector) ”one of the largest cath lab centers in the
middle east”, it was a real success story & we all enjoyed it.

8-which competency did you take with you from your

previous role to your current role? (Transferrable
competencies between roles

And The competency that I took from my previous role to

current role is:

Customer insights & planning

Simply, we couldn’t do it without it,

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Closing:

And finally,

“It’s been an honor to be one of such

accomplished team in TRM – Egypt. Thank you &
have a good day.”