Ehsan Ali Danish

Ehsan Ali Danish

House # 68-2/10-B, Haider Town, Rafa-e-Aam Society, Wireless Gate, Malir Halt, Karachi.

Cell # 0300-8384861. Email: ehsan.danish@ymail.com

Personal Information

Full Name Ehsan Ali Danish

Father’s Name Nawab-ud-Din

Date of Birth 13-07-1979

Religion Islam

Nationality Pakistani

NIC NO. 54400-0533138-9

Place of Birth Quetta, Pakistan

Mobile 0300-8384861

Postal Adress House # 68-2/10-B, Haider Town, Rafa-e-Aam Society,

Wireless Gate, Malir Halt, Karachi.

Marital Status Married

Education

SSC Govt Special High School, Quetta

FSc Govt Science College, Quetta

BSc Balochistan University

Key Skills

• Strong English Communication (Written & Spoken)
• Excellent Skills to Develop and Deliver Power Point Presentations
• Professional Teaching Method
• Excellent Knowledge of Sales & Marketing
• Excellent Medical / Product Knowledge
• Can Develop New Ideas And Campaigns for New And Old Products
• Have Ability To Successfully Re-Launch Dead Products
• Market And Product Evaluation Skills
• Can Develop Marketing Plans / Business Plans / Strategic Plans etc
• Can Divulge Comprehensive Trainings On Any Product Within Short Period Of Time
• Having Skills To Write Articles And Circulars To Keep The Employees Motivated And Vigilant
• Only person In Pakistan who worked for the sales & marketing of CAPD
• Only person in Pakistan who divulged professional training to sales and technical team on CAPD
• Excellent Skills of New Business Development
• Can Negotiate Products / Pricing / Licensing / Contracts / with the international community / principal

• Have Capability To Arrange Meetings / Trainings / Symposium / Conferences / CMEs / RTDs etc

Professional Qualification / Training

English Language Course (Advance) - Pak American Cultural Center

Professional English Language Teachers Training - HELI

Selling Skills Training - Regent Plaza Hotel (Platinum Pharma)

Dental Anatomy / Dental Diseases Training (Gingivitis, Periodontitis, Peri-apical infections, Dental hypersensitivity, Gum Recession, Dental Cavity, Dental Plaque, Tarter, Calculus, Anaerobic Infections etc) -Regent Plaza Hotel (Platinum Pharma)

Basic Training Corse (Tooth Paste, Mouth wash, Antibiotics) - Mehran Hotel (Platinum Pharma)

Basic Training Corse (Body Systems, Oral iron, Parental iron, Anaphylaxis, Anemia) – Head Office RG Pharmaceutica Karachi.

Comprehensive Training (Microbiology, Infectious Diseases, Antibiotics) – PC Hotel Karachi

Several Trainings / Refreshers (Erythropoiesis, Hypo and Hyper-parathyroidism, A-dynamic bone disease, CKD, CRAS (Cardio-Renal Anemia Syndrome), Dialysis, Haemodialysis, CAPD (Continuous Ambulatory Peritoneal Dialysis), Iron Sucrose (Venofer), Iron Polymaltose Complex (Maltofer), Epoeitin Alfa (Epokine), Calcium Acetate –Phosphate Binder (LoPhos), Calcitriol (Bonky Inj & Calibin Capsules), Neupime (Cefepime), Colief (Lactase Enzyme) for colic

Professional Management Training (From Selling to Managing, Difference Between Manager and Leader) – Head Office RG Pharmaceutical Karachi

IMS Training – IMS Shahrah-e-Faisal Office

Missing Piece Between Success and Failure – Dubai

Writing Skills – Head Office RG Pharmaceutica Karachi

Career History

Paradigm Pharma Karachi, Pakistan (2009-Current)

• Marketing Consultant

I have been serving Paradigm Pharma Karachi since it was formed. During the last year I have extended my following services to Paradigm Pharma:

• Suggested company’s name
• Developed company’s logo and slogan
• Developed company policies
• Hired sales and marketing team and distributors throughout Pakistan
• Negotiated with different manufacturers through colleagues to get the products registered and manufactured
• Negotiated with manufacturers abroad for the sole agency of medicine in Pakistan
• Leverage/develop the portfolio of marketing tools and services
• Implement/manage marketing procedures and processes, evaluate existing practice and opportunities for standardization
• Participate in determining the group marketing strategy with sales and product teams
• Aligned with sales team to engage channel partners, exploring collaboration opportunities and joint marketing programs
• Organize marketing events such as symposia, workshops, conferences etc
• Maintain the library of marketing literature and interactive media in English, traditional and simplified Urdu for better branding and sales support
• Manage allocated budgets in various marketing areas and vendor relationships
• Write speeches, circulars and announcements
• Develop and implement marketing plan
• Initiate and propose positive push and pull activities with the sales team
• Track all marketing initiatives and create weekly/monthly reports, weekly plans, monthly plan, all the formats required in day to day office work, star of the month procedure and formats
• Review branding, positioning of the company to ensure impact and awareness

RG Pharmaceutical (Pvt.) Ltd, Karachi (2003-2009)

• Product Manager (July 2008-April 2009)

After my promotion I was responsible for Renal Care Group of RG Pharmaceutica (Pvt) Ltd. I developed several marketing campaigns on

• Epokine (Epoetin Alfa)
• LoPhos (Calcium Acetate-Phosphate binder)
• Bonky Inj (Calcitriol)
• Calibin Cap (Calcitriol)
• CAPD (Continuous Ambulatory Peritoneal Dialysis)
• Venofer (Iron Sucrose)
• Neupime (Cefepime)

Being the Product Manager of the company I was supposed to do the followings:

• Define the product strategy and roadmap
• Deliver MRDs and PRDs (Reference papers, Detailed Ad, Presentations etc) with prioritized features and corresponding justification
• Work with external third parties to assess partnerships and licensing opportunities
• Be an expert with respect to the competition
• Develop the core positioning and messaging for the product
• Develop Marketing Plans / Business Plans / Strategic Plans
• Perform product demos to customers
• Set pricing to meet revenue and profitability goals
• Deliver a monthly revenue forecast
• Develop sales tools and collateral
• Propose an overall budget to ensure success
• Brief and train the sales force
• Periodically visit different parts of Pakistan to assist middle management
• Organize CMEs / CHEs / RTDs / Symposia / Conferences within Pakistan and abroad
• Communicate with the colleagues through circulars periodically
• Write articles / success stories in company’s News & Views magazine for the field management and field force
• Act as a leader within the company

• Sales & Marketing Coordinator (August 2006-April 2008)

Being the Sales & Marketing Coordinator, I was performing all the responsibilities of a Product Manager with an additional responsibility to work as New Business Development Manager:

• Define the product strategy and roadmap
• Deliver MRDs and PRDs (Reference papers, Detailed Ad, Presentations etc) with prioritized features and corresponding justification
• Work with external third parties to assess partnerships and licensing opportunities
• Be an expert with respect to the competition
• Develop the core positioning and messaging for the product
• Perform product demos to customers
• Set pricing to meet revenue and profitability goals
• Deliver a monthly revenue forecast
• Develop sales tools and collateral
• Propose an overall budget to ensure success
• Brief and train the sales force
• Periodically visit different parts of Pakistan to assist middle management
• Organize CMEs / CHEs / RTDs / Symposia / Conferences within Pakistan and abroad
• Act as a leader within the company

• New Business Development Manager (Additional Responsibility)

• Conduct Market Surveys to analyze the need of the customers
• Search new products by utilizing personal contacts and through internet searching
• Contact manufacturers throughout the world
• Develop company profile and discuss with the principals
• Develop Feasibility Reports on new product
• Prepare Registration file for the registration of products with MoH (Ministry Of Health) Pakistan
• Prepare justification of the product to be submitted to the MoH
• Calculate the suitable MRP of the product that can meet company’s profitability and end users buying capacity
• Negotiate the price (FOB, C&F) with the principal company
• Discuss the product with the marketing team and board of directors before taking the final decision
• Prepare forecast to be submitted to the principal company and national warehouse

• Field Officer (October 2003-July 2006)

Being the first Field Officer of the company in Balochistan, launched several products and handled my territory alone in the absence of any manager within Balochistan. I successfully launched Venofer (Iron Sucrose), Maltofer (Iron Polymaltose Complex) and Neupime (Cefepime). During my job as a Field Officer I was responsible for the followings:

• Arranging appointments with doctors, pharmacists and hospital medical teams, which may include pre-arranged appointments or regular 'cold' calling;
• Making presentations to doctors, practice staff and nurses in GP surgeries, hospital doctors, and pharmacists in the retail sector. Presentations took place in medical settings during the day or conducted in the evenings at a local hotel or conference venue;
• Organizing conferences for doctors and other medical staff;
• Building and maintaining positive working relationships with medical staff and supporting administration staff e.g. receptionists;
• Managing budgets (for catering, outside speakers, conferences, hospitality, etc);
• Keeping detailed records of all contacts and reaching (and if possible exceeding) annual sales targets;
• Planning work schedules and weekly and monthly timetables. Discussing future targets with the area sales manager. Regularly attending company meetings, technical data presentations and briefings;
• Keeping up with the latest clinical data supplied by the company and interpreting, presenting and discussing this data with health professionals during presentations;
• Monitoring competitor activity and competitors' products;
• Developing strategies for increasing opportunities to meet and talk to contacts in the medical and healthcare sector;
• Staying informed about the activities of health services in a my area;
• Working with team managers to plan how to approach contacts and creating effective business plans for making sales in my area.

Platinum Pharmaceutical (Pvt.) Ltd, Karachi (2001-2003)

• Sales Promotion Officer (March 2001-Sep 2003)

I joined Platinum Pharmaceuticals and took it as a challenge as it was the first Pharmaceutical Company that I had joined. I was based in Quetta and was responsible for the dental group. It was a newly launched group thus; I had to launch several products during my job i.e. Hiparadent Tooth Paste (For gum recession and bleeding gums), Hi-salz Tooth paste (Bleeding gums), Presyze Tooth Paste (For calculus and hypersensitivity), Sense-T Tooth paste (For Hypersensitivity), Secure Tooth Paste and Mouth wash (Anti-plaque), Bannet Tooth paste and Mouth wash (Antiseptic), Niflam Mouth Wash (Anti-inflamatory and anesthetic), Gramex Tablets (Metronidazole). During my job as a Sales Promotion Officer I attended several training courses and won almost all the detailing and quiz competitions. Moreover, generally I was responsible for the followings:

• Arranging appointments with doctors, pharmacists and hospital Dental Surgeons teams, which may include pre-arranged appointments or regular 'cold' calling;
• Making presentations to doctors, practice staff and Dental Technicians, hospital doctors, PGs and HOs, and pharmacists in the retail sector. Presentations took place in medical settings during the day or may be conducted in the evenings at a local hotel or conference venue;
• Organizing conferences for doctors and other medical staff;
• Building and maintaining positive working relationships with medical staff and supporting administration staff e.g. receptionists;
• Managing budgets (for catering, outside speakers, conferences, hospitality, etc);
• Keeping detailed records of all contacts and reaching (and if possible exceeding) annual sales targets;
• Planning work schedules and weekly and monthly timetables. Discussing future targets with the area sales manager. Regularly attending company meetings, technical data presentations and briefings;
• Keeping up with the latest clinical data supplied by the company and interpreting, presenting and discussing this data with health professionals during presentations;
• Monitoring competitor activity and competitors' products;
• Developing strategies for increasing opportunities to meet and talk to contacts in the medical and healthcare sector;
• Staying informed about the activities of health services in a my area;
• Working with team managers to plan how to approach contacts and creating effective business plans for making sales in my area.

PACC & Challenger English Language Academy (1997-2001)

• English Language Teacher

During my college and university time, I served as an English Language Teacher for four (4) Years in the evening classes. We introduced new methods of spoken and written English that led us to success. During four year service I served as:

• News Paper Instructor
• English Grammar Teacher
• Communication Coach

Key Accomplishments

Epokine (Epoeitin Alfa)

• Keeping in view the stagnant growth of Epokine (Epoeitin Alfa), diversified the field from Nephrology to Cardiology, Internists, Physicians and GPs.
• Developed a new campaign and focused a new market i.e. Cardio-Renal Anemia Syndrome first time in Pakistan
• Developed new Detail Ad of Epokine for Cardiologist and General Physicians
• Trained the Field Force and Field Management on the new concept
• Formed a CHE (Continuing Health Education) council comprising of Leading health professionals :
• Prof. Waqar .H. Kazmi
• Prof Abdul Samad
• Prof. Razzaq Memon
• Prof. M.H. Usmani
• Aziz Khan Tank
• Parvaiz Rizvi

· Organized CHE Programs on Cardio-Renal Anemia Syndrome time to time in PC Hotel Karachi, Sheraton Hotel Karachi, Regent Plaza Hotel, KIHD (Karachi Institute of Heart Diseases), The Kidney Center Landy to create awareness on Benefits Beyond Anemia Treatment and bring the GPs, Physicians, Cardiologists and Nephrologist closer for the early referral of CKD patients to the Nephrology

CAPD (Continuous Ambulatory Peritoneal Dialysis)

· Successfully launched CAPD (Continuous Ambulatory Peritoneal Dialysis) a new modality of dialysis for CRF (Chronic Renal Failure) patients first time in Pakistan.

· Built Technical team (Clinical Coordinators) and sales team to establish this new modality

· Developed a lot of marketing campaigns on CAPD (Comprehensive Detail Ad, Take-one brochure, Power Point Presentations, Structured Counseling in Urdu (To convince patients and families

· Successfully trained the technical and sales team

· Gave presentations throughout Pakistan to establish the modality

· A big number of patients and doctors preferred CAPD instead of Hemodialysis

· Achieved company’s overall CAPD budget

LoPhos (Calcium Acetate – Phosphate Binder)

· Developed a new campaign for the first time to wipe out the competitors from the market and establish LoPhos the only pH independent Phosphate Binder instead of Calcium Supplement

· Developed a teaser-cum questionnaire to create noise level in the market

· Developed a comprehensive Detail Ad on LoPhos

· Trained the team on the new campaign

· Successfully re-launched LoPhos after 4 year of its initial launch

· 133 % growth recorded during the first year of re-launch

Trainings and Refreshers given to Field Force / Field Management

· Basic Training Course and several refreshers were give to field force and field management during my services as a Sales & Marketing Coordinator and Product Manager which included following topics

• Kidney
• Kidney Diseases
• Renal Replacement Therapies
• Hemodialysis
• Stages of CKD
• CAPD (Continuous Ambulatory Peritoneal Dialysis)
• Bag exchange procedure (CAPD)
• Cardiovascular System
• Left Ventricle Hypertrophy
• CHF (Congestive Heart Failure)
• Cardio-Renal Anemia Syndrome
• Etiology of Cardio-Renal Anemia Syndrome
• Bones
• Hyper-parathyroidism
• Adynemic Bone Diseases
• Hyper-Phosphotemia
• Anemia
• Thelasemia
• Megaloblastic Anemia
• Hemolytic Anemia
• Iron Deficiency Anemia
• Functional iron Deficiency Anemia
• A-plastic anemia
• Microbiology
• Infectious Diseases
• Pneumonia
• Septicemia
• Sepsis
• UTIs
• Nephritis
• Peritonitis
• Nephrotic Syndrome
• Antibiotics
• Cefepime
• Cefoperazone Sulbactam
• Overview of All Beta Lactams
• Immunity
• Immune System
• Lymphatic System
• CKD associated Immune Deficiency
• Training on all new marketing campaigns
• Time Management
How To Penetrate In Institutional Business

Conferences / Meetings / Workshops Organized

• 10th Scientific Biennial Conference. Pearl Continental Hotel, Lahore. ... (13th – 14th Dec,2003
• 11th Biennial Conference of SOGP Peshawar Pakistan (17th – 19th Nov, 2005).
• 6th SAFOG Conference 2007 (Society of Obstetricians & Gynecologists of Pakistan) ...(10th – 15th Dec, 2007)
• 10th Scientific Biennial Conference. Pearl Continental Hotel, Lahore. (24th – 26th Oct, 2003)
• 12th National PPA Conference Quetta Balochistan – Pakistan. 11-12 –13th August 2005
• Pakistan Society of Nephrology Conference Peshawar. Pearl Continental Hotel, Peshawar (Feb 2007)
• Pakistan Society of Nephrology Conference Faisalabad. Serena Hotel Faisalabad (Feb 2009)
• APCN (Asia Pacific Congress of Nephrology) Kuala Lampur Malaysia May 2006
• Council Meeting (To prevent progression of CKD) at Hotel Sheraton Karachi on September 04, 2006
• CHE on Cardio-Renal Anemia Syndrome organized at Hotel Sheraton Karachi on Dec 24, 2006
• CHE on Prevention of CKD at Hotel Sheraton Karachi on Feb 24, 2008 – Presenter - Dr. Waqar H. Kazmi
• Bone complications in CKD by Dr. Samina Khan (Assistant Professor of Medicine, Division of Nephrology, Tufts-New England Medical Center, Boston USA) At Regent Plaza Hotel on Dec 20, 2006
• Solution to CAPD patients’ problems – A get together at Regent Plaza Hotel on Jan 13, 2008

§ Presenters: Prof. Jafar Naqvi – Chief Executive & Secretary Pakistan Kidney Foundation. Dr, Bilal Jamil –Consultant Nephrologist, Patel hospital

Favorite Books

• Al-Quran
• How to win friends and influence people - Dale Carnegie
• The one minute manager – Kenneth Blanchard / Spencer Johnson
• Leadership 101 – John C. Maxwell
• The Dip – Seth Godin
Raja Gidh- Bano Qudsia