Regional Marketing Director

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Serial No: 14727

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Skills keywords: business development, leadership, marketing, sales, strategy

Current location:  Selangor, Malaysia - View on map

Nationality: South African

Spoken languages: Afrikaans, english

Education And Qualifications

Masters of Business Administration 2003
University of Potchefstroom
Subjects: General Management, Financial Accounting, Organizational Behavior, Management Statistics, Managerial Economics, Information Management, Management Accounting, Production Management, Labor Relations Management, Marketing Management, Financial Management, Technology Management, Strategic Management, Entrepreneurship, Change Management, Strategic Thinking Project

Masters of Science (Agriculture) 1999
University of the Orange Free State
Thesis: The effect of milk sampling procedures on the robustness of genetic evaluation in dairy cattle.

Bachelors of Science (Agriculture) – Hons. 1996
University of the Orange Free State
Major: Nutrition and Animal Breeding

Bachelors of Science (Agriculture) 1995
University of the Orange Free State
Subjects: Animal Science, Nutrition, Physiology and Animal Breeding

Career Summary

Marketing Director, Pharmaceuticals & Nutritionals, Asia Pacific
Dec 2012- present
(Plus responsibility for Elanco South Africa Affiliate (12 month) and Enzymes Commercial Organization APAC)) Elanco, Asia Pacific – Kuala Lumpur, Malaysia (Div. of Eli Lilly Asia Inc.)

Team: Marketing and Technical Managers, Senior Pricing Consultant, Launch Leader, 13 Countries –
Australia, China, India, Indonesia, Japan, Korea, Malaysia, New Zealand Philippines, South Africa, Taiwan, Thailand and Vietnam

• Build a highly engaged and motivated team to drive our core brand strategies
• Implement marketing strategies to deliver top and bottom line
• Drive Customer values: Pricing, Innovation, Launch and Grow Net Promoter Score

Key Achievements:

• Deliver P&L for South African business with growth of 35% over PY
• Deliver growth of 30% over PY for Commercial Enzymes Organisation
• The past 3 years has provided me with the opportunity to develop and execute an APAC business model and strategy, shaping the way forward and enabling improved access to APAC markets, growing the portfolio and delivering sales and profits that far exceed industry trends (three to four fold).
• Developed a highly engaged and motivated team to deliver our core capabilities in: Pricing, Technical, Innovation, Channel Management, Launch and Marketing across the region, both regional and in country marketing capabilities all direct reports.
• Building customer value through delivering product and non-product offerings to ensure we focus on access (for our technology and our customer’s ability to use this), Innovation (delivering new technology). Market share of our core brands are growing across APAC and we continue to out-pace the competition.

Regional Marketing Manager, Pharmaceuticals & Nutritionals, Asia Pacific
Aug 2009- Dec 2012
Elanco, South Africa – Johannesburg, South Africa (Div. of Eli Lilly South Africa)

Team: Marketing and Technical Managers, Senior Pricing Consultant, Innovation Leader, 13 Countries –
Australia, China, India, Indonesia, Japan, Korea, Malaysia, New Zealand Philippines, South Africa, Taiwan, Thailand and Vietnam.

• Responsible for the implementation and tracking of essential marketing processes throughout APAC driving business results.
• Adaptation of marketing processes to fit the unique requirements of the fast developing APAC region and to ensure we meet the local market needs as well as understanding needs from regional and global customers within these markets as well.
• Integrate marketing processes within existing business processes (Key Account Management, Business Planning Process, Global Account Management)
• Define Market Research needs and prioritize implementation throughout the region, implementing programs and initiating projects meeting the outcomes from these.
• Improve quality of affiliate and regional species scorecards with consistent use of appropriate lagging and leading indicators.
• Understanding local, regional and global markets to ensure we achieve results consistent with the fast developing APAC market.
• Voice of the business (VOB) ensuring internal processes are streamlined, implemented and improved at regional level.
• Voice of the Customer (VOC) ensuring needs from the customer are incorporated when looking at acquisitions, technology partners, value added services and innovation targets.
• Coordinate the APAC project and processes with Global Marketing
• Coaching and Mentoring Regional Marketing Managers on Processes and Leadership skills
• Part of the APAC board of Directors for Elanco APAC Region, part of the core team developing the APAC Strategic plan, vision, mission, business plan and determining the capability needed to achieve this long range plan.
• Regional Innovation Lead Reports to me: Identification of projects across the region to grow and develop our business. Development of business plans in different markets to determine opportunity. Innovation launch into the region.
• Pricing Strategy – Ensure maximum returns by optimizing pricing and developing APAC regional teams (Country Directors, Marketing Managers and Sales Teams) on the implementation of the corporate pricing strategy.
• Ensure we continue to grow the product and company value proposition to ensure maximum profit/growth across the PLE. Pricing with confidence through different value propositions across our portfolio and across different customer needs (small, national, regional and global) to ensure different offers meeting growing customers needs, maximizing profit and resources.
• Business Development, integrated two businesses during the last two years in to the Elanco current business structure.
• Ensure the Implementation of the Long Range Plan (LRP) through implementation of Innovation strategies, people development, Key Account Management, and organic growth across the different business units.
• Participate in affiliate Strategic Plans to provide direction on the local LRP.
• Responsible for Growing and expanding the Elanco product and corporate Brand.

Key Achievements:

• Delivering Strategic Plans for APAC Affiliates (10 of 12 countries), work with the team to determine our long range strategy in APAC
• Integration of two businesses core to our future growth

National Marketing (Pharmaceuticals) and Corporate Affairs Manager
Jul 2008- Jul 2009
Elanco, South Africa – Johannesburg, South Africa (Div. of Eli Lilly South Africa)

• Daily Operations – Product supply, Credit control, manage budgets for shipping (COPS & Local Cost) and Marketing
• Demand Planning Management
• Develop & Execute Marketing Plans, Dynamic Pricing
• Business Plan Management
• Key Account Management
• Incentive Plan Development for Sales Team
• Ensure PLE for affiliates are managed by implementing marketing plans and managing 6 Marketing P’s

Key Achievements:

• Strategy for Market Access for key technologies
• Implementation of core brands to ensure we deliver PLE
• Prepare and deliver business planning

National Sales Manager (Pharmaceuticals)
Feb 2004- Jun 2009
Elanco, South Africa – Johannesburg, South Africa (Div. of Eli Lilly South Africa)

• Responsible for National Pharmaceutical Sales – Manage Income Statement, Ensure top-line sales are achieved and YoY growth targets.
• Management and Development of Sales Team.
• Management and Development of warehouse personnel
• Compile Monthly Country Report for Senior Management: Head-Office
• Monthly and Yearly Projected Sales Budget and Expenses
• Development of Sales Force Selling Skills
• Customer Service
• Demand Planning Management
• Preparation and presentation of business plan to senior management
• Key customer account Management

Key Achievements:

• Make plan (2005) and exceed plan (2007-2009)- YoY Sales Growth
• Manage and develop a highly engaged sales team to deliver plan
• Implement dynamic country reporting structure to senior management – focus on the customer and market

Senior Sales Representative
Apr 2002- Jan 2004
Elanco, South Africa – Johannesburg, South Africa (Div. of Eli Lilly South Africa)

• Food Animal sales (Pharmaceuticals) in Central and Southern region

Sales Representative
Apr 1999- Mar 2002
Elanco, South Africa – Johannesburg, South Africa (Div. of Eli Lilly South Africa)

• Food Animal sales (Pharmaceuticals) in Central region

• Business Development, integrated two businesses during the last two years in to the Elanco current business