1. Mohammad ElAwady experience
Based on a Functional/project approach
 Sales Target on customer level
 Responsible for design and deliver new module to set sales
targets on customer and territory level for Novo Nordisk Egypt
 Integrating sales and ims data with PharmaAnalyzer and
TARGIT
 Responsible for design, implement and deliver sales and ims data
integration using PharmaAnalyzer and TARGIT BI for Novo Nordisk
Egypt
 Business Intelligence for commercial excellence
 Responsible for preparation for introducing business intelligence
solutions to Pharma and healthcare organizations including
identifying needs and building different analysis models for
different functions and building views that integrates figures to
give management top KPIs on dashboard style and also deep
insight about business performance.
 Design and implement Novo Nordisk Egypt BI , Feb-May 2014
 Design and Implement SPIMACO basic BI for CRM - 2008
 Sales management systems
 Responsible for design, implement and deliver sales system in
Novo Nordisk Egypt , PharmaAnalyzer, Jan-Apr 2014
 Responsible for design, implement and deliver sales system in
Ferring Egypt , PharmaAnalyzer, Sep-Nov 2013
 Upgrading to PharmaAnalyzer V4, Ferring Egypt Dec 2014

2.  Connecting Health
 Managing MSE sponsored project for connecting health in 2012-
2013 including , Growth monitor, eRx, eLab, EMR, Appointment,
Disease Registries, Material Reach, eSurvey.
 eDetailing
 managing design, development, testing eDetailing projects
 Dosing calculators
 Responsible for design, development, testing Dosing Calculators
projects on different platforms to facilitate and standardize dosing
calculations for healthcare professional using variety of mobility
devices like iPhone and IPAD, Android mobiles and tablets, and
windows mobiles and tables.
 Novo Nordisk Gulf won their innovation global prize 2009 for our
innovative NovoSeven Dose Calculator.
 Growth Monitor
o Managing the Egyptian growth monitor web/mobile application
development and implementation
 ‫المصريين‬ ‫باب‬
o Creating project idea and top level project chart
 EMR
 Responsible for analysis and design of generic EMR in
coordination with MasterSolutions and Exceliti
 Responsible for implementation at MOH-Kuwait National Cancer
Control Center (KCCCC)
 Oncology practice management
 Responsible for analysis and design of Oncology practice
automation in coordination with MasterSolutions and Exceliti UK

3.  Responsible for implementation at MOH-Kuwait cancer control
center
 Glycemic control system
 Responsible for analysis and design of Glycemic control system in
coordination with MasterSolutions and Exceliti UK
 CRM (Business/BIT role)
o CRM Consultant , SPIMACO CRM project (Business/BIT role)
 Design a CRM strategy and Road map.
 Create workflows that are aligned with the company way of
doing business and work to integrate the system model with
business processes.
 Put detailed and realistic implementation plan and build a
project complete documentation set.
 Design operational model to maintain the business SFA
system, including human resources, job description, process,
recruiting, training and supporting people managing this
processes.
 Help sales people to build a complex multi-line customer data.
 Design Training workshops and mange the training process.
 Create training and effective business use guidelines that will
be used by trainers and users.
 Train people on how to use the system to do their daily work
and get what the information they need.
 help to safeguard against any misperception of the solution
implementation (ex: it is only a way of controlling people)
 Support the IT staff to achieve a smooth running operation.
o patient CRM model - Novo Nordisk Egypt
 Cleansing 30,000 patient records project & migration utility to
migrate data to the CRM system

4.  identifying & recommending all Business Reports needed
 System Implementation
o Call reporting systems (Business/BIT role)
 Novo Nordisk Egypt Call Reporting system - August 2004
 Record -Track - Analyze sales calls & activities
 Novo Nordisk KSA/Gulf Call Reporting system – March 2005
o eTMS (Business/BIT role)
 Roll-out of Novo Nordisk KSA/Gulf eTMS in Sep 2005
 Responsible for Customer data collection and preparation
 Ensure readiness of IT infrastructure in 17 location
(connectivity and PCs)
 H/W and S/W purchase and installation
 Build server side environment
 Sales team Training and support
 Targeting and Segmentation (Business role)
o Design and Direct Targeting and segmentation process for SPIMACO
acting as an external consultant.
o Responsible for Targeting and Segmentation process in Novo Nordisk
KSA/Gulf as a sales coordinator.
 Integration of CRM, Sales Analysis and IMS data (Business/BIT
role)
o Novo Nordisk Egypt , KSA/Gulf consolidate call reporting data with sales
and IMS data for the management on Regional basis
 Sales effectiveness (Business role)
o Support the sales effectiveness implementation in Novo Nordisk KSA/Gulf
and responsible for reporting about the process progress to the
management
 Marketing effectiveness (BIT role)

5. o Project manager for the hospital in-market sales entry, consolidation and
analysis as a support data for the marketing effectiveness project team -
Novo Nordisk Egypt
o Design and build MIPs database
 Resource management (Business/BIT role)
o Design a Resource optimizer and Rep-Time allocation concept and tools for
SPIMACO
o Analyze and monitor Resource load for SPIMACO
o Support Novo Nordisk KSA/Gulf management with analysis about medical reps
load per region which reveal some idle capacity that could be used to cover new
areas
 Sales Analysis (Business/BIT role)
o Operation and Business Development manager, PHARMABAY,
PharmaAnalyzer project
 Design the first regional sales analysis tool in the middle East
region; Pharma Analyzer
 Manage the project of development, testing and implementation
of Pharma Analyzer
 Manage implementation at Novo Nordisk Gulf
o GSK Sales Analysis solution –project manager from Cegedim
 collaborating with GSK project manager to take the sales analysis and
consolidation project to success
 Analyze the project from business approach
 setting the right direction based on a business approach
 penetrate the business user environment and get their buy-in
 close follow-up on project progress
 strong business training and support for the business users
o Sales Analyst - Novo Nordisk KSA/Gulf

6.  Build sales analysis model using pivot and dynamic report
technology
 Support the management with different sales analysis reports,
trend, contribution and growth on monthly/Quarterly/yearly basis
using
 Build Sales Analysis database for KSA
 Store all sales per item per branch since 2004
 Ability to analyze and compare sales based on different
dimensions using pivot table and pivot charts technology
o SAFARI project Manager – Novo Nordisk Egypt
 Sales analysis solution that enables S&M management to track & analyze
sales in an easy & standard way leading to the standardization of sales
reporting & analysis process (references are available in e-format)
o Sales Analysis database - Novo Nordisk Egypt
 Multidimensional Sales database
 Produce variety of sales analysis reports
o Financial Analysis database – Novo Nordisk Egypt
 Extracting Financial System data to an Analysis Tools
 Analyze Financial data in a multidimensional way that enables tracking
any factor easily & getting reports & factors that does not exist in the
original system
 This was stopped after the new Financial system version
o Incentive generation calculations – Novo Nordisk KSA/Gulf Egypt
 Territory Structuring (Geographical-IMS structure integration)
o Customer Geographical allocation Project Manager – Novo Nordisk Egypt
 Building IMS based Geographical tree for pharmacies and
hospitals (governorate, city, IMS Territory, bricks(districts, roads)
 Allocate Cairo, Delta, upper Egypt pharmacies & hospitals in the
their relative bricks (a brick is part of IMS Territory)

7.  This was used in building sales analysis system customer database
o Responsible for building Territory structure for the eTMS system in KSA and
Gulf - Novo Nordisk KSA/Gulf
 Planning
o Orientation about planning with Hoshin Kanri method and tools
o Ability to manage/train users to use software based on Hoshin Kanri
method
 Logistics (shipments coordination)
o Logistic coordinator in KSA between the logistics office in Athens and the
distributor in KSA to facilitate the Insulin/NovoSeven shipping process
from different countries to KSA – Novo Nordisk KSA/Gulf
 Production – manufacturing and packaging (Business role)
Production Supervisor: Novartis Egypt (from 11/10/99 to 15/3/2001)
- Second shift supervisor (14:00 to 23:00)
- Responsible in the Granulation & compressing units from 11/10/1999 to
15/1/2000.
- Sharing the responsibility with another pharmacist for the solid form
packaging section from 16/1/2000 to 31/3/2000
Solid form packaging section Supervisor (from 1/4/00 to 15/3/2001)
Main Responsibilities:
- Finite scheduling of solid form packaging lines.
- Co-ordination with other units to assure the execution of plans and assuring
a smooth & continuous material supply.
o Semi finished material supply from manufacturing units & storage
o Packaging material release & storage
- Supervision of solid form packaging lines.
- Maximize the utilization of all available resources (3 automatic lines, 40
workers, 1 hand packing line)

8. - Supervision of the solid forms packaging store.
Achievements:
- Breaking the record of the monthly output two times.
- Achieve 15% growth relative to previous year (normal growth is 5%-10%)
Success Strategy
- Healthy working environment that enable everybody to work & smile
- Build a database for all elements of the packaging system.
- Build tools to analyze performance
- Analyze performance regularly (monthly – Quarterly with all unit members)
- Create an ownership spirit of unit results & productivity shared between all
the members of the unit
 IT infrastructure (IT role)
o Novo Nordisk Egypt
 New VPN SDSL 512 kbps connectivity solution May 2003
 Novo Nordisk Sheraton building (5 floors building)
 LAN cat 6 Technology Data/Telephone network (5 floors LAN)
 5 floor Switching solution 100/1000 hybrid
 Telephone system (Panasonic PBx)
 Network printing system
 Xerox Network scanning save on network drive/e-mail system July 2004
 New Backup system (H/W,S/W) June 2004
 Bacupexec Backup system
 HP LTO2 solution
 New Fax sever system August 2004
 New standard server & network room May 2004
 Standard racks and cabling
 Automatic fire fighting
 Fire alarming
 Separate A/C

9.  Access control
 New application sever May 2004
 Access control & Alarming System August 2004
 UPS Solution
 Implement Telephone Tracking System
o Novo Nordisk KSA/Gulf
 New wireless leased line in Riyadh
 Setup new office in Dubai
 LAN CAT 6 data/Telephone network
 Wireless Solution
 Leased line
 Server, UPS solution
 Telephone system, Panasonic PBx
 Print/scan/copy LAN solution that is integrated with the WAN in
KSA and UAE
 Standardization of Client setup
 Adding 2 New servers in Riyadh and Dubai to meet new business needs
 Kuwait office setup (connectivity, Clients)
 Yemen office setup (connectivity, Clients)
Training:
 selling skills : basic selling skills & customer behavior Novartis 8/24/1999 3 Days
 Good Manufacturing :Training Quality & SOPs good manufacturing practice in
the pharmaceutical production , Novartis3/5/20002 Days
 Management : General Management ,management concepts ,management
schools , Information Technology Institute 1/4/200 13 Days
 presentation skills Personal Development :how to be good presenter,
preparation of presentations, PowerPoint , Information Technology
Insititute3/6/2001 2 Days

10.  Problem Solving Techniques: problem solving Techniques Information
Technology
Institute 8/4/2001 3 Days
 Advanced selling Skills : Novo Nordisk 8/15/2002 2 Days
 IT workshop 2002 : IT / PC training Basics of NNIT infrastructure , NN RONAG
office Athens 10/22/2002 4 Days
 ITC Internal Induction to Novo Nordisk Medical background, Marketing, selling
skills, IT,NN way of management , Quality , NN RONAG office Cairo 8/4/2003 9
Days
 ITMIC ,International IT managers meeting in NNIT :orientation on new
Technologies and strategies in IT and BIT ,Copenhagen May 2003 2 days
 RONAG IT Workshop 2003: exchange 2000 management tool, new connectivity
Tech., Athens NNIT 10/21/2003 3 Days
 ITMIC ,International IT managers meeting in NNIT :orientation on new
Technologies and strategies in IT and BIT ,Madrid May 2004 2 days
 Corporate Visual Identity ,Novo Nordisk ,Cairo July 2004
 Sales effectiveness ,Novo Nordisk ,Athens Feb 2005
 Targeting and segmentation ,Novo Nordisk ,Athens Feb 05
 Project Management : Project Management Methodology in IT projects , Zurich
NNIT10/25/2005 2 Days
 Advanced Project Management, 3 days in Amid East June 2006
 Creativity and Innovation - mind mapping , 3 days TTM Associates July 2007
 Hoshin-Kanri orientation , SPIMAOC 2008
 Business Intelligence professional certificate , TARGIT A/S 2009
 TARGIT fundamentals, Architect, Report design and Calculation expert ,
TARGIT A/S 2009
 Customer approaching and relationship management based on Ned
Hermann concepts, 2 days, TTM Associates , Jan 2010
 Agile, Software Project planning using Scrum : ITIDA Oct 2013

11.  SW Testing Techniques: ITIDA Oct 2013
 Modern Software Design: ITIDA Oct 2013