Thomas V. L.

D Mello
GM Regional Sales Director Manager-MEA
Cell no: 647 924 2131 Phone: 647 341 0935 E-mail: tvl51@yahoo.com Toronto, M9W1N8 ON Canada

ca.linkedin.com/in/thomasdmello/
Career Objective: Based on valuable experiences I have had in areas of Strategic Planning, Sales and Marketing of ethical and OTC pharmaceuticals products in the highly competitive pharmaceutical industry in the Lower Gulf markets in particular and Middle East & African markets (MEA) in general, wherein I have consistently increased sales by.15+.percent; I'm looking forward to being associated with a growth oriented Company so as to be a contributor to its successful track record.

Career Progression Independent Contractor Energy Company, Toronto, Canada

Sales Manager (Gulf)Valeant Pharmaceuticals MEA FZ LLC, Dubai, UAE . Acting General Manager (MEA)-Dual role Valeant Pharmaceuticals MEA FZ LLC, Dubai, UAE . Resident Medical Representative G.D. Searle & Co. Ltd., UK Dubai, UAE

Sept 2012 till Date

Sep 1998 June 2009 Oct 2006 July 2007 June 1980 Dec 1992

Senior Sales Representative May 1977 June 1980 Technical Trading Co-African & Eastern (Near East) Ltd., UK. Dubai UAE Medical Representative Bayer (India) Ltd., Mumbai India June 1973 May 1977

AchIevements
Appointed with the additional responsibility as Acting General Manager alongside being the Sales Manager for the Lower Gulf Markets. Played a key role in the creation of the legal entity of Valeant Pharmaceuticals MEA FZ LLC at Dubai health Care city and the 3PL (Agility) hub at Jebel Ali free Zone over a period of 8 months as Acting GM. Team Leader for Speed to Market An Operation & Excellence (O&E) project for introducing and Marketing ICN Polish products in the Middle East and African Markets. Appointed as authorized signatory for Valeant Pharmaceuticals USA for their Dubai legal entity based on length of service and career record of exemplary performance and honesty. Instrumental in initiating and implementing various pivotal decisions such as consolidation of distributors; discontinuation of bonus being provided along with the

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invoices resulting in cost savings of 13% +; and conversion of invoicing currencies from Swiss francs and Pound Sterling to US Dollar to avoid loss due to currency exchange and business disruptions. Membership at Stanford Whos Who year 2012 in recognition for demonstration in Outstanding Leadership or Achievement.

Area of ExpertIse
Expertise in management related duties, sales & marketing business development, administration, business operations, strategy development, staff motivation and client service. Excellent capability to function as Profit centre Head, develop new business entities and supervise team of management and sales and marketing professionals. Broadly experienced in dealing with International and local clientele to negotiate business dealing, tie ups, and to strengthen client relations. Adept in aggressive selling and marketing, market research, territory development, promotional schemes as well as budget control. In-depth knowledge and understanding of the pharmaceutical industry and how individual products can offer solutions to consumers. Manage duties related to strategic business planning, implementation, supervision and taking necessary steps to combat competition and changing business scenarios. Manage departmental expenses with agreed budgets. Provide market and regional expertise to identify growth opportunities. Handle product promotion, conduct presentation and product demonstration and participate in trade exhibitions, seminars and training programs. Identify new markets to penetrate and recommend strategic plans to increasing business. Adept in establishing new branches on targeted territories and prospecting new business. Resolve operational problems for the constant improvisation of workflow and procedures. Preserve the position in the market by constantly overseeing the competitors activities to review the set strategies and plan as and when necessary. Streamline operations and direct the workforce ensuring the policies and directives are met. Maintain awareness of industry trends and issues on how they could affect sales territory.

Proven Job Role Independent Contractor Energy Company, Toronto Currently working as an independent Contractor on commission basis for a billion dollar energy company that is traded on the US and Canadian Stock Markets. Area of coverage is Ontario, Canada wherein I sell energy contracts to commercial establishments and Industrial units. Nature of the job involves cold calling and direct selling. Sales Manager(Gulf) Valeant Pharmaceuticals MEA FZ LLC.

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 Responsible for the sales operations in Kuwait, Qatar, Bahrain, Oman and the UAE,
handling 13 distributors (National Key Accounts Management) with 11 Territory Managers reporting to me. Motivating Territory Managers, training and guiding them in order to achieve set targets. Providing promotional material for the Territory Managers to boost sales. Liaising with territory Managers in generating results of market surveys to the Regional Director. Collaborating with team during Sales forecast and preparation of In-Market Sales budgets. Preparing and implementing the Sales plan and bonus offer schemes to help Territory Managers achieve their In-Market sales budgets. Also ensure completion of same. Accompanying Territory Managers in the field when dealing with key Doctors and opinion leaders in both private and institutional sectors. Coordinating closely with distributors during tender quotations and regulatory affairs as well as stock ordering in relation to balance stock on shelf. Assisting the Regional director in the decision-making process with regards to the individual market development. Delivering the To Market Sales budgets for appropriate areas of responsibility. Carrying out performance Appraisals of Territory Managers

Acting General Manager (MEA) Valeant Pharmaceuticals MEA FZ LLC. Handled various distributors (National Key Accounts Management) across Middle East
Africa and Indian subcontinent region.

Took responsible decision concerning regulatory issues, logistics, sales and marketing
including the commercial affairs of the region.

Assisted Sales Managers on problem solving in their respective markets. Delivered the sales budgets and finance budgets prescribed for the region. Carried out multiple tasks from regulatory coordination to logistics including all
operational activities as well as marketing and introduction of new products.

Played a key role in the creation of the legal entity of Valeant Pharmaceuticals MEA FZ
LLC at Dubai health Care city (DHCC) and the 3PL (Agility) hub at Jebel Ali free Zone(JAFZA) over a period of 8 months as Acting GM.

Resident Medical Representative G.D. Searle & company Ltd. UK Acted as market Manager covering the lower Gulf Markets (UAE, Qatar, Bahrain and
Oman).

Developed sales of pharmaceutical products through ethical promotion with doctors in

hospitals and in the private sector.

Performed sales activities through audio visual selling.

Frequently attended seminars, training programs and performance evaluation meetings. Collaborated with the company and its Agents during quotations and tender participations Controlled and streamlined Sales/Stock levels of Agents in different markets based on goods in transit and current stock holdings in comparison with market off take and anticipated demand.

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 Provided training and motivation to Agents and distributor Sales personnel in the promotion and sales of company products.

Senior Sales Representative Technical Trading company Dubai subsidiary of Unilever UK Involved in setting up sales targets and ensuring their achievement. Generated leads and contacted institutional customers including Hotels, Ship
Chandlers, airlines and other leading consumer houses in Dubai.

Also carried out merchandising and displays in major supermarkets and general trade. Provided necessary credit information to finance credit control.

Launched point of sales promotion and participated in Trade and consumer Exhibitions.

Medical Representative Bayer(India) Limited. Involved in ethical promotion of products of the pharmaceutical Division. Contact prospective customers to discuss their needs, and how these needs could be
met.

Emphasized product features based on analyses of customer needs, and on technical

knowledge of product capabilities and limitations.

QualificatIons
Diploma in Marketing Management (Marketing, Advertising & Statistics) BVBRP Institute of Communication Studies, Mumbai, India Diploma in Public Speaking Indo American Society, speakers Academy, Mumbai India Bachelor of Science ,Chemistry as major Bombay University, India 1973 1973 1972

TraInIngsCourses Field Sales management and Advanced Selling Skills Workshop by CCM/TACK
International in Dubai UAE (May 2000) 1999)

Pharmaceutical Selling Skills Workshop by CCM/TACK International in Dubai UAE (May Advance Selling Skills presented by CCM Middle East in Athens, Greece (Nov 1988) Selling Skills Workshop sponsored by CCM middle East of Limasol, Cyprus (Oct 1987) Various Computer courses on the following subjects: Computer concepts, MS windows,
MS Office Word Excel, Power Point and Introduction to FoxPro

IT Skills
Proficient in MS Office (Word, Excel & Power Point) Internet and E-mail applications

Personal DetaIls
Canadian National with OCI status. Speaks fluent English and possesses a Canadian Driving Licence.

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