Efosa Okundaye

Define the path to deliver outstanding results in Western Ontario.

• Strategically managing a territory with 17,083 annual births, identifying and prioritizing high-volume clinics and HCPs to maximize infant formula brand adoption and sampling effectiveness.
• Cultivate and strengthen partnerships with over 100 key accounts using analytical insights.
• Leverage territory birth rate data to align sampling frequency, segment targeting, and omnichannel strategies to over 100 customers,resulting in increased product trial and brand recommendation rates.
• Applied data insights from a territory comprising over 17,000 annual births to develop personalized call plans, optimize resource allocation, and drive superior HCP engagement and market share growth.
• Manage key accounts and decision-makers in the consumer influence network through insights and unique perspectives.
• Oversee and manage the budget, making strategic decisions to maximize efficiency and effectiveness in resource allocation.
• To inform strategic recommendations, continuously analyze market trends, competitor activities, and customer behavior.
• Developing and cultivating business relationships with the key decision makers in the consumer influence network.
• Apply the selling process, organize and communicate information convincingly, build customer confidence and receptivity, and develop rapport.
• Demonstrate understanding of the healthcare industry dynamics, trends, competitors, regulations and managed healthcare environment.
• Develop territory and management plans that identify and prioritize the most important activities for accomplishing short—and long-term business goals.
• Foster team effectiveness and accomplishment of shared goals by sharing knowledge, experience, and information to optimize business strategies and drive overall sales within your territory.
• Always communicate effectively; obtain information, resources, and support within Reckitt / Mead Johnson Nutrition to maximize business opportunities and respond to customer needs; understand and implement the sales utility of clinical data, competitive intelligence, and marketing initiatives.
• Utilize current computer software systems for planning, forecasting and reviewing sales activities, researching data and supporting sales calls and presentations.

• Led company’s healthcare footprint by expanding the OTC product category and presence through implementing business strategy to grow product portfolio.
• Managed and directed negotiations of sales contract with retail and wholesale customers, key accounts and distributors.
• Led a team of sales managers to drive volume and value growth and to ensure business profitability/sustainability.
• Developed and implement innovative solutions to grow company’s annual net revenue in line with business expectations.
• Provided cross-functional team training and coaching for field sales force on driving fundamentals on coverage, brand distribution, product mix, in-store executions, marketing activities and in-market sales.
• Ensured revenue/sales/ profit & loss are in line with expectations and that distributors operations align with the organization’s mission, strategic objectives and policies.
• Developed operational sales plan & implement marketing strategies to improve leading key performance indicators.
• Generated £1.7m in sales revenue within first year of operation with 49% growth on in-market sales.
• Managed ten key accounts and grew business revenue by 35% within two years.
• Created and implemented go-to-market framework to ensure business sustainability and penetration into new stores, building relationship with buyers, new and existing customers.
• Managed trade spend and trade investment to maximize return on investment and to guarantee that trade spend are between 7-10% of net revenue.
• Worked with and align plans, goals and business expectations with other department functions team members to deliver sales and overall business objectives.

• Led and managed multi-level relationships with key customers and distributors.
• Managed a team of 6 territory sales managers who were ranked among top 10 out performance within the team.
• Restructured and implemented go-to-market framework for the healthcare business category in West Africa region.
• Improved channel distribution performance leading to 50% growth in direct distribution, & sales efficiency for key accounts and key distributor sales representatives.
• Negotiated sales contracts with key accounts to increase market share by 25%.
• Deployed agreed infrastructure to deliver on coverage, MSL and sales target.
• Drove ownership in channel initiatives of direct reports on distribution, execution of visibility & display in-store executions and detailing.
• Utilized and analyzed all available business intelligence and data in the development and delivery of customer/account plans to target key customer/accounts and allocate resources.
• Implemented checklist with respect to defining coverage norms.
• Implemented min. of 90% MSL compliance in all outlets visited - Market working accompaniment with field sales team.
• Created key partnerships with key customers and institutions to drive penetration into the channel and sustain/grow business.
• Managed field sales expenses of sales reps to max. 80% of Monthly float limit.

• Created and grew new business in line with business goals as a Medical Sales Representative
• Developed and implemented business plan, channel plans, sales and marketing activity reports in accordance to sales strategies and marketing objectives.
• Launched and sustained brand growth of new products by positively influencing prescription patterns of medical professionals.
• Key account management by initiating, developed and sustained RB business in five key accounts, growing business by 20% year-on-year.
• Planned and organized continuing medical education (CME) and round table discussions (RTD) for healthcare professionals.
• Achieved and maintained acceptance of company products with key accounts and customers within the channel and healthcare institutions and drive product recommendation as part of the pull and push initiative.
• Built and managed good relationship with key distributors and drive execution of promotional activities to deliver profitable returns for the business.
• Monitored market performance on a regular basis and provide constant and speedy feedback on competitor’s activities. Executing sales activities ethically within company set rules and standards.
• Provided leadership and coaching to sales representatives and new medical representatives.
• Achieved sales and other KPIs targets in line with business goals and expectations.