JONATHAN ELORM WAYNE KPOH

I work under BD's Integrated Diagnostic Solutions (IDS) business unit and largely cover the West African Region. The following are some of my duties and accomplishments over the past years: -

• Immensely contributed to the increased sales of automated instrumentation and other products/consumable lines of BD within the West African enclave. This contributed to achieving my quota and the team’s FY21 and FY22 budget over 20% and 32% respectively.
• Spearheaded the successful registration, market entry, and sales of BD Women’s Health & Cancer (WH&C) products in West Africa as the portfolio’s lead. This portfolio now contributes 15% to our total sales budget from zero.
• Identified key projects within the territory for the BD business, and mobilized and engaged internal and external stakeholders to achieve the desired commercial results.
• Contributed to and translated my Business Unit’s multi-year territory marketing strategy into tangible deliverables related to customers and portfolios being handled and supported new product launches in line with the strategy.
• Built KOL networks (speakers, key customers, institutions) to support the execution of our marketing plans. Thus, influenced care outcomes by implementing improvements and optimizing healthcare technology via KOL partnerships.
• Managed distributors in key markets and facilitated the process of signing on new distributors in newly unlocked territories like Mali, Cameroun, Liberia, Gambia, and Sierra Leone.
• Enabled the sales and other teams who work with channel partners by running applications, product, and selling skills training for them. The effectiveness of these trainings have helped to increase customer satisfaction within the territory, maximized sales output, improved tracking of the performance of channel partners, diagnosed performance issues, and generated remedies.
• Identified in conjunction with our channel partners across the territory, the continuous improvement strategies we need to adhere to, to increase the efficiency and profitability of sales activities and ultimately achieve KPIs.
• Offered consultative sales services to both end-users and channel partners. This helped them choose the right product and offer the right value to the end customer. Thus, establishing and leveraging relationships within my market.
• Reported customer feedback, product requirements, and competition, and escalated positioning/pricing issues to executive leadership team members (ELT) according to an applicable quality standard policy.
• Ensured a very clean sales pipeline in the Salesforce CRM. Filled the funnel management tool and systematically analyzed win/loss deals, expectations, customer satisfaction (NPS), market, competition, and trends.
• Integrated decision support, clinical pathways, and best practices into healthcare technology to enhance the delivery of care and workflows.

• Built and implemented a multi-year territory plan to drive the company’s share gain, accounts acquisition, expansion, maintenance, and retention.
• The starting sales target was achieved by over 200% within the first 3 months.
• Launched new products on the Ghanaian market and effectively promoted the company and its products within the Ghanaian territory by acting as a brand ambassador through exhibitions, medical conferences, and cold calls.
• Controlled price and used that to re-enforce our business entry strategy. This helped with tender chasing and the preparation of documents for bids.
• Focal person in the Ghana FDA registration of new products.
• Signed on 2 distributors within my territory in less than 3 months.
• Managed a team of 4 sales representatives to achieve business objectives.
• Built and maintained Customer/Distributor relationships to the advantage of Baihe. I ensured that all sales were done through the appropriate distributor channels and that the business relationships between the end users and their preferred choice of distributor were kept solid. This enhanced business activities while providing a trustworthy atmosphere for Baihe.
• Traveled around the country to do presentations to KOLs to convert accounts.
• Provided pre-sales advice to customers. I offered consultative sales to the customer (both distributors and end-users), and this helped them make the right purchasing choices.
• Provided product knowledge support and troubleshooting. This was done based on the knowledge acquired from in-company training sessions and personal research that was done.
• Built relationships with customers and the community to establish long-term business growth.
• Achieved sales goals and service targets by cultivating and securing new customer relationships.

• As the pioneer of the BD business with the distributor, 80% of the sales quota was achieved before mid-year (5 months) using strategic sales models which I developed and this served as the basis for running the business.
• Increased demand across the country for BD products by 70% by revising the go-to-market model and the pricing strategy.
• Mapped territory, blocked competition, and worked against unauthorized dealers of BD-IDS products by gathering effective market intelligence.
• Drafted instrument sales and reagent rental/placement contracts while paying strong attention to the financial and legal details.
• Worked closely with management teams to plan, develop and execute technical strategies aligned with clients' visions.
• Trained clients on how to use the BD products and the best practices to give in the healthcare setting.
• Traveled across the country to offer face-to-face customer service and improve/maintain install bases.
• Managed 5 sales and applications personnel to drive results within the territory.
• Met other business objectives.

• Kept laboratory in compliance with applicable guidelines and laws.
• Kept equipment maintained, facility clean and organized, and an inventory stocked to maximize performance.
• Maintained positive customer relations by addressing problems head-on and implementing successful corrective actions. Maintained a professional demeanor by staying calm when addressing unhappy or angry customers.
• Trained staff, scheduled work hours, and assigned projects for a 5-person work group.
• Designed processes to increase efficiency by minimizing error and reducing repetitive tasks.
• Opened and closed locations and monitored shift changes to uphold successful operations strategies and maximize business success.
• Evaluated employee performance and conveyed constructive feedback to improve skills.

• Performed pre-analytical, analytical, and post-analytical processing procedures.
• Documented test results using computerized and manual transcription methods.
• Determined the cause of unexpected test results and other issues by identifying and resolving technical and equipment problems.
• Collaborated with physicians and other healthcare professionals to evaluate the effectiveness of treatments and diagnostic techniques.
• Maintained confidentiality of all patient information to conform to external, internal, and other regulatory standards.
• Trained and mentored new staff to achieve efficiency and maintain daily operational consistency.
• Maintained strict adherence to prescribed lab safety guidelines and operational instructions.
• Tested specimens and blood products per Clinical Laboratory standard operating procedures.

• I developed competitive pricing for products in order to break them into the consumer markets while still keeping the business very profitable.
• I developed promotional programs and demonstrated expert product awareness within competitive markets.
• I developed and maintained good rapport with customers to ensure upselling to them.
• I met all other business objectives.