Emel İlhan

· Adapts corporate strategies to local conditions and addresses challenges by collaborating with healthcare professionals and organizations for seamless execution.

· Builds sustainable relationships with key customers to develop innovative projects and value-added programs for overall patient care.

· Outstands for people management – right talent hiring, performance management, constructive feedback and career planning

Oncology, Hematology, Cardiology, Diabetes, Ophthalmology (Jan 24-Current)

· Manages a team of 86 people with 9 direct reports, total sales turnover ~125M USD

· 20% downsizing of the newly structured team in line with the corporate guidance

· Unique consolidation of “specialty” products with mass market covering 10 different target group of specialists to achieve portfolio maximization and profitability increase, awarded Onco A&B shift plan by region

Oncology&Hematology(Sep'22-Dec 23)

· Managed a team of 53 people with 6 direct reports, total sales turnover ~63M USD

· Critical integration and culture management of two different entities: Novartis Pharma and Novartis Oncology

· Pioneer in the launch of “Voice of Customer” online questionnaire – over 90% participation of oncologists with the highest VoC in the region, awarded by region

· Crisis management in the hematology business with unforeseen reimbursement issues

Dermatology & Rheumatology(Jan'20-Aug'22)

· Managed a team of 89 people with 11 direct reports, total sales turnover ~120M USD

· Increased field force size by 20% to cover physical medical rehabilitation specialists.

· During Covid-19 period, successful digitalization of the sales calls, stood out in the pharma industry with rich content and targeted physician segmentation

Cardiology, Metabolism&Respiratory (July'17-Dec'19)

· Managed a team of 146 people with 7 direct reports, total sales turnover ~58M USD

· Created a new sales team from scratch to promote “out-of-pocket” cardiology products – breakthrough concept both for physicians and patients

· Achieved the market leadership in the “out-of-pocket” sales products within the first 6 months of execution

· Appointed by CEO as his direct report to manage an unsuccessful respiratory business (30% target realization) to take strategic decisions for the future of the respiratory line.

· Managed a team of 50 people with 5 direct reports, direct reporting to CEO

· Decided to discontinue the respiratory business unit and integrate the team with cardiology due to limited corporate product line extension in the respiratory area and low profitability ratio

· Responsible for trade management (wholesalers and Turkish Pharmacy Association), 6 direct reports

· Creation, development and launch of “Exclusive Tender System”, “Sales Forecast Tool” and “Fair Share Tool” – digitalization of the manual processes

· Transformed data and information from trading partners into insights to optimize inventory levels to ensure patient access to drugs and forecast buying trends/behaviors

· Identified opportunities to increase product sales, improve customer access, and enhance patient adherence to therapy

· Developed distribution and stocking strategy for product launches

· Negotiated and managed contracts required in retail and wholesalers

· Pioneer in the key account management system introduction at Novartis globally

· Responsible for sales management in 3 big cities with 4 direct fieldforce managers and 28 field reps for the whole cardiovascular portfolio

· Management of successful product launches through pre-marketing activities of key accounts

· Managed 12 sales reps –from baby boomers to Gen Y, secured challenging team dynamics

· Executed sales management of mature products in the osteoporosis and pain management fields

· Managed 4 products in the following areas: dermatology, gastro, osteoporosis, cardiovascular.

· Led the pre-marketing activities of a new product launch

· Re-vitalised mature product portfolio

Oncology & Hematology Area

• Increased sales base by identifying and targeting high-potential accounts.
• Conducted product demonstrations to educate customers on features, benefits, and competitive advantages.

Manage request , authoring,negotiation and approval of sales process