Erukunuakpor Ufuoma Victor

Experienced Commercial Director with over 23 years of experience in the pharmaceutical industry. Excellent reputation for resolving problems and improving customer satisfaction.

To seek and maintain full-time position that offers professional challenges utilizing interpersonal skills, excellent time management and problem-solving skills.

Veteran Training Manager with top-level skills in communication, presentation, active listening analytical thinking. Likeable personality and customer-focused background coupled with expertise in sales, marketing, market access. Ready to tackle new challenges and build success with exciting organization.

• Pharmaceutical Society of Nigeria, Industrial Training Fund, Catholic Men Organisation
• Nigeria Institute of Management (in process)
• Experience and Performance
• Selected Previous Job Titles
• Dates Held
• Company
• Significant accomplishments, experience gained, functions managed
• Manager Director
• Time off work
• Gratunity Nigeria
• Embarked on vaccination drive with special attention on cervical cancer prevention
• Over 150 women were screened and more than 400 women and girls vaccinated primarily from schools and faith based organisations
• Initiated a periodic round table of business owners to cross fertilise ideas in order to come up with and implement ideas for business enablement and sustainability
• Consequence upon this, Gratunity in partnership with a renewable energy company initiated a pilot project to install renewable energy equipment in 20 micro SMEs in the Amuwo Odofin business axis in Lagos State
• Currently in discussion with key stakeholders to explore driving a high impact project aimed at further strengthening immunisation coverage in Nigeria
• Vaccines Director
• Anglophone West Africa
• GlaxoSmithKline
• Breakthrough into the public market vaccines landscape resulting in a quantum leap in GSK vaccines sales after winning a major global alliance vaccines and immunisation (GAVI) tender valued at about £50m
• Organized several high level advocacy visits to key officials of governmental and supranational organisations (Ministers, Directors general, Country representatives) just to mention a few
• Supported the successful introduction and managed GSK’s measles mumps rubella and varicella combination vaccines and pneumococcal conjugate vaccines into the Nigeria private market
• Achieved a robust private market vaccines business with promoted brands contributing over 70% of the private market portfolio
• Put in place a robust talents development framework resulting in a rich of pool of talents holding key roles in GlaxoSmithKline post exit
• Head, Vaccines & Enterprise Business
• Anglophone West Africa
• April 01, 2009 -2013
• GlaxoSmithKline
• Pioneered the introduction of key GSK generic brands, e.g
• Clavulin, Proximexa, putting in place a distribution framework
• Drove the Neighbourhood Vaccines Access Points Initiative through the establishment of 88 vaccines micro distribution points at retail pharmacy outlets in collaboration with the Association of Community Pharmacists of Nigeria
• Provided leadership that has inspired the achievement of key milestones
• Successful launch of GSK (Cervarix) cervical cancer vaccine access initiative with the 150% growth in volume to compensate for the 50% price reduction
• Successfully organising an international workshop; Experts in Cervical Cancer Education & Leadership comprising of participants from Nigeria & Ghana and facilitators outside the Anglophone West Africa region
• Organised courtesy visits to first lady of Nigeria, governor’s wives and four (4) successive honourable ministers of health
• Re-enacted the Nurses’ Meeting Initiative targeted at the Nurses and mid-wives at the private clinics to shape immunisation private landscape in Nigeria
• Organised a regional Vaccinology Course for vaccine administrators from Nigeria and Ghana and journalists from Nigeria, thus leveraging on the existing collaboration with the national primary healthcare development agency
• Head, Business Development – Biologicals, West & Central Africa
• Jan ’07 – March 2009
• GlaxoSmithKline
• Executed several advocacy initiatives to shape the routine immunisation landscape of relevant countries within the region
• A key factor responsible for the introduction of new vaccines in the expanded programme of immunisation (EPI) in key countries
• This principally involved regular and proactive engagement of government, the media, non governmental agencies and supranational organisations in countries within the West & Central Africa region
• Activities include, courtesy visits to the first lady of the federal republic of Nigeria, first lady of Lagos State, ministers of health, executive directors of national primary healthcare development agency (NPHCDA), WHO and UNICEF country representatives to mention a few
• Responsible for the successful private market launch of the first cervical cancer vaccine, Cervarix – a vaccine at that time was more than double the price of the most expensive vaccine in the portfolio) in Nigeria, Cote d’Ivoire, Gabon and Ghana
• The critical success factor being well executed pre-launch and market building activities involving key opinion leaders including a PAST MINISTER OF HEALTH who is an expert health economist, professional organisations (society of obstetrics and gynaecology of Nigeria (SOGON) and Cote d’Ivoire and paediatric association of Nigeria, the media and NGOs involved in social mobilisation around cervical cancer
• Activities include the following
• Direct to consumer (DTCs) campaigns to shape the lay media knowledge beliefs and behaviours towards vaccines preventable diseases
• Organising capacity building programme for health desk journalists for the purpose of above the line disease awareness,
• Cervarix achieved > 200% sales growth over 2008 financial year in Nigeria
• Developed and commenced the implementation of Globorix (GSK’s heptavalent vaccines) Advocacy and launch plan, which included breaking into the expanded programme on Immunisation in Burkina Faso and Nigeria
• Developed new vaccines launch plans including a 10-year market forecast for GSK vaccines Globorix- the heptavalent meningococcal, Cervarix (cervical cancer), Synflorix (pneumococcal conjugate vaccines, and Mosquirix (malaria vaccines)
• Two of which have been launched in key countries in West & Central Africa
• Developed a framework for regular engagement of EPI managers in countries within the francophone West & Central African region as means of proactively dealing with issues related to the implementation of WHO’s policy on new and under-utilised vaccines in the expanded programme on immunisation
• Brand Manager, Malaria, HIV Tuberculosis
• (Secondment)
• Jan-Dec ‘06
• GlaxoSmithKline Biologicals, Rixensart Belgium
• Member of four projects teams; 1st & 2nd generation malaria, Tuberculosis and HIV project teams whose members include R &D and clinical trialists, health economists, market research experts
• My role was primarily to provide commercial acumen to the research and development of potential GSK malaria, improved TB and HIV vaccines
• Reviewed and presented the malaria vaccine target product profile based on input from project team members at the malaria vaccine project team’s meeting
• Initiated a private market evaluation of GSK’s malaria vaccine in sub Saharan Africa by benchmarking this vaccine with already launched vaccines in the various countries within the region
• Commissioned a qualitative market research on the beliefs, attitudes and behaviours of customers in relation to the current tuberculosis vaccines (BCG) with a view of identifying market needs for an improved tuberculosis vaccine
• Developed a commercial overview for the TB vaccine project for the purpose of developing a commercial plan after the Proof of Concept (POC) study
• Organized a global HIV Vaccine advisory board meeting in Brussels that involved nine (9) key stakeholders involved in HIV vaccine development
• Participants were from
• Gates Foundation,
• Global Alliance for Vaccines & immunization (GAVI),
• International AIDS Vaccines Initiatives (IAVI),
• Other representatives from Africa, South America, Asia and USA
• Key members of GSK Biologicals Belgium, project team
• The meeting was quite productive
• The insight we got from the participants was helpful in developing a draft target product profile for GSK Biologicals HIV vaccine project
• Performance Enhancement Manager FCASecondment
• GlaxoSmithKline FWA -Abidjan
• Introduced Territory management/ Business planning initiative in the francophone region of West & Central Africa while on a 3-months secondment in Abidjan (July-October 2005)
• Introduced the Worldwide Sales force Excellence programme in the Francophone West & Central Africa in 2005
• Took opportunity to learn French by enrolling in a 60 hour course
• Training manager
• Anglophone West Africa
• Mar ‘03 – Dec ‘05
• GlaxoSmithKline
• Member of the extended brand team that successfully launched Seretide (inhaled corticosteroid and long acting b agonist combination asthma inhaler) into the Nigeria market
• Brought new flair to training in both Nigeria and Ghana with the introduction of highly interactive pre and post training quizzes among others, which not only helped in evaluation but has also increased field force enthusiasm for training
• Through field visit and coaching of about 40% of field force (17 reps) in six months, approach to work was greatly improved and various adaptable schemes were developed to improve professionalism
• Introduction of business plan utilised by the field force in formulating strategy for optimum achievement of sales objective
• This revolutionised approach of field force to work
• Introduction of account prospecting form to serve as data base for drafting the business plans
• Rose up to challenge of high turnover of the field force by successfully carrying out training of newly recruited reps in November ’05 through the active participation of the marketing department (Product managers took full ownership of training in their respective products)
• Introduction of external speakers in training sessions which added credence to training
• Together with the Business development Manager, kicked off the ‘Living the Brand’ training of key managers from both the sales and marketing departments of Anglophone West Africa (January 2005) to encourage collaborative approach between sales and marketing
• HIV/Vaccine Executive
• Lagos
• July ’01 – Mar
• 03
• GlaxoSmithKline
• Coming from a core pharma background joined the Vaccine team as the only ex GW member (had responsibility for the highest budget Sales area –Lagos)
• Achieved the highest sales to target nation-wide through active private sector development in 2002
• And was going for a repeat performance in 2003 with 92% performance to target before my appointment as training manager
• Assistant area Manager
• Lagos
• Dec
• 00 – Jun ‘01
• GlaxoWellcome
• Was responsible for pharma business in the Lagos Island where sales of over 150% vs
• Budget through very good relationship with territorial distributors
• As a matter of fact the transparent system instituted encouraged distributors to come directly to the office to verify any issue
• Key Courses/Workshop Attended
• Courses
• Description
• Where, A workshop GSK’s effective sales call model based on research findings - an adapted version for vaccine sales
• Johannesburg
• February 2004
• Worldwide Sales Force Excellence training
• A workshop GSK’s effective sales call model based on research findings
• Johannesburg
• October 2004
• Living the Brand - GSK
• A workshop on harmonising marketing strategy with sales tactics for seamless flow
• Dubai
• September 2005
• Building Great Brands - GSK
• Competence development with regards to understanding key insights essential for the successful launch and sales of new products
• Lagos
• February 2005
• President’s Exchange - GSK
• A leadership programme for future talents within the GSK Pharma international region with the President Pharmaceuticals International in attendance
• It involves exchange of ideas and best practices across markets in the international region
• Singapore
• November 2005
• Media Training - GSK
• A workshop on effective communication during interviews with journalists organised, for key members of the malaria project teams in GSK Biologicals Belgium
• Belgium
• December 2006
• Media Training - GSK
• A workshop on effective communication during interviews with journalists organised, for potential GSK malaria spokesperson in sub Saharan Africa
• Nairobi
• June 2008
• Project Management Workshop - GSK
• A workshop of project on management competence Accra
• September 17-18, 2009
• Media Training GSK
• A workshop on effective communication during interviews with journalists organised, for key members of the malaria project teams in GSK Biologicals Belgium
• Accra
• October 02, 2009
• Leading Delivery Workshop
• A workshop with four primary areas of focus, translating strategy to action, driving performance, building organisational capability and building trust
• Istanbul
• December 2013
• Bill & Melinda Gates Private Sector Supply Chain Workshop
• Workshop aimed at pooling ideas from private sector stakeholders to develop a fit for purpose supply chain model for government primary healthcare systems
• Lagos
• June 2016
• Member National Routine Immunisation Working Group
• Technical working group with the responsibility of introducing new vaccines and strengthen the uptake of underutilised vaccines country wide
• Abuja 2011 - 2017
• Member – National Planning Committee National Vaccines Summit Abuja 2012
• Summit held to drive high level and grass root stakeholder support for the establishment of a robust sustainable framework for vaccines administration in Nigeria
• Abuja 2012
• Customer Service 101

Pharmaceutical Society of Nigeria

Training [Training Manager], [GlaxoSmithKline] - [4 days