Endy Wihartono
General Manager
Bekasi
Summary
Experienced in Sales & Marketing, Business Development, Medical, Pharmacovigilance, and Field Force Development More than 25 years of experiences and success in sales & marketing management and business development both in pharmaceutical, medical devices and healthcare industry. A capable, result oriented as senior manager with high level experiences, and successful to increase team productivity with reducing inefficient cost, optimizing business strategy and maximizing financial benefits both to company and sales forces. Always think ahead about business growth through the exploration of the new opportunities and business expansion. I have good talent in business / marketing, and I have felt that my analytical thinking is so strong that I can make the right strategy to market a product according to the character of the product and the current market situation. Having ability to negotiate and influence on all business stakeholders to achieve the company’s goals in achieving predetermined targets, both in revenue and customer service excellent. And now, I have responsibility in start up to build Pharmacovigilance System in the company as per required by BPOM which is a new challenge and to enrich my insights, knowledge and capability. Along with my experience, I also have a good network in pharmaceutical and medical devices both in Indonesia and abroad.
Overview
29
29
years of professional experience
Work History
General Manager
PT BSMN
01.2022 - Current
- Responsible for directing the development of short- and long-range objectives, policies, budgets and operating plans of the Company and overseeing their consistent interpretation and implementation, as well as achievement of the plans.
Medical Affairs & Marketing Compliance, and also as Local QPPV (Pharmacovigilance)
PT Nufarindo Exeltis
01.2017 - 01.2022
- Providing accurate clinical data/literatures and technical information for service or products.
- Contributing to new product development and launches, approval of promotional activities in accordance with relevant Code of Practice
- Contributing or providing medical review / approval of promotional materials for scientific meetings, symposia and other Medical Education activities, in accordance with applicable Codes of Practice and regulations
- Assisting in the development of new claims for key brands
- Partnering and collaborating with internal departments as appropriate
- Assisting in the defense of key claims upon challenge by competitor companies
- Challenging competitor advertising as appropriate
- Assist in writing and amending SPCs (Summary of Product Characteristics), PILs (Patient Information Leaflets) and label information
- Keeping up to date with regulatory changes and processes
- Act as local QPPV to ensure company has an appropriate pharmacovigilance system in place
- Act as local QPPV to have an overview of a safety profile for the products
- Act as local QPPV to be the point of contact with the competent authorities
- Ensure all sales and marketing activities comply with the marketing code of ethics and anti-bribery.
Hospital Business Unit Head
PT Nufarindo Exeltis
01.2015 - 01.2017
- Build a new division that is in line with the character of its products and its marketplace, the Hospital Division. The biggest challenge faced is in changing the paradigm of thinking and the pattern of team from previous habits. High intensity required for training, mentoring and performance evaluation of teams to change and be able to execute strategy. I have succeeded in doing so within a year, which can be assessed by significant improvement; team performance, team solidity and stability, results are growing significantly. Overall, the profitability performance of hospital division was grown by 12%
- Maintain full responsibility for assigned business unit, including Profit & Loss, Sales & Marketing, and Operations.
- Set up division goals, both qualitative and quantitative, short – medium – long term
- Incorporating company policies and procedures
- Interpret policies and procedures, model them and hold others accountable for following them consistently.
- Actively Monitor Project Goals to ensure that progress is made and the goals are on track to reach the desired outcome by the set deadline.
- Train and Mentor Staff, effectively communicate the expectation levels and vision of the company to all staff members, deliver motivation, encourage and train them in a manner that result in high performance and general growth of the company. Also mentoring all staff members to help them achieve set outcomes.
- Actively Strategize in various ways to achieve set outcomes.
- Analyzing and exploring market trends specific to the hospital business unit to help the company implement measures that lead to growth.
- Re-construct team in order to maximizing business role in line with product/market characteristic.
- Collaboration with HR to develop new KPI for each team member in order to achieve division goals.
Independent Business Partner
PT Anugrah Healthcare Group
01.2013 - 01.2014
- The aim was to be independent by explore all my expertise and skills in business management and development. There was a local company who asked me to be a partner on their business in the field of Medical Devices (Wound care products). I have successfully launched these products and brought them to grow in the market well.
- Organize and execute assigned business projects on behalf of owner (recruiting, promotional campaigns etc.) according to owner’s requirements
- Collect information about the company (business) through a variety of methods.
- Analyze and interpret data to unearth weaknesses and problems, and comprehend the causes
- Formulate recommendations and solutions with attention to owner wishes, capabilities and limitations forming concise reports
- Present findings and suggestions to clients with ample justification and practical advice
- Develop detailed business plans to drive radical changes
- Assist the owner in implementing the plan and resolve any occasional discrepancies
- Provide guidance for any occurring problems and issues
Division Head of Skin & Wound Care Division
PT 3M INDONESIA
01.2010 - 01.2012
- I was responsible for planning and implementing sales, marketing and product development programs, both short and long range, targeted toward existing and new markets by performing the following duties personally or through subordinates
- This is a good opportunity as well as a new challenge when I was in PT 3M Indonesia. I created a new business process by overhauling marketing strategy, team structure and distribution patterns to create a more conducive and highly productive new business atmosphere as demonstrated by the significant increase in EBITDA.
- Succeed in business improvement using business analysis tools; cost structure analysis, product mix analysis, restructuring channel management, improving in sales & promotion strategy and also COGS improvement (more proper in forecasting). EBITDA was increased 20%
- Develops and implements strategic marketing plans and sales plans and forecasts to achieve corporate objectives for products and services.
- Develops and manages sales/marketing operating budgets.
- Plans and oversees advertising and promotion activities including print, online, electronic media, and direct mail.
- Develops and recommends product positioning, packaging, and pricing strategy to produce the highest possible long-term market share.
- Achieves satisfactory profit/loss ratio and market share in relation to preset standards and industry and economic trends.
- Ensures effective control of marketing results, and takes corrective action to guarantee that achievement of marketing objectives falls within designated budgets.
- Oversees and evaluates market research and adjusts marketing strategy to meet changing market and competitive conditions.
- Monitors competitor products, sales and marketing activities.
- Establishes and maintains relationships with industry influencers and key strategic partners.
- Guides preparation of marketing activity reports and presents to executive management.
- Establishes and maintains a consistent corporate image throughout all product lines, promotional materials, and events.
- Directs sales forecasting activities and sets performance goals accordingly.
- Directs staffing, training, and performance evaluations to develop and control sales and marketing programs.
- Directs market channel development activity and coordinates sales distribution by establishing sales territories, quotas, and goals.
- Represents Company at external meetings to promote products.
- Meets with key customers, assisting sales representative with maintaining relationships and negotiating and closing deals.
- Coordinates liaison between sales department and other sales related units.
- Analyzes and controls expenditures of division to conform to budgetary requirements.
- Assists other departments within organization to prepare manuals and technical publications.
- Prepares periodic sales report showing sales volume, potential sales, and areas of proposed customers base expansion.
- Reviews and analyzes sales performances against programs, quotes and plans to determine effectiveness.
- Directs product research and development.
Sales Manager
PT Zambon Indonesia
01.2007 - 01.2010
- Zambon Indonesia was small multinational company in pharmaceutical with monthly average turnover IDR 4.0b. Supported only by famous product, Fluimucil, it was biggest contributor of sales, 40% of total sales.
- The challenge was how to increase the rest of products to contribute more and to change the sales force’s mindset to be more creatives to enhance their competitiveness in field.
- It is very difficult and challenging when dealing with a team that is already senior and they are not aware of their weaknesses in the work process. The keys of my success was: to create a new system
- And operational procedures in line with the direction of change, a persuasive approach, provide appropriate rewards and punishments, fix the distribution channel, consistent and persistent in changes and development.
- I have successful to deliver sales and achieve 100% Vs targets in the second year after making the team improvements in the previous year (growth by 13%), while the target was increased 15%. Previous year achievement 65% Vs target.
- To achieve sales growth and hit sales targets by managing the sales team
- Design and implement a strategic business plan that expands customer base.
- Own recruiting, objectives setting, coaching and performance monitoring of sales representatives
- Build and promote strong, long-lasting customer relationships by partnering with them and understanding their needs
- Present sales, revenue and expenses reports and realistic forecasts to the management team
- Identify emerging markets and market shifts while being fully aware of new products and competition status
Marketing Planning Manager
PT Tunggal Idaman Abdi
01.2004 - 01.2007
- It was a new challenge, working on products related to family planning. The challenge to compete in the marketplace, the paradigm of users and government regulation of family planning programs is new and extraordinary. One thing that really impressed me that on that occasion I have succeeded in launching a completely new product in Indonesia, namely Emergency Contraceptive Pills - POSTINOR after going through several stages and obstacles, both from doctors, midwives, Muslims and the government itself. Reversing their perceptions of Emergency Contraceptive Pills is a very interesting thing that ultimately accepts the concept.
- To ensure that tactical and strategic priorities throughout the year are reflected in the plan and that buy in from key stakeholders is achieved to deliver these changes
- To work with Insight, , Commercial and Finance to ensure a cohesive approach to campaign planning, execution and performance, and to make sure these findings are key in improving the marketing planning process and results for the business.
- To manage the annual budget process and ensure transparency on a monthly basis, whilst forecasting potential requirements by the marketing department to hit targets and assist in managing the business case process to deliver these needs on budget and time
(Senior) Product Manager
PT Transfarma Medica Indah (Pharmalink)
01.2001 - 01.2004
- Pharmalink was a startup company in Indonesia as Marketing Services Company, and there were 3 principals who collaborated with Pharmalink, Pfizer, Bristol Myers Squibb and Novartis. I was assigned for Pfizer business line with 11 mature products in the market, such as Lopid, Cardura, Vibramycin, Trosyd, Feldene, Unasyn, Terramycin products, etc.
- The key to the success of Pfizer business line in Pharmalink was how to improve the promotion and sales activities by creating unique strategies, re-mapping and fine tuning selective target customers, providing good team motivation schemes, good control and monitoring functions. And also always maintain good relations with Pfizer and distributors in order to achieve an excellent synergism / symbiosis mutualism
- Develop marketing / product strategy for assigned products, in order to do “re-launch activity” of Pfizer non-promoted products to selective customers.
- Leads junior marketers to maximizing their contribution as per their role functions and responsibilities for assigned products; primary healthcare business line, cardiovascular business line, dermatology business line.
- Regularly performs competitive, pricing, profitability analyses, which are used to recommend strategies that will improve the business’s product’s market position, enable cost reduction, and improve quality over product competition.
- Set up a product’s strategy. At this capacity, expected through relationships established with other departments, to influence acceptance and adoption of that strategy.
- Evangelizes the product’s strong points, in conjunction with the sales department, to the customers during the interactions; promoting the product’s core functionalities, features and benefits.
Scientific & Product Manager
PT Millennium Pharmacon International Tbk
01.1999 - 01.2001
- It’s the beginning of my career in pharmaceutical industry, of course, a lot of new experiences that I get. At the beginning I joined the staff position. After 6 months running I was promoted as a junior manager and that too only run for 8 months, so in the end I was promoted again become product manager who also in charge of scientific aspects of existing products. In this company is where I learn a lot about product management, by taking courses and guidance from senior colleagues.
- Accountable to manage ethical line products (Focused products: Ketamine Inj., Ciprofloxacin Inj., Piracetam Inj. Human Albumin Infuse) in order to provide strategic product planning, marketing activities, and its implementation. Also medical knowledge for each product.
- Conducts medical and product training to all field forces
- Assist OTC line business in order to provide all scientific back up, such as : Sensitif pregnancy test, Narcotest, etc
General Practitioner
Mekarsari Hospital
01.1998 - 01.2000
- In this hospital I worked as a General Practitioner who was in-charge at Emergency Room and Intensive Care Unit.
Product Specialist
PT Dexa Medica
01.1997 - 01.2000
- Work with a team to ensure excellent product delivery. They have a wealth of knowledge about a product or range, and also analyze market trends, develop sales, price and profitability strategies, recommend improvements, identify opportunities, and increase revenue.
Education
M.D. - Medical Faculty
Sebelas Maret University
Solo Central Java 04.2001 -
Skills
Marketing Management / Strategic Planning
Sales Management
Business Development
Medical Marketing
Course / Workshop in management
- 1999 : Basic Product Management, AB Associates
- 2001 : Workshop of Marketing Plan, PharmaLink in house Training
- 2001 : Quality Targeting Quantity, PharmaLink in house Training
- 2002 : Professional Selling Skill series 3, PharmaLink in house Training
- 2002 : Management for the future, PharmaLink in house Training
- 2004 : Workshop Product Management & Media Planning, Cakrawara
- 2011 : Code of Conduct (3M Compliance Course), 3M Global online Training
- 2012 : Certification for trainer Customer Focused Selling, 3M Global in house Training
- 2012 : Leading for Performance & Accountability, 3M Global in House Training
- 2012 : Workshop, Leadership Forum, 3M Indonesia
- 2016 : Basic Pharmacovigilance, in house training with external expert (dr. Jarir At Thobari PhD)
- 2017 : Code of Ethics in Promotion (Compliance online Course serial), Exeltis Global
- 2017 : Pharmacovigilance online Course, Exeltis Global
- 2017 : Good Pharmacovigilance Practice Course, ISoP Indonesia Chapter
Timeline
General Manager
PT BSMN
01.2022 - Current
Medical Affairs & Marketing Compliance, and also as Local QPPV (Pharmacovigilance)
PT Nufarindo Exeltis
01.2017 - 01.2022
Hospital Business Unit Head
PT Nufarindo Exeltis
01.2015 - 01.2017
Independent Business Partner
PT Anugrah Healthcare Group
01.2013 - 01.2014
Division Head of Skin & Wound Care Division
PT 3M INDONESIA
01.2010 - 01.2012
Sales Manager
PT Zambon Indonesia
01.2007 - 01.2010
Marketing Planning Manager
PT Tunggal Idaman Abdi
01.2004 - 01.2007
M.D. - Medical Faculty
Sebelas Maret University
04.2001 -
(Senior) Product Manager
PT Transfarma Medica Indah (Pharmalink)
01.2001 - 01.2004
Scientific & Product Manager
PT Millennium Pharmacon International Tbk
01.1999 - 01.2001
General Practitioner
Mekarsari Hospital
01.1998 - 01.2000
Product Specialist
PT Dexa Medica
01.1997 - 01.2000