Sales Director Established Brands

Описание

Alexander Kondratyev
Sales Director Established Brands


Contact mobile: +7 903 798 87 02
E-mail: a_kondratiev@inbox.ru
LinkedIn: https://www.linkedin.com/in/alexander-kondratyev-23924a9a
Profile
Proven by successful results marketing and sales background at Directors positions 10+ years in European and Russian pharma companies with staff 200+ people. In charge of brands/portfolio strategy, marketing mix and operational brand plans, market share and revenue growth. Responsible for supervising operations of the sales and marketing team to include - Hiring, Coaching, Development and Performance Management

Employment History
NEARMEDIC Group, Moscow (https://www.nearmedic.ru/ (group of companies, Russian pharmaceutical, biotechnological and medical Company founded in 1989 by a group of scientists from the N.F.Gamaleya Research Institute for Epidemiology and Microbiology. KAGOCEL-main product).
Director of sales and promotion department, Russia and CIS countries
Direct report to business owner
June 2020-present time
Area of responsibility: Sales strategy development and implementation for company products portfolio for Russia and CIS countries (8 countries), 223 employees in direct report
Responsibilities:
:: Maintain KAGOCEL market share in the TOP-3 in the PVP segment in 2020,
increase market share in 2021-2022.
:: Establish business processes in distribution and sales
:: Launch of new products

Achievements:
Sales plan for the 2nd half of 2020 was fulfilled by 103% in Russia, the plan for the CIS countries - by 100%.
KAGOCEL market share in the TOP-3 in the PVP segment was retained
Sales teams were reorganized and reformed in three regions of Russia
Region with a low share of sales was restructured, new potential region for business was opened in Russia.
New representative office responsible for 5 Central Asia countries was opened.
KAGOCEL sales resumption in Azerbaijan
New product launched at the level of distributors, pharmacy chains and sales departments.
RX Code, Communication agency, Moscow (https://rxcode.ru/, part of BIONICA group)
Functional Director for Pharmacy Chains
Direct report to General Manager
December 2019 -June 2020
Responsibilities:
Prepare and win a tender for the project
Establish sales team
Lead contracting of target pharmacy chains, launch trade marketing activities
Evaluate the effectiveness
Achievements:

All stages required for project launch were completed ahead of time, the project started with good efficiency

Head of unique project in food retail RX Code together with FC Grand Capital
Responsibilities:
Organization of business processes in two companies launch a unique project in the leader Russian company in food retail
Organize business processes in logistics, retail and IT departments of two companies aimed at launching the project
Project launch in the test mode
Lead, control, and successful passing of the project test
Evaluate efficacy
Scale the project across Russia

Achievements:
the project started with good efficiency. Scaling the project across Russia was recommended

Grindex, Moscow (European pharmaceutical company, Representative office in Russia: 55-million-euro turnover, 150 employees. TOP-3 brands: Mildronate (INN Meldonium), Viprosal, Capsicam)
Head of Business Units Rx & OTC
Direct report to General Manager
January 2016 - July 2019
Area of responsibility: all sales in Russia, 110 employees in direct report

Executive Director

April 2015 - January 2016 Direct report to the Board of JSC Grindex
Area of responsibility: all sales in Russia, 65 employees in direct report
Responsibilities:

Sales increase
Marketing and Sales strategy development and implementation for the Rx and OTC products portfolio
Launch of new products
Establishing business processes in sales and marketing

Achievements:

Increased sales by 3.5 times (2018 vs 2015)
Successfully launched the company's main brand OTC Mildronate, re-launched Mildronate's Rx and conducted 2 launches of new Rx products
Formed and developed marketing and sales teams
Implemented Pharma HRM (CRM-solution from Teamsoft)

Nanolek, Moscow (Start-up project, RUSNANO portfolio company)

Business Development Director Direct report to the company President

July 2014 - March 2015

Area of responsibility: company's product portfolio development and localization.

Responsibilities:

Formation of the product portfolio
Search and localization of promising drugs in the areas of vaccines, orphan diseases, oncology, high-potential generics and biosimilars

Achievements:

Launched 2 localization projects with Merck and Sanofi Pasteur
Effective structure of BD department is built
Expanded product portfolio by 4 brands, launched 5 projects in development

Grindex, Moscow

Head of Marketing and Sales Department
Direct report to General Manager

February 2008 - June 2014

Area of responsibility: all sales in Russia, 60 employees

Responsibilities:

Execute sales plan
Launch of new products

Achievements:

Annually exceeded sales plans for 2009-2013 (growth 18-27%)
Reorganized Sales Department, allocated separate units for the promotion
Rx and OTC
Launched 4 new products, share of sales accounted for 8% of revenue in 2013
Implemented CRM Mobile Intelligence, based on OneKey database

Pfizer International, Moscow
Senior product manager for Viagra
May 2007 - February 2008

Bausch & Lomb, Moscow
Senior product manager for ophthalmologic products
June 2005 - May 2007

F.Hoffmann-La Roche, Moscow
Senior Product manager for Antibacterial products and Anaesthesiology
February 2004 - June 2005

Grünenthal, Moscow
Senior Product manager for Tramal, Belara
January 2002 - January 2004

ASTA Medica, Moscow
Product manager for hospital and endocrinological products
October 1997 - December 2001

Bristol-Myers Squibb, Moscow
Medical, sales representative
November 1996 - October 1997
KRKA, Moscow
Medical representative
February 1995 - November 1996

Armed Forces of the Russian Federation, Moscow region
Chief of medical service
August 1992 - January 1995

Education

Ophthalmologist, Military Medical Academy named after S.M. Kirov, St.-Petersburg
1986 - 1992

Trainings

Business planning and project management, Moscow Business School
2018

Finance for non-financial managers, Academy PwC
2017

Additional information

English - C2 -- Proficiency