National Sales Manager (OTC)

Описание

Margarita
Islyaeva

Serpukhovskiy Val, 5, Moscow

Tel. +7 987 838 3552
marislova@mail.ru






SUMMARY OF QUALIFICATIONS

Experienced sales professional with medical degree (with honors) and Upper Intermediate English. 18 years of successful work record in Medical Sales with multinationals. Excellent people skills and people management capabilities. Outstanding record of achievement and career progression. Good knowledge of medical \ pharma business specifics in the regions of Russia and in CIS

KEY ACHIEVEMENTS & AWARDS

Build a career path from MR to National Sales Manager. Was responsible for business up to 40 M GBP
Ensured target achievement and business growth above average throughout my career (up to 30% to 12.8 M GBP on focus product), both through Hospital and Pharm-Retail channels
Ensured market access: introduced 2 products into EDL throughout my career in Russia, Ukraine, Uzbekistan and other markets. One of them (2017) ensured +37 M GBP incremental growth
Successfully managed teams of 9 to 86 employees (incl. MMS); created a BU (11 employees) from scratch
ViiV Special Bonus Award (2016) &ViiV Ribbon Award (2014)
GSK award - Golden horseshoe (2011)


PROFESSIONAL EXPERIENCE


08.2019 -until the present - Market access manager , NovoNordisk
Provide market access for key products of the company - lead Diamodil expedition to Krasnodar ( federal project), participation in preparing of WWD, establish and support relations with National KOLs, regional MOHs, support regional social programs, support and enhance communication with patients organizations
Lead the process of dossier preparing for new products to including them into regional EDL.
02/2019- 08/2019 - Director, Sales, Gilead Sciences Russia
Lead Sales Team of Gilead Sciences Russia: ensure sales strategy, business planning and plans' execution to meet company revenue objectives and financials, recruit, train and manage a team of 25 employees, establish and enhance relations with National KOLs in HIV and HCV, suggest and supervise development of new projects to ensure incremental sales growth, provide market access. Prepare a launch of new product .Support relations with federal distributors and manufactory.

06/2012- 01/2018
Employed on senior positions in Sales with ViiV Healthcare Russia \ CIS

09/2016-01/2018
National Sales Manager, ViiV Healthcare Russia \ CIS

Lead Sales Team of ViiV Russia: ensure sales strategy, business planning and plans' execution to meet company revenue objectives and financials, recruit, train and manage a team of 19 employees, establish and enhance relations with National KOLs in HIV, suggest and supervise development of new projects to ensure incremental sales growth (market access, retail)

02/2015-09/2016
National Key Account Manager, ViiV Healthcare Russia \ CIS

Responsible for company's NKAs in HIV business: lead business planning for key accounts and ensure target achievement, establish and maintain contacts with KOLs in HIV, drive market access projects (EDL inclusion), suggest and develop incremental projects to drive business of key accounts. Manage distributors to ensure timely product delivery to assigned key accounts: monitor stock and sell-out, negotiate commercial terms and prepare new contracts

06/2012-02/2015
Business Development Manager CIS (BU Lead), ViiV Healthcare Russia \ CIS

Responsible for company's HIV business in 7 CIS markets: established and led an HIV BU in CIS (MMS, 11 employees). Develop, align and execute BU strategy including market access strategy, marketing and tender planning, ensure new product launches in assigned markets (prepare launch plans per market, lead pre-launch meetings and presentations). Identify most influential KOLs per market and partner with them to develop HIV business, plan and supervise organization of product trainings and workshops per market. Establish sustainable contacts with HIV patient communities in CIS. Prepare and hold 2 launches of new key product in Ukraine and Kazakhstan.

2000- 2012
Employed on key field positions and managerial positions in Sales with GlaxoSmithKline

2009 - 2012
Regional Sales Director Volga South, GlaxoSmithKline

Lead Sales Team of Volga South: recruit, train, coach and motivate SF (86 employees incl. 8 RSMs, distribution manager, 1 Market Access Manager), achieve annual targets set by management, manage activity of local distributor (commercial sales, stock planning and monitoring, regional reimbursement projects), monitor regional competitive landscape, develop and align regional promotion plans and incentive plans, responsibility for Regional P&L

Establish and maintain contacts with regional KOLs, Government and HCA. Reinforce compliance practices

2005 - 2009
Regional Sales Manager, GlaxoSmithKline

Responsible for sales in 2 different regions (Saratov,Penza, Mordovia,Udmurtia) and for a team of up to 9 MRs. Led sales via Retail and Hospital, both Oncology and Vaccine businesses. Ensured market access. Worked with KOLs and HC administrations

2000 - 2005
Medical Representative \ KAM, GlaxoSmithKline

Responsible for sales in Saratov \ Saratov Region (both Pharmacy Retail and Hospitals)

EDUCATION


Saratov State Medical University, General Medicine, Diploma with honors

Internship in Therapy

Kazan State Medical University, Healthcare Organization, doctor-expert 2000

Academy of Medical Education, Moscow - Nutritionist - 2018



ADDITIONAL INFORMATION & SKILLS

IT

Languages


Trainings


Driving License


Personal Qualities


Hobbies
Advanced PC user (MS Office, Система Консультант Плюс, ERP systems)

English - upper intermediate, good knowledge of business vocabulary, able to present and manage meetings in English, Russian - native

13 business trainings completed, including Situational Leadership, Leadership 1-2, Effective Negotiations, Presentations Skills, Personnel Development Leading delivery - BTS Company, Marketing for non-marketing etc
Category B

Articulate, enthusiastic and able to motivate, excellent organizer, brilliant interpersonal skills, comfortable to lead a large team, flexible, creative, good sense of humor and ability to get on with people

Sports and travelling