Коммерческий директор

Описание

Education: Higher pharmaceutical
2004 – 2005 People management, Activities and changes management,
finance and information management, Customers and quality management
(Link Open British University); International diploma in management
1997 - 2002 Pyatigorsk Pharmaceutical Academy (pharmacist)

1992 – 1997 Kuban Medical Academy (Healthcare manager)

Work experience:
01.03.2015- current – Commercial Lead Bioscience\Hematology, Baxter
Responsibilities:

Distribution and Key Stakeholders
➢ The optimal commercial strategy development & implementation for each product and whole Baxter’s Bio portfolio in Russia
➢ Development and implementation of commercial policies
➢ Development and implementing a bonus policy for partners
➢ Preparation partners portfolio for DD submission and further DD approval
➢ Negotiation on terms of commercial agreements with partners
➢ Interaction with distributors at the federal and regional levels, setting up regular events for the successful promotion of the company's products in auctions
➢ Partners consultancy on participation in auctions at the regional and federal levels, preparation and controlling auction documentation in close communication with respective functions
➢ Consultancy of a corporate supply chain team
➢ Analyzing of business environment updаtеin Russia and commercial conditions (including but not limited by pricing, credit terms, delivery terms) management in changing environment of distribution system and reimbursement markets in Russia
➢ Building and developing the company business network (distributors and key customers)
➢ Management of secondary distribution in the regions of Russia
➢ Building effective internal cross-communication with respective functions for business processes optimization and company ambitions achievement

Commercial Team
➢ Effective team management
➢ KPIs setting and performance evaluation
➢ Development and planning of bonuses schemes
➢ Providing effective feedback
➢ Coaching

Business Excellence
➢ Development and implementation of analytical tools
➢ Federal and regional monitoring of auctions
➢ Monitoring of inventory
➢ Preparation of reporting base on the basis of distribution reports
➢ Development and implementation of three platforms\meetings for the integration of commercial functionality across respective functions in the company
➢ Participation in Octokog Alfa localization project
➢ A joint venture with ZAO “Generium” launch project participation
➢ Development and implementation of the forecasting system in the company

Main Competencies:
➢ Driving for results:
Regular successful fulfillment or over-fulfillment goals;
One of the top internal performers’ constant and consistent status
➢ Process Management:
• Full view and understanding of necessary processes scope for gaining the goals;
• Effective people management and activities optimization;
• Effective approach on task separation or combining for efficient workflow,
• Defining of criteria for evaluation and tools for evaluation;
• Development and implementation opportunities for synergy and integration
• Optimization of business processes (simplify complex processes) and resources;
➢ Negotiation Skills:
• successful negotiating with both internal and external clients in stressful, conflict conditions, getting being trusted by other parts of negotiations;
• winning concessions without damaging relationships;
• being both direct and forceful as well as diplomatic;
• excellent time management skills
➢ Interpersonal Savvy:
• Building constructive and effective relationships with appropriate rapport with both external and internal clients at the all levels in the company;
• Excellent diplomacy and tact using;
• Mitigation of high-tension situations effectively and comfortably.
➢ Analytical Thinking:
• strong analytical skills and ability to oversee and manage complexity in a multicultural, multinational environment embedded in cross-functional processes

July 2014 – March 2015
Senior Key Account Manager, Moscow, Commercial Department, Moscow, Moscow & Central regions \ Baxter Company
➢ Directions: hematology, hemophilia, inhalation anesthesia, parenteral nutrition, oncology, cardiology, rhinale;

Responsibilities:
➢ Recruitment, training, development and evaluation of employees (account managers)
➢ Implementation of a quality and timely action plan for obtaining business results
➢ Regular KPIs evaluation and coordination of an individual employee development plan
➢ Development of professional knowledges and skills of team. Motivation of employees
➢ Compiling and updating the data of the "Passport of the Region" (with data on budgeting, scientific and technical resources, social and demographic potential and social orientation of the region - territorial programs);
➢ Regular review and analysis of the financial potential of the region and key customers;
➢ Development of direct and local distributors: market monitoring and analysis, selection of key distributors, strategic planning and forecasting;
➢ Development and optimization of interaction with MoH on favorable distribution of the regional budget;
➢ Support for BU at the federal, regional, concessional and hospital levels to promote products;

November 2007 - to July 2014
Regional Account Manager, Commercial Department, Volga & South – oncology, rheumatology, virology (hepatology, HIV), psychiatry (2007-2012), endocrinology (2010-2013) / Bristol-Myers Squibb LLC, Moscow

Responsibilities:
➢ Creation and managing an effective motivated team of Account managers;
➢ Managing, planning, recruiting, trainings, developing and evaluate employees;
➢ Developing employees’ knowledge and skills, and motivate employees;
➢ Segmentation and categorization of clients;
➢ Setting KPI for each employee;
➢ Coaching, double visits with the team members;
➢ Monitor the employees’ reports;
➢ Participating in the development and implementation of the company’s strategy and sales plans at the area of responsibility;
➢ Developing and maintaining business relationship with key clients (chief specialists, MoHs and hospitals authorities) at the area of responsibility;
➢ Participating in the discussion with Marketing and Finance and development of the marketing budget of the region;
➢ business meetings, negotiations, marketing events for the clients on the territory of responsibility conducting, participating and monitoring;
➢ Discussing with the distributors about promotion of the key products (the deliveries, terms, volumes, etc)
➢ Monitoring the auctions processes, implementation of all the phases of the purchases and maintaining necessary stock of the company key products at the warehouses of the regional distributors and the branch-offices of the national distributors;
➢ Organizing and monitoring the inclusion of the key products into the drug lists;
➢ Fundraising in territories of responsibility;
➢ Cooperation with BUs, Market Access, Marketing and Medical departments, coordinate the actions to achieve maximum results on the territory of responsibility;
➢ Analyzing and monitoring the situation on the market; analyzing competitive environment and identifying potential regions;
➢ Regular (monthly) monitoring of the fulfillment of sales plans, market share, competitors sales and other significant indicators to be more effective on the territory of responsibility;
➢ Pro-active approach to the company’s strategy;
➢ Monitoring the compliance to the company’s standards and business ethics.

January 2005 – November 2007
Account manager (Krasnodar, Stavropol and Rostov-on-Don regions) \ Bristol-Myers Squibb LLC, Krasnodar
➢ Responsibilities:
➢ Increasing sales of the company products; execution of sales plan;
➢ Organizing the events to increase the sales (presentations, round tables, etc);
➢ Building strong relationship with the clients and KOLs;
➢ Close cooperation with the people responsible for the purchases in the hospitals and MoH of the regions.

January 2002 – December 2004
Bristol-Myers Squibb LLC \
Medical representative (Krasnodar region)
➢ Responsibilities:
➢ Increasing sales of the company’s products; fulfillment of sales plan;
➢ Organizing events to increase the sales (presentations, round tables, etc);
➢ Building strong relationship with the clients and KOLs.

September 2007 – December 2001
Purchasing manager. Deputy General Director of tender procurement \ ZAO “Pharma Plus International”
➢ Responsibilities:
➢ Team building, managing employees;
➢ Controlling and management of the procurement process;
➢ Controlling and development of the planning and supply process;
➢ Coordination of the contracts with the manufactures;
➢ Transport logistics

Trainings:
• Advance coaching ( May 2013),
• Leadership Development Program (March 2011, CCL)
• Staff development and tutorship (June 2008, STI)
• Manager Development Program (November 2009)
• Technology of effective sales (2003, 2005, 2010)
• Skills in working with the different clients types (2004, Headway com.)
• SPIN sales (2006)
• Effective work with the key clients on the territory (2007, IQ Center)
• Technique of drugs (2007, Ай IQ Center)
• Negotiations skills, Public speaking skills (2009, Ecopsy consulting, Create)
• Negotiations with the officials. Effective method of interaction (2009)
• Business training and consulting), SMART – goals. Setting goals for smart» (2010)
• Technology of influence while promoting the drugs (2011, Ecopsy consulting)
• Market Access and Government in Healthcare (November 2010, Praktika)
• Negotiation. Difficult client (2014)
• Workshops on the federal laws 94-FZ, 44-FZ, 223FZ
• Leadership, 2015
• Commercial Director 2016, Russian School of Management