Experience

MagnaPharm Bulgaria

• Bulgaria
• Pharmaceutical Manufacturing
• 1 - 100 Employee

• OTC Business Unit Manager

  • Nov 2019 - Present

  Key Responsibilities: • Responsible for management and development of MagnaPharm OTC businesses • Responsible for OTC P&L • Managing and leading marketing and sales departments/divisions • Building strategic partnerships with OTC suppliers • Lead a team of over 50 members of different sales/marketing levels • Assess and development of new business development projects • Management and allocation of marketing budgets • Setting and validating targets for turnover, profit and budgets within: o Internal OTC divisions o Wholesalers o Pharmacy chains • Setting and validating commercial terms • Develop and implement strategic sales, marketing and communication plans for development of the represented brands • Cooperation and alignment with all departments of the company – compliance, logistics, finance, etc. Show less



Sandoz

• Switzerland
• Pharmaceutical Manufacturing
• 700 & Above Employee

• • Dec 2014 - Nov 2019

  - Head of Key Accounts department and member of the company executive committee- Strategic planning of company actions for target achievement- Responsibility for OTC & Rx portfolio development at wholesale and pharmacy level- Responsible for the National and Regional pharmacy chains development- Preparation of development strategy for the national and regional pharmacy chains- Responsibility for achieving sales and financial targets of the company- Negotiation for optimum terms and conditions regarding product range, distribution, supply, promotional activities- Contract management - Wholesalers and Pharmacies- Planning and implementation of different marketing and sales activities, in order to increase turnover, MS and distribution- Development of monthly and quarterly promotional activities based on company strategy and plans - Active cooperation with the Rx and OTC marketing teams Show less

• • Sep 2012 - Dec 2014

  - Responsibility for OTC portfolio development at wholesale and pharmacy level- Preparation of development strategy for the national pharmacy chains- Responsibility for achieving OTC sales and financial targets- Development and implementation of pharmacy chains operational plans- Negotiation for optimum terms and conditions regarding product range, distribution, supply, promotional activities- Planning and implementation of different marketing and sales activities, in order to increase turnover, MS and distribution- Management of OTC Filed Force Team- Field force targeting, coaching and development- Preparation and analysis of monthly promotional activities Show less



Henkel

• Germany
• Manufacturing
• 700 & Above Employee

• • Jun 2010 - Sep 2012

  - Responsibility for international and local customers (DIY and FOOD channel – e.g. bauMax, Praktiker, Kaufland, Billa, etc.)- Preparation of national key accounts’ development strategy- Responsibility for achieving sales targets- Development and implementation of a detailed key accounts operational plans- Monitoring and control of main KPIs – adjustment of operational plans accordingly- Negotiation for optimum terms and conditions, in respect of price, product range, distribution, supply, promotional activities- Implementation of international agreements- Preparation and monitoring of turnover reports, ad-hoc analysis, and provision of future development plans- Planning and implementation of different marketing and sales activities with customers, in order to increase turnover- Management of Junior KAM activities in line with company’s and team’s strategy- KAM teams development (distributor’s and Henkel’s)- Supervision of distributors’ KAMs and merchandising team in the country- Organization of sales contests for distributors’ KAMs and merchandisers- Follow the international strategies and plans for customers’ development- Participation in CEE workgroups for key accounts development and knowledge sharing between cluster countries - Identification of new potential distribution channels Show less

• • Mar 2008 - Jun 2010

  - Responsibility for international customers- Responsibility for achieving sales targets- Development and implementation of a detailed key accounts operational plans- Monitoring and control of main KPIs – adjustment of operational plans accordingly- Negotiation for optimum terms and conditions, in respect of price, product range, distribution, supply, promotional activities- Implementation of international agreements- Preparation and monitoring of turnover reports, ad-hoc analysis, and provision of future development plans- Planning and implementation of different marketing and sales activities with customers, in order to increase turnover- Supervision of distributors’ KAMs and merchandising team in the country- Organization of sales contests for distributors’ KAMs and merchandisers- Follow the international strategies and plans for customers’ development Show less



DHL

• Germany
• Transportation, Logistics, Supply Chain and Storage
• 700 & Above Employee

• Sales Representative Executive

  • Aug 2002 - Feb 2008

  - Follow sales strategy in compliance with corporate policy - Development and maintaining good relationship with all business partners - Targeting potential clients and organize presentations of company's products and services - Business negotiations with customers - Achievement of monthly sales targets - Identification of market and customer requirements - Turnover forecasting - Planning and organization of daily activities - Responsibility for solving customers’ issues - Coordination of work flows and communication between customers, billing, and operation departments - Preparation of monthly reports and reporting to Field Sales Manager Show less