Experience

Medochemie Ltd

• Cyprus
• Pharmaceutical Manufacturing
• 500 - 600 Employee

• • Mar 2017 - Present

  Sales and Marketing:- Provides the Product Managers (PMs) of the Region, with the necessary support in order to achieve sales goals.- Constantly monitors the sales performance of the CNS & Respiratory business line and communicates regularly to Head Quarters sales analysis for the countries of the Region.- Organises the implementation of a unified CNS & Respiratory Marketing Strategy, by building for all markets their Customer and Product Targeting, Segmentation and Profiling.- Coordinates the sales and marketing activities for CNS & Respiratory business line such as the preparation of the promotional materials (brochures, give-aways, etc.), the participation in Scientific Events and Congresses, the Launching of New Products and any other relevant activity to the role.- Provides trainings to PMs of the Region, regarding the CNS & Respiratory business line.- Periodically reviews the presentation of products by conducting visits to local doctors.- Consults PMs of the Region on price positioning and price erosion by close monitoring and controlling of the CNS & Respiratory potentials in the region.- Prepares the CNS & Respiratory pipeline for future launches in the region and manages adequately the portfolio of the CNS & Respiratory products, by researching and analysing the potentials in each country.- Submits to the Area Manager of the Region the Product Management plan and the long term business objectives.Human Resources:- Promotes appropriate behavior of a professional work environment based on collaboration and teamwork, both within the company and especially outside.- Is involved in the recruitment of new PMs in the CNS & Respiratory division.- Provides feedback on performance of existing and new PMs and is responsible for their development and coaching- Is involved in the yearly appraisal procedure for all PMs in the CNS & Respiratory division. Show less

• • Jun 2016 - Present

  -Full responsibility for the Retail business and new launches of Medochemie Bulgaria.-Developing strategy, tactics, sales plans and profit targets for Medochemie Retail business.-Business development and portfolio management.-Lead, manage and develop the respective team-Build and maintain trusted relationships with key influential/decision makers.

• • Nov 2015 - Jun 2016

  -Full responsibility for new launches and chronic portfolio of Medochemie Bulgaria.-Developing strategy, tactics, sales plans and profit targets for Medochemie chronic division.-Increasing market share in CNS & CVS market and maximize new business development opportunities. Achieving targets for revenue, profitability and sales growth.-Business development and portfolio management.-Lead, manage and develop the respective team-Build and maintain trusted relationships with key influential/decision makers. Show less



Sandoz

• Switzerland
• Pharmaceutical Manufacturing
• 700 & Above Employee

• • Oct 2014 - Nov 2015

  -Full responsibility for Respiratory portfolio of Sandoz Bulgaria. -Developing strategy, tactics, sales plans and profit targets for Sandoz Respiratory division.-Increasing market share in Respiratory market and maximize new business development opportunities. Achieving targets for revenue, profitability and sales growth. -Business development and portfolio management.-Lead, manage and develop the respective team -Build and maintain trusted relationships with key influential/decision makers. Show less

• • Apr 2014 - Oct 2014

  -Delivery of any set objectives through an effective leadership and management of the respective team.-Lead, manage and develop the respective team to implement the strategic goals set for the line. Identify, develop and implement new promotional opportunities. -Full alignment of the agreed promotional strategy with the Rx Business Unit Head, Respective Brand Manager, OTC KAM, CFO or/and GM.-Analyse and continuously monitor together with the Field Force current performance and define future business opportunities.-Analyse together with the Field Force current targeting and segmentation strategy and continuously improve where necessary.-Define and prepare together with the Field Force Territory Business Plan for each member of the team. -Define together with the Field Force any customer-specific goals, strategy and action plan developed by each customer’ segment.-Constantly collaborate with Marketing/Brand Management to provide input on the new initiatives, product launches and marketing programs, provide information on pricing, trade costs and any related activities driven by the competitors-Build and maintain trusted relationships with key influential/decision makers.-Drive the implementation of any strategic and operational plans through the respective team.-Ensure that the team identifies the success factors, set and measure SMART goals within the annual and quarterly plans. Develop appropriate monitoring and control mechanisms, rewards, incentives and track performance against these goals, take corrective actions where necessary and provide an open and candid feedback.-Maintain a review of the optimal structure and deployment of the team and ensure that appropriate training and development programmes are developed and implemented. Ensure the needed skills and capabilities of the team remains competitive. -Ensure the respective team complies with all established company rules (SP3, CoC, any applicable ethical standards) Show less

• • Nov 2013 - Apr 2014

  -Proactive development of marketing and promotional mix to meet brand objectives and customer needs.-Monitor brand (s) business performance to deliver corrective action as required to meet the set business objectives.-Accurate management of brand (s) budgets.-Create and deliver operational plans appropriate to brand (s) life cycle to optimise sustainable market growth of Sandoz.-Understanding and use of marketing principles and process to deliver to customer needs.-Disease and market understanding to develop customer insights through appropriate techniques/tools.-Support and build team to achieve the set team goals.-Oversee the Line Field Force to implement the strategic goals set for respective cycle.-Identify and develop new and compliant marketing programs with the support of the Field Force that lead to different opportunities.-Full responsibility for a brand (s)/product (s) forecast for the next 24 months.-Monitor product/brand availability and propose actions when necessary.-Hold a line budget and invest in appropriate way in order to ensure profitable brand/line and company growth.-Elaborate and propose to the Rx BU Head individual objectives of the brand (s).-Monitor promotional targets achievement continuously and propose revision/adjustments -Analyse together with the FF current targeting and segmentation strategy and continuously improve -Participate in defining the overall Territory Business Plan for the Filed Team together with the Regional Managers.-Constantly collaborate with Field Force and Rx Regional Managers to provide input on new initiatives, product launches and marketing programs, providing information on pricing, trade costs, and strategic fit with direction.-Build and maintain trusted relationships with key influential/decision makers.-Ensure that the interactions with all customers and partners comply with all established company rules as related to the SP3, Novartis Code Of Conduct and any applicable ethical standards. Show less



AstraZeneca

• United Kingdom
• Pharmaceutical Manufacturing
• 700 & Above Employee

• Product Manager

  • Jun 2012 - Apr 2013

  • Working closely with global marketing teams to make them aware of the local market needs and obtain support to develop activity plans that best respond to market conditions • Developing short-term (1 year) and long-term (5 years) strategies and plans. Implementation following pre-launch market research/market test; • Introduced a new concept in promotional materials: moving away from leaflets to iPad applications • Monitoring and updating marketing product knowledge for respective group of PSRs; • Constant commercial analysis with available tools, analysis of information obtained from other departments (Sales Force, Medical Department); • Working closely with a cross-functional team on major sales and marketing activities • Managing product promotional budget, controlling costs in-line with department objectives and business plans; • Monitoring competitor activities and preparing a risk mitigation plan concerning the entry of new generic products. Achievements: • Focused product promotion resulting in 109% of budget achievement; • Initiating marketing research projects; managed an Adherence for increasing patients’ awareness of their disease • Managed a Screening Project: a seven-month national campaign for discovering untreated patients with asthma and COPD • Developed and implemented for the first time in Bulgarian pharmaceutical industry the idea of a virtual congress venue – e Congress. • Building, developing and maintaining long-term respect-based partnership with the National Pulmonologist Society and National Allergists Society, KOLs, and patients associations. Show less



Pfizer

• United States
• Pharmaceutical Manufacturing
• 700 & Above Employee

• Product Manager

  • Jan 2009 - Apr 2012

  • Development of short-term (1 year) and long-term (5 years) strategies and plans; • Development of promotional cycles; • Implementation of strategies and plans following pre-launch market research/market test; • Monitored and updated marketing product knowledge for respective group of SRs; • Constant commercial analysis with available tools, analysis of information obtained from other departments (Sales Force, Medical Department); • Reported product development and market changes; • Management of product promotional budget; • Contacts with external customers and cooperation with other departments; • Build, develop and maintain long-term respect based partnership with the KOLs at a country level; • Budget managing, controlling costs in-line with department objectives and business plans • Adapted marketing strategy in terms of product promotion resulting in 15% increase of product sales in 4 months. Show less



Sanofi

• France
• Pharmaceutical Manufacturing
• 700 & Above Employee

• Medical Representative

  • Dec 2006 - Jan 2009

  -Face to face promotion of products in order to ensure the growth of customer relationship and customer support level in the market -Visiting target customers (doctors and pharmacists) in order to convince them in the quality of the promoted products – realization of the defined number of visits of target customers -Strictly follows the agreed marketing strategy for each relevant cycle -Carrying out promotion-related activities -Monitoring and reporting on the activities of the competition in the market -Preparation of daily, weekly, monthly and quarterly summaries -Organizing and attending professional meetings of target customers (execution of meetings, promotion in the exhibition space, en-hancing the partner relationships with target customers) in the market -Responsibility for personal and professional development -Executing systematic customer targeting techniques (SFE) and data gathering on the field. -Strictly follows the established company ethical rules -Implementation of all instructions and requirements to ensure safety at work, protection of the environment and property Show less



TchaikaPharma

• Bulgaria

• Medical Representative

  • Nov 2004 - Dec 2006

  Face to face promotion of products in order to ensure the growth of customer relationship and customer support level in the market -Visiting target customers (doctors and pharmacists) in order to convince them in the quality of the promoted products – realization of the defined number of visits of target customers -Strictly follows the agreed marketing strategy for each relevant cycle -Carrying out promotion-related activities -Monitoring and reporting on the activities of the competition in the market -Preparation of daily, weekly, monthly and quarterly summaries -Organizing and attending professional meetings of target customers (execution of meetings, promotion in the exhibition space, en-hancing the partner relationships with target customers) in the market -Responsibility for personal and professional development -Executing systematic customer targeting techniques (SFE) and data gathering on the field. Show less