As a part of MENA & EURASIA Business Excellence Team, I am responsible for identification & realization of the opportunities associated with Sales Excellence & Innovation including go-to-market model management, territory alignment, customers segmentation and targeting, sales incentives planning, productivity, and profitability improvements as well as driving Innovative agenda within the organization. At this stage the following points are considered as the key achievements: - Establishing Pay4Performance culture via re-design of incentive schemes and management process, establishing trust in targets quality via regular communication of quota distribution analysis (R2=99%) with Sales Force, launching weekly updates of Championship League (internal conquests) supported with monthly articles about the leaders of this conquest, etc. - Initiated and led the territories balancing project allowing to further improve resources distribution and have a deeper perspective on the business within each region. The project had significant impact on various business processes and was recognized as 2025 GM Award finalist - Developed and implemented set of the tools allowing to define productivity of the territories and profitability of each territory allowing to prioritize investments and attracting an attention to both best practices and opportunities. These projects also supported Sales Resource Optimization and Resources Allocation processes. - Lead Events Effectiveness project allowing to improve Meetings & Events business processes and optimize investments in this area such as KOL investments based on segmentation, Regional budgets allocation, etc.

As a part of the Commercial Leadership Team, I was working with GM and LT on special strategic projects like portfolio optimization, go-to-market model & financial plan, keeping track of the environmental updates, evaluating opportunities, mitigating risks, and improving ROI. During this period, I have accomplished the following: - Completed flawless multiple legal entities consolidation project including warehousing, refinement of the company's internal systems (SAP & ATTP), processes and contract management that enabled yearly hard savings of $1M mainly due to tax optimization. - Mitigated out of stock risk for one of the key products (~$2M yearly) for 2024-2026 via adjusting regulatory processes. - Initiated and drove Sales Resources Optimization project which shifted the resources towards more profitable products and valuable specialists supporting the boost in sales growth of the established promoted portfolio in volume to 22% in 2024 vs 5% in 2023.

I joined Roche during the Agile transformation and strived to inspire performance culture at all levels of the organization and found creative ways to meet business needs within the existing constraints. In the role of the Insights Lead within the short period of time I was able to: - Establish Agile Analytics (both descriptive and predictive), Business Insights, Commercial Excellence and Launch Excellence functions (overall 10 FTE) - Establish Sales Force and Market Access structure as the Lead of cross-functional team. - Add the science to the art of commercial operations creating innovative approach in CO management and supporting 35% sales growth in 2021. - Build Patient Journey Maps and advanced segmentation processes reconsidering the interactions with the customers and reallocating almost 30% of resources to the high potential accounts. - Participate in the international initiatives such as Re-imagine Business Insights (Huddle Lead) and Customer Centric Experience Academy (trainer).

As a part of the Global IT Team, I was responsible for the implementation of the Cornerstone Digital Infrastructure supporting Excellence in Customer Engagement across MEA and EU Markets and its adoption within the countries. This process was managed via owning the implementation project plan, setting priorities and facilitating the activities of Cognizant team members, establishing the Network of the Business and IT market project owners, issues escalation and risks mitigation. Within this period, I was able to: - Flawlessly implement Cornerstone Digital Ecosystem across 15 markets (x3 issues reduction vs previous waves based on Jira reports) - Implement the harmonized Resource Allocation Processes across all EU and MEA within 4 months (incl. pilots with 5 markets).

As a part of EEMEA Business Operations and Marketing Leadership Team, I was the trusted advisor to executive decision makers and functional stakeholders, helping Regional and Sub-Regional leadership teams to navigate growth and change successfully, devising data driven strategies. As for the key achievements, these are the following: - Developed and deployed regional Sales Force Effectiveness guidance (incl. Sales Incentives Planning, Segmentation and Targeting, Field Coaching, etc.) to ensure best practices utilization with the focus on transforming the data to insight and insight to action. - Drove the transformation of SFE and BI function within all EEMEA markets, established SFE/BI Network, developed the capabilities of the local Commercial Excellence and Sales Force Effectiveness Leads (all were independently promoted within the respective markets, 3 of them are currently holding an International Leadership role in Sales Excellence) - Established regional analytics (EM360) forming the common data language and aligning priorities (allowed to decommission 90% of local BI reports across EEMEA markets and save $1.5M yearly), improved data quality and decision-making processes, stimulated digital transformation. The above supported +50% (+$0.5B) sales growth with 50% Direct Selling Expense cut ($0.1B)

As a part of EEMEA Sales & Marketing Excellence Team, I was providing hands on support to Russia, Western CIS, Central Asia Markets, Turkey and Israel. On top of that I was the Product Owner for all CRM and BI projects in EEMEA (analytics harmonization across the Region allowed to set the foundation for further processes harmonization).

Setup CRM Team and processes, drove SFE agenda

Supported CRM system and SFE initiatives