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Female, 54 years, born on 2 March 1972
Moscow, metro station Belyaevo, not willing to relocate, prepared for business trips
Product Director. Marketing director, Head of marketing
800 000 ₽ in hand
Specializations:
- Chief executive officer (CEO)
- Chief marketing officer (CMO)
- Marketing and advertising department manager
- Branch manager
Employment type: full time
Work experience 28 years 4 months
November 2018 — currently
7 years 7 months
Pharmocean
Moscow, pharmocean.ru
Medicine, Pharmaceuticals, Pharmacies... Show more
Deputy head for sales and marketing
Management of Marketing, Promotion, Sales, Analytics, Medical Support Department (16 people)
• Optimization of the company's commercial and pricing policy. Increase in the number of sellers which lead to 300% increase in sales, average annual growth of 55%. +20 new pharmacy chains in 2020. Launch in CIS countries. Full P&L responsibility.
• Determination of the marketing strategy, brand plans, conducting advertising campaigns for key products. Improvement of promotional strategy, update of promotion materials, implementation of medical data into promomaterials and elements of Compliance code in promotional practice.
• Product portfolio management. Launch of 6 new products, a plan to expand the portfolio for 3 years ahead (product categories). Development and launch of a new line of cosmetic products.
• Implementation of the Analytics System: shipments, secondary sales, schedules, defects, etc.)
• Development of the marketplace channel and the rapid growth of online sales
• Control and education of medical representatives, reducing staff turnover, opening new cities.
• Providing scientific and medical support for the company's clients. Brand knowledge sharing
August 2017 — November 2018
1 year 4 months
Moscow, www.valentapharm.com
Medicine, Pharmaceuticals, Pharmacies... Show more
Head of Business Analytics and Business Development
Management of business development (4 HC) and analytical (4 HC) departments
Determining of strategic directions of the company's development, managing the process of searching, evaluating and buying new products and projects in various therapeutic areas to fill the gaps in company's portfolio and increase its capitalization.
• Increase the speed of preparation of investment models and improve effectiveness of work of business development managers (No of projects prepared for non-binding agreements increased in 2018 twice. More, that 100 projects evaluated and considered for acquisition.
• Creation and implementation of a business process that allows timely and effective evaluation of ideas and defense projects, improve the quality of evaluation, ensure working relationships between members of the working group (various departments of the organization);
• Streamlining of work on projects: standardization and typing of projects, identification of areas of responsibility for new ideas, financial indicators of different types of models;
• Due diligence and business communication with partners across the world (China, Korea, UK, Europe)
November 2016 — April 2017
6 months
Boiron
Moscow, www.boiron.ru
Medicine, Pharmaceuticals, Pharmacies... Show more
Head of Marketing and PR
Management of marketing and PR departments (13 HC)
• Development and management of the company's marketing communication strategy, strategic planning of activities in the medical, pharmaceutical and consumer sectors 360 degrees (ATL, BTL, Digital).
• Management of Advisory Boards (ENT, Phoniatricians, clinical pharmacologists), Development of "Clinical homeopathy" project, interaction with leading scientific medical institutions and opinion leaders.
• Realization of public relations, mass media, work with journalists, PR agencies, crisis PR. Organization of press conferences, round tables.
• Optimization of structure of marketing budget and marketing analytical reports to ease monitoring and analysis for marketing and sales department activities
• Implementation of planning system for marketing activities and budget control. Improvement of the existing bonus system for marketing department describing both quantitative and qualitative criteria for work.
April 2016 — September 2016
6 months
Intermedservice (Farm-Lex retail project)
Russia
Medicine, Pharmaceuticals, Pharmacies... Show more
Deputy General Director for Marketing and Sales
Marketing, and promotion of high-value Specialty care products, in the field of oncology, hematology, hepatology, aesthetic medicine, infection disease (HIV) by own field force through chain of partner pharmacies.
Management of marketing, purchasing and warehouse (9 HC)
• Improving of workflow with the manufacturers for retail co-promotion of high-value special products (better purchasing conditions, trainings, double calls, marketing activities);
• Co-marketing with multinational companies (patients and doctor’s loyalty programs, marketing activities, medical conferences)
• Optimization of commercial policy (pricing policy, product matrix, more, that 1000SKU). Inventory management in the main warehouse and warehouses of responsible storage;
• Improvement of the cooperation with own pharmacy chain “White lotus” for better product matrix, purchasing conditions;
• Strategy preparation in accordance with new product entries in Russia
February 2011 — June 2015
4 years 5 months
Sentiss
Moscow, www.sentiss.ru
Medicine, Pharmaceuticals, Pharmacies... Show more
Head of Marketing, Business Development, Strategic Planning
Management of marketing, analytical and BD departments (13 HC)
• Portfolio management, pricing policy, promotional strategy, full cycle of marketing management. Launch of new brands and SKUs and implementation of portfolio promotion strategy allows to double the sales and CAGR 23%. Achieving 2-nd place in the market
• Social project www.detskoezrenie.ru is nominated in Platinum Ounce award
• Implementation of KOL management system: mapping, developments of the leaders, managing of regional and Federal KOLs for company’s activities. Manage of Refraction and Accomodation Advisory Board
• Sales Force Effectiveness: Ensure targeting and coverage of the core target audiences, structured work of the Medical representatives team, bonus system.
• Approval of Strategic plan for 5 year. Identification of new business opportunities for developments.
• Business Intelligence Process: business performance tracking and forecasting: define impact on business with clear KPIs and specific targets; closely follow up of operations and actual investments vs. approved plan
• International Control on Rebranding process (changing of name of the company, preparing of corporate guidelines and brand book and their implementation, managing process of name change)
January 2010 — February 2011
1 year 2 months
Laboratoires Thea
Russia
Medicine, Pharmaceuticals, Pharmacies... Show more
Head of business franchise (start-up of the company in Russia)
• Development and Launch Strategy, product portfolio, sales channels, people structure
• Portfolio management, pricing policy, P&L responsibility
• Launch of new strategic brands for core categories (Dry Eye, AMD, etc.)
• Development of the distribution and key account networks; sales force management.
• Business performance tracking and forecasting: define impact on business with clear KPIs and specific targets; closely follow up of operations and actual investments vs. approved plan
• Developed and maintain relationship with major Ophtha partners (federal, regional KOLs, main Ophtha clinics and centers throughout Russia)
• Managing process of Rx to OTC Switch
February 2006 — December 2009
3 years 11 months
Russia, www.novartis.ru
Medicine, Pharmaceuticals, Pharmacies... Show more
Head of Business Franchise
Management of sales, marketing and medical departments (15 HC)
• Start-up of Business Unit: Long term and short term strategy, BU structure, product portfolio, sales channels in accordance with corporate standards
• Sales growth with CAGR 50% from1,4 mln USD to 4 mln USD
Strategic marketing, Portfolio management, pricing policy, P&L responsibility
• Launch of new strategic brands for core categories (OTC, RX, special products)
• Developed and maintain relationship with major Ophtha partners (federal, regional KOLs, main Ophtha clinics and centers throughout Russia)
• Managing affordability processes for key stakeholders: affordability programs for hospitals and patients for expensive products, reimbursement program participation on regional and medical insurance level.
• Increase awareness and affordability of AMD (age-related macular degeneration) treatment opportunities in Russia among doctors;
January 2005 — February 2006
1 year 2 months
STADA CIS (Нижфарм)
Moscow, www.stada.ru
Head of marketing OTC
• Development of long-term and short term marketing strategies of the Business Unit; implementation of marketing strategies according to company’s policy
• Handle of promotional activities for OTC group of brands, ensure appropriate allocation of the budget; Portfolio management, pricing policy;
• Sales Force Effectiveness: setting of sales targets, controlling of regional activities and sales achievements, conducting training for commercial stuff;
• Monitoring and analysis of the market and competitors activities
• Managing team of product managers
January 1997 — January 2005
8 years 1 month
PLIVA
Group Product Manager (CNS), OTC Product manager
• Marketing and promotion of OTC and neurology group of drugs (Gastal launch with market share increase from 2% to 20%, Zyrtek and Nootropil re-launches with av/sales growth more, than 40%
• Strategic planning and portfolio management, control of sales
• New drugs analysis, pricing, expedience of their marketing and selling;
• Project Manager for special PLIVA’s project for Customer Intimacy (Platinum Ounce 2002);
Skills
Skill proficiency levels
Driving experience
Driver's license category B
About me
20+ years of expertise in Russian pharmaceutical market in management of marketing, strategic development and sales of RX, OTC, Special care products.
Major expertise:
1. Marketing management of prescription (including special care) and non-prescription drugs. From KOL to digital; control and monitoring the effectiveness of activities. Understanding of the reimbursement market and market access.
2. Strategic planning and business development (creation, adaptation, implementation of the strategy, product portfolio optimization). Business development projects management (evaluation, projects prioritization, due diligence)
3. Sales and organizational performance management (distribution and channel management, marketing and field forces - sales planning, motivation, reporting system)
4. Business and competitive intelligence (planning and implementation in organization)
5. Implementation of standard operating procedures (SOP), business processes, key performance indicators in the organization (S&OP, budgeting process management, planning and conducting of marketing activities, bonus system, management of new products evaluation, standardization of projects, marketing activities, expenses, procurements). Budgeting, P&L, EBITDA control.
6. Personnel and cross-functional teams management (development, motivation, control, sales force effectiveness, goals achievement, assessments)
Core competences:
Strategic vision, high speed of decision making, change management, high emotional intelligence, analytical thinking, attention to details, innovation, result oriented. Strong leadership skills, flexibility, fast decision making, learning agility, drive for change, dealing with ambiguity, business acumen, complexity thinking
Higher education (master)
2000
Higher education (master)
MSU Business School
Joint program with Kejo University Business School, Strategic management (MBA)
1996
Higher education (master)
City Internship on base of CCPH №1 named by. N.А. Alexeev for psychiatry
Psychiatry
1995
Higher education (master)
Moscow Medical Academy by I. M . Sechenov
General Medicine, Primary care
Languages
Professional development, courses
2011
Leadership and Teambuilding
Management Development Institute, certificate
2007
Implementing Strategy (Strategic management and planning)
Babson Executive Education, certificate
2004
Pharmaceutical MBA
Management Center Europe, certificate
2003
Strategic Marketing Decisions
Bled School of Management, certificate
2001
Pharmaceutical Marketing Strategies
Management Center Europe, certificate
Citizenship, travel time to work
Citizenship: Russia
Permission to work: Russia
Desired travel time to work: Doesn't matter
