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Женщина, 40 лет, родилась 27 мая 1983

Рассматривает предложения

Тбилиси, готова к переезду (Беларусь, Узбекистан, Россия, Казахстан, Азербайджан, Армения, Молдова, Турция), готова к командировкам

Указан примерный район поиска работы

Regional Sales Manager | Key Account Manager | Business Development Manager, CIS

Специализации:
  • Менеджер по продажам, менеджер по работе с клиентами

Занятость: полная занятость

График работы: полный день

Опыт работы 15 лет 3 месяца

Декабрь 2019Июнь 2022
2 года 7 месяцев
American Medical Company

Тбилиси

Медицина, фармацевтика, аптеки... Показать еще

Key Account Manager, CIS (Georgia, Armenia, Azerbaijan)
• Create and implement the business plans based on profound knowledge of Pharmaceutical & Medical Devices market environment and its features, the healthcare system and the main sales channels in accordance with the company's standards/guidelines in the assigned territory. • Drive a sustainable chain of distributor partners. Build an effective structure of cooperation with partners in each country, negotiate, approve the joint work plan and monitor the compliance with the established principles of partnership to ensure the best sales metrics (Sell-In, Sell-Out, MS%). • Professional interaction with KOLs & medical associations at the regional level to strengthen the company presence in the market. Maintain the business contacts with existing clients/partners for retaining the sales volume and build the strong working relationships with new potential customers, determine the needs and suggest the appropriate solutions. • Conduct the analysis of market and consumer trends, the competitors' positioning and activities in the region. • Plan and budget the various marketing activities, monitor the implementation, evaluate the effectiveness, and maintain a reporting system. • Full cycle of brand/product management including planning and accurate forecast of sales volume and products’ orders to achieve the OP target; participate in the development of pricing, expanse the range of core portfolio, prepare and implement the new products launch with further growth, increase in market share and sales of existing products. • Actively participate in the registration of company’s products in the territory of responsibility. • Represent the company at local and international medical events, provide the customers the detailed information about the products/solutions to effectively generate the potential sales. • Highly collaborate with related departments throughout the company for constant improving the working processes and identify the opportunities for business growth. • Submit all working reports in accordance with the company's standards within the target time frame.
Октябрь 2015Декабрь 2018
3 года 3 месяца
American Dental Company - Equipment & Consumables

Грузия

Промышленное оборудование, техника, станки и комплектующие... Показать еще

Regional Manager, CIS Caucasus (Georgia, Armenia, Azerbaijan)
• Develop and execute the annual commercial strategies separately for each business unit in Caucasus region considering the in-depth understanding of customers’ needs, industries of Dental/Medical Equipment & Consumables and their requirements, resource availability and planning standards. • Define the short-term and long-term sales goals. Participate in the formation of budget and control expenditure items. Implement the marketing plan and promotion strategy of product portfolio by carrying out the promo actions, pre-launch and launch activities in order to increase the market penetration, meet the sales and share results. Accurate update of sales forecast and report the expected orders. • Develop the profitable distribution channels. Monitor the performance of contractual obligations for achieving the annual KPI plans. Close interaction with distributors’ teams, improving the efficiency of sales’ teams through joint visits, on-site coaching and regular product trainings. Organize the process of products turnover, order acceptance, support the shipments. Follow up on payments and accounts receivable on the entrusted territory. Stock management by brands. Monitor the overdue products and the prices. Prepare the recommendations related to the optimization of the range and schemes of discounts. Lead the joint project sales on complex equipment (the whole range of the company products) of health facilities, control and maintenance of all intermediate stages of the project. • Develop and continuously improve the long-term partnership with key decision makers, leading experts, regional KOLs, new customers, identify the business needs and ensure timely resolution the customers’ inquiries tactfully and professional manner for further implementation the business projects. • Focus on conducting the educational events for customers - organize the marketing activities such as seminars, workshops, thematic conferences with KOLs to promote products. • Participation in various international and regional dental exhibitions, congresses, conferences. Meet with potential clients, provide the technical and clinical consulting, and competitive advantages of products. Preparation and mailing of commercial offers and specifications, presentations. • Ensure the cross-functional work with strategy and planning between all departments (Marketing, Sales, Purchase, Logistics) within the company to drive innovation and translate challenges into effective business actions. • Permanently analyze the key competitors’ performance and market place for determining the development perspectives of the new project. • Obtain and manage updated information about registration regulatory changes at regional level. Participation in registration of dental products. • Prepare all necessary sales-related planning and reporting documents in Russian and English for creating an organizational archive for future efforts (daily managements, action plans, monthly/quarterly/annual strategic plan, SWOT analyses, CRM, etc.).
Февраль 2012Октябрь 2015
3 года 9 месяцев
Swedish / RU Pharmaceutical Company
Market Access Manager / Regional Manager
• Develop brand’s strategies, define the market opportunities, drive the annual and quarterly sales plan for future business growth and profitability of company. • Formation of a fruitful distribution chain, establish the strong business relationships, set and achieve the goals to ensure the uninterrupted goods’ supply and stock levels. • Arrange and conduct a quarterly cycle-trainings by products for retail structures (pharmacists) of the main distributors in the country. • Plan the sales activities based on the needs of territory in order to reach or exceed the assigned monthly/quarterly/annual sales within a given time frame with target accounts. • Maintain the effective working relations with healthcare professionals, particularly KOLs, identify their needs, and try to make them satisfied without compromising with the company profits. • Successful launch of new products, organize medical/scientific meetings and round tables with the healthcare professionals. • Budgeting and implementation of marketing activities and controlling their effectiveness. • Prepare the POS materials (booklets, leaflets, flyers, etc.) in line with local regulations and the company’s standards. • Regularly monitor the market trends; Analyze the competitors’ environment and their activities. • Weekly and monthly reports based on facts to CIS Manager.
Январь 2007Январь 2012
5 лет 1 месяц
European Pharmaceutical Company “Aspifor Ltd” - (represented Pliva, Abbott)
Senior Medical Representative
• Manage the full portfolio of brands’ sales and sales-related activities in the assigned territory. • Formation and update the database of customers and pharmacies, plan and fulfill efficaciously personal meetings to the agreed number of targeted medical institutions and HCPs, understand the customers’ needs and create the demand of company’s products to support the achievements of the sales target and market share growth on the accountable area. • Build and develop strong working relationships with the medical community, including professional opinion leaders. • Organize and held the scientific and medical events - presentations and round tables with HCPs, KOLs in order to spread awareness about the products produced by the company, using enough selling skills and proper ethical behavior. • Participation in international & regional congresses and conferences organized by medical associates, establish the personal contacts with new HCPs in order to promote company's brands. • Monitor the sales and marketing activities of the competition in the market. • Visit the pharmacies on regular basis for carrying out the collection of the information about the availability and demand for the company's products, checking the sales volume. Conduct the pharmaceutical clubs for pharmacists at retail outlets. • Expanse the territory - regular business trips to the regions within the country, making the scheduled visits to the medical and pharmacy staffs. • Effective utilization of CRM, input data in sales vision daily and prepare weekly, monthly, quarterly planning and sales reports.
Май 2006Декабрь 2006
8 месяцев
Pharmaceutical company “Specfarma”

Грузия

Медицина, фармацевтика, аптеки... Показать еще

Medical Representative
• Implement the regular visits to health professionals and provide them with medical-scientific information. • Organize the round tables and presentations with medical professionals to promote the company’s products and show them the advantages of various products being offered by the company. • Collect the market information for further analysis. • Conduct daily visits to the pharmacy staff.

Ключевые навыки

Изменить уровни владения навыками можно в мобильном приложении — на сайте эта возможность будет чуть позже

Проведение промо акций
Аналитика продаж
Планирование продаж
Управление сотрудниками в регионах
Управление командой
Поиск и привлечение клиентов
Продажи через дистрибьюторов
Обучение персонала
Presentation skills
Sales Planning
Sales Skills
Budgeting
Negotiation skills
Key Account Management
Retail
Account Management
SWOT
Analytical skills
Sales Forecasting
Sales Management
Strategic Planning
B2B Marketing
Business Analysis
Product Marketing
Customer Relationship Management
Marketing Analysis
Business Development
Project management
Business Process Management
Leadership Skills

Опыт вождения

Имеется собственный автомобиль

Права категории B

Обо мне

15+ years of experience in Pharmaceutical (Rx & OTC promotion), Medical and Dental (consumables & equipment) fields with effective leading Sales & Marketing Management, Dealer & Customer Management in CIS Countries.

Высшее образование

2011
Institute of Postgraduate Medical Education and Continuous Professional Development
Residency program in Hematology/Transfusiology, Certified Doctor
2005
Tbilisi State Medical University
Faculty of General Medicine, Doctor of General Practice

Знание языков

ГрузинскийРодной


АнглийскийC1 — Продвинутый


РусскийC2 — В совершенстве


Повышение квалификации, курсы

2018
Training Institute ARB Pro
Training, "Mastery of business presentation", Saint Petersburg, Russia
2017
MERCURY Consulting
Training, “Effective sales work with dealers”, Saint Petersburg, Russia
2009
SCRIPTUM
Training, "Medical products promotion among key customers", Kiev, Ukraine

Гражданство, время в пути до работы

Гражданство: Грузия

Разрешение на работу: Азербайджан, Армения, Беларусь, Грузия, Казахстан, Молдова, Россия, Узбекистан

Желательное время в пути до работы: Не имеет значения