Unity программист

Medconnect

Regional Sales Manager, CIS, Georgia

С 01.06.2024 по настоящее время (7 месяцев)

• Promotion medical cunsumables and implants in Georgia

Medconnect

Regional Sales Manager, CIS, Georgia

С 01.06.2024 по настоящее время (7 месяцев)

• Promotion medical cunsumables and implants in Georgia

American Medical Company

Key Account Manager, CIS (Georgia, Armenia, Azerbaijan)

С 01.12.2019 по 01.06.2022 (2 года 6 месяцев)

• Created and implemented 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. • Drove a sustainable chain of distributor partners. Built an effective structure of cooperation with partners in each country, negotiated, approved the joint work plan and monitored 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. Maintained the business contacts with existing clients/partners for retaining the sales volume and built the strong working relationships with new potential customers, determined the needs and suggested the appropriate solutions. • Conducted the analysis of market and consumer trends, the competitors' positioning and activities in the region. • Planned and budget the various marketing activities, monitored the implementation, evaluated the effectiveness, and maintained 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; participated in the development of pricing, expanded the range of core portfolio, prepared and implemented the new products launch with further growth, increased in market share and sales of existing products. • Actively participated in the registration of company’s products in the territory of responsibility. • Represented the company at local and international medical events, provided the customers the detailed information about the products/solutions to effectively generate the potential sales. • Highly collaborated with related departments throughout the company for constant improving the working processes and identified the opportunities for business growth. • Submitted all working reports in accordance with the company's standards within the target time frame.

American Dental Company - Equipment & Consumables

Regional Manager, CIS Caucasus (Georgia, Armenia, Azerbaijan)

С 01.10.2015 по 01.12.2018 (3 года 2 месяца)

• Developed and executed 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. • Defined the short-term and long-term sales goals. Participated in the formation of budget and controlled expenditure items. Implemented 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, met the sales and share results. Accurate updated of sales forecast and reported the expected orders. • Developed the profitable distribution channels. Monitored the performance of contractual obligations for achieving the annual KPI plans. Close interaction with distributors’ teams, improved the efficiency of sales’ teams through joint visits, on-site coaching and regular product trainings. Organized the process of products turnover, order acceptance, supported the shipments. Followed up on payments and accounts receivable on the entrusted territory. Stock management by brands. Monitored the overdue products and the prices. Prepared the recommendations related to the optimization of the range and schemes of discounts. Led the joint project sales on complex equipment (the whole range of the company products) of health facilities, controlled and maintained of all intermediate stages of the project. • Developed and continuously improved the long-term partnership with key decision makers, leading experts, regional KOLs, new customers, identified the business needs and ensured timely resolution the customers’ inquiries tactfully and professional manner for further implementation the business projects. • Focused on conducting the educational events for customers - organized the marketing activities such as seminars, workshops, thematic conferences with KOLs to promote products. • Participated in various international and regional dental exhibitions, congresses, conferences. Met with potential clients, provided the technical and clinical consulting, and competitive advantages of products. Preparation and mailing of commercial offers and specifications, presentations. • Ensured 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 analyzed the key competitors’ performance and market place for determining the development perspectives of the new project. • Obtained and managed updated information about registration regulatory changes at regional level. Participated in registration of dental products. • Prepared 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.).

Swedish / RU Pharmaceutical Company

Brand Manager / Regional Manager

С 01.02.2012 по 01.10.2015 (3 года 8 месяцев)

• Developed brand’s strategies, defined the market opportunities, drove the annual and quarterly sales plan for future business growth and profitability of company. • Created of a fruitful distribution chain, establish the strong business relationships, set and achieved the goals to ensure the uninterrupted goods’ supply and stock levels. • Arranged and conducted a quarterly cycle-trainings by products for retail structures (pharmacists) of the main distributors in the country. • Planned 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. • Maintained the effective working relations with healthcare professionals, particularly KOLs, identified their needs, and tried to make them satisfied without compromising with the company profits. • Successful launched the new products, organized medical/scientific meetings and round tables with the healthcare professionals. • Budget and implemented the marketing activities and controlled their effectiveness. • Prepared the POS materials (booklets, leaflets, flyers, etc.) in line with local regulations and the company’s standards. • Regularly monitored the market trends; Analyzed the competitors’ environment and their activities. • Weekly and monthly reports based on facts to CIS Manager.

European Pharmaceutical Company “Aspifor Ltd” - (represented Pliva, Abbott)

Senior Medical Representative

С 01.01.2007 по 01.01.2012 (5 лет)

• Managed the full portfolio of brands’ sales and sales-related activities in the assigned territory. • Generated the database of customers and pharmacies, planned and fulfilled efficaciously personal meetings to the agreed number of targeted medical institutions and HCPs, understood the customers’ needs and created the demand of company’s products to support the achievements of the sales target and market share growth on the accountable area. • Built and developed strong working relationships with the medical community, including professional opinion leaders. • Organized 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. • Participated in international & regional congresses and conferences organized by medical associates, established the personal contacts with new HCPs in order to promote company's brands. • Monitored the sales and marketing activities of the competition in the market. • Visited the pharmacies on regular basis for carrying out the collection of the information about the availability and demand for the company's products, checked the sales volume. Conducted the pharmaceutical clubs for pharmacists at retail outlets. • Expanded the territory - regular business trips to the regions within the country, making the scheduled visits to the medical and pharmacy staffs. • Effective utilized of CRM, input data in sales vision daily and prepared weekly, monthly, quarterly planning and sales reports.

Pharmaceutical company “Specfarma”

Medical Representative

С 01.05.2006 по 01.12.2006 (7 месяцев)

• Implemented the regular visits to health professionals and provided them with medical-scientific information. • Organized the round tables and presentations with medical professionals to promote the company’s products and showed them the advantages of various products being offered by the company. • Collected the market information for further analysis. • Conducted daily visits to the pharmacy staff.

Университет

Institute of Postgraduate Medical Education and Continuous Professional Development

Университет

Tbilisi State Medical University

Университет

Training Institute ARB Pro

Университет

MERCURY Consulting

Университет

SCRIPTUM

Родной язык

Грузинский

Иностранные языки

Английский, Русский

Ключевые навыки

• Проведение промо акций

• аналитика продаж

• Анализ и планирование продаж

• управление сотрудниками в регионах

• • активные продажи • развитие продаж • управление командой • поиск и привлечение клиентов

• B2b продажи поиск и привлечение клиентов телефонные переговоры навыки продаж 1с: предприятие 8 подго

• продажи через дистрибьюторов

• Подбор и обучение персонала

• presentation skills

• sales planning

• sales skills

• budgeting

• negotiation skills

• key account management

• По закупке закупщик байер бренд категорийный buyer product manager fashion retail

• Key account management

• • маркетинговые исследования • анализ рынка • swot анализ • аналитическое мышление • стратегический

• analytical skills

• sales forecasting

• sales management

• strategic planning

• b2b marketing

• business analysis

• product marketing

• Sap customer relationship management

• marketing analysis

• business development

• Agile project management

• business process management

• leadership skills

Дополнительная информация

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.