Ukraine Russia Moldova Azerbaijan Turkmenistan Georgia Kazakhstan TajikistanArmenia Uzbekistan Kyrgyzstan Mongolia Belarus Overall population 143 mio Territory 17 mio sq.m. Distance from West to East 9000 km (11 hours in flight) Time Zones 9 Number of potential customers Hosp., Pharm. Market overview The territory key facts Russian Pharmaceutical Market Overview State budget Retail parapharma Retail Rx+OTC DSM, 2012 ImportDomestic Value, mRubVolume, mioUnit Value, mRubVolume, mioUnit Not EDED Value, mRubVolume, mioUnit Russian Pharmaceutical Market Overview 9 months m m 2012 Russian Pharmaceutical Market Overview Russian Pharmaceutical Market Overview. Reimbursement Recipients, mln people MRubTop 10 Distributors bRub MS Growth Top 10 Pharmacy chains bRub MS Growth ph. Russian Pharmaceutical Market Overview. Trends Jan 2011 On Obligatory Medical Insurance Basic and territorial programs Guarantee of medical help (incl. drugs in treatment standards) Volume of help depends on personal fees (5,1% of 34%) Choice of institution and physician Jan 2012 On basics of healthcare protection Article 74, Limitation of contacts between HCPs and pharma reps President orders to check availability and fair pricing with EDL products T.Golikova presents drug insurance as decided matter (Jan 26th) To be introduced out by 2015, the latest Pharma-2020 strategy: call for localization still on air Russia will gradually close the market for imported drugs (V.V.Putin, direct line with citizens, Dec.2010) Set up pharma clusters. Strategy of pharma industry development up to Russias accession to WTO. Russias pharma market expects 10-12% growth in 2012 up to 910 billion rub. Decline in the share of cheap drugs on the market. Proactive pharmacy chains development The high rate of inflation (8-9%) is a growth key driver Market overview Summary Challenges Large spread of the customer base Lack of reliable information/statistics Complicated distribution chain Price pressure Customers got used to prescribe certain brands Finding and retention of good people Extended geographical coverage Aggressive marketing communication Structured distributor network Price flexibility/adaptation Excellence in best sales practices, support and service Advanced talent management agenda Opportunities Strategic objectives key value drivers Attract strong distributors, sub dealers and pharmacy chains - structured, transparent, profitable - pricing policy - clear development strategy and targets - marketing support New product launches - KOL advisory board - clinical trial and evaluation references and other prelaunch activities - FABs with focus on cost saving benefits Build up a sales team - attract and retain strong sales force - training and development for best sales practices - regular performance assessment, etc Achieve the planned growth and sales targets in 3 years - key customers focus - promotion to target groups - support sales through PM and KOL Customer focus Coverage get in touch with key customers Sales assumptions 250 customers per Account manager Customer focus Org chart Example of actual organization(generics, Rx retail) with over EUR 40 m revenue. Customer focus Promotion make the market excited KOLs End-Users Distributors Conferences, etc Training Promotion materials Selling aids P.O.S. materials Internet society Post sales support Product specific End-User oriented Well positioned Creative Remarkable Aligned Fast CommunicationChannelsThe target Team Recruitment A spoon is dear when lunch time is near Key focus areas - plan in advance, 3 years perspective - continued search of talents - focus on the potential - employ best ones immediately - students attraction program - competitive compensation - review the pool of agencies Team Retention through excitement - clear strategy - challenging objectives - exciting reward, celebrate success - collaborative environment - team building - personal career path - training and development program - open and fair partnership Key focus areas Team Training and development - Technical skills - English - Individual coaching - Team coaching - International exposure - Access to training centers with demo facilities - Local provider - Joint customer visits on regular basis - Regular team sessions - Short to Mid term international assignments Operational excellence Best in class in every practice Clear areas of responsibilities Clear set up of an Account manager and a Product specialist areas of responsibilities and KPIs Excellence in the back office support to the Field Force Efficient processes Regular territory performance review Project pipeline and sales planning/forecast Activity planning and reporting Marketing budget planning and reporting Fast and transparent information flow CRM implementation End-User and Project related information regular updates from trade partners Hi, I am Vlad. I was born in Ufa, Ural Region. Graduated from Bashkir State University and Moscow State University post graduate course in molecular biology. Over 7 years I had been an immunologist at Russian Eye and Plastic Surgery Center. I like travelling, playing guitar and going to gym My daughter Sonya is 15 year old high school student. She enjoys modern dance, photography and the study of French and English. My wife Milana is a school teacher. We have been together more than 20 years. Career Milestones and Major Competences 2010 National Sales Director at bioMerieux. GM of sales organization: prioritization, targeting, segmentation, setting up sales objectives, recruiting, trainings, coaching, development. Performance assessment based on sales objectives, cycle meetings and regular double calls. Launching activities. CRM (Impact): implementation, field force activity follow up. Opportunity management. CRM trainings for FF. Regular reporting. Training activity: negotiations with vendors. External and internal training audit. Forecasting: quarterly, monthly, weekly portfolio based forecasting. Distributor's stock analyses. Customer and distributor order analyses. Team leadership: 15 direct subordinates KOLs: development. The advisory board of KOL has been designed to back up marketing and educational activities like symposiums,etc. Event management. Distribution: development of network in regions. Setting up sales objectives, project management, joint marketing activity. Budgeting: year goals and objectives, including marketing activities. Portfolio based budgeting. Definition of milestones. Risk and opportunity management. Long range plan. SF budget. Tender management: tender data base development and analyses. Commercial offers and specifications preparing. Personal sales projects: opportunity management with key accounts. Negotiating with customers. Closing deals with administration in a number of government projects. Career Milestones and Major Competences 2005 National Sales Manager at ConvaTec Team leadership: 42 subordinates in RF, Ukraine and Belarus. Training activity: preparing and delivering basic trainings for newcomers. External and internal trainings audit. Negotiations with vendors. Identification of training needs of SF. Salesforce.com: implementation, field force activity follow up. Opportunity management. SFDC trainings for FF. Regular reporting. Event management and communication: Sales meeting agenda preparing in liaison with marketing team. Organization of incentive trips for SF. Building up a field force organization Distributor management Launching activities Market analyses and etc Regional Manager for Ural at Sandoz Team leadership: 53 subordinates 2000 City Manager at Sandoz Team leadership: 6 subordinates 1998 Medical Rep at Sandoz Major Achievements At bioMerieux Initiating Advisory Board. The advisory board of experts in various fields of medicine has been initiated together with marketing department to facilitate an approach to target groups and educate employees. CRM: implementation, improved the transparency of sales force activities and business procedures Successful Launch of Vitek MS (best in class capital equipment for infectious diseases diagnostics). During 2011 preparatory work was carried out with potential customers, as major hospitals and major private laboratory chains. There have been more than 10 conferences, congresses and round tables with participation of end users, technicians and administration. Besides, several specialists have been trained abroad. As a result of working with the administration 15 machines have been budgeted to purchase in To date, 4 machines were sold and 10 expected by the end of this year. The project with the Ministry of Defense to modernize laboratories. I have established good relations with the chief specialist of the Ministry of Defense and to convince him of the need to update old equipment at several military districts. Together with experts the modernization program has been written and needed funds has been allocated at the end of We won 16 million rub tender. The FOMS project in Chelyabinsk. I managed to get the support of Chelyabinsk FOMS to equip brand new labs under the national program of modernization of Health. Together with the central marketing, we have prepared the relevant calculations and presentation for the administration of FOMS. Presented our rationale and a plan to equip the laboratories. As a result our specification was included in the approved plan for the modernization. At ConvaTec SalesForce.com implementation, improved the transparency of sales force activities and business procedures. SF effectiveness trainings. During 5 years I succeeded to build up a sales team that doubled up sales and increased market share up to 35%. HandyVac Project Success story. HandyVac is a single use medical device for blood reinfusion during large ortho surgeries. Successfully launched in 2005 HandyVac became a bestseller with more than half a million euro revenue. Under my guidance HandyVac was included into a list of high-tech operations to reimburse by national health care program. Besides, we managed to build up good relations with key ICU specialists and surgeons in major hospitals to support our promotion activities. Our team was the only one who managed to launch and considerably increase sales of this product as well. Flexi-Seal Success story. Absolutely innovative and unique single use device to fight fecal incontinence in ICU patients. We successfully launched this product in Starting from scratch we increased sales up to 2000 pieces during firs t year.