Key Account management (National Pharmacy Chains & National WHSs)* People management - driving and developing successful and highly motivated team;* Responsible for total company TGT achievement; P&L, Gross sales, G2Net and accruals management;* Developement of monthly and quarterly promotional activities for the whole market;* Pricing strategy responsibilities;* Developing and maintaining successful business relations with key customers: WHSs&National pharmacy chains;* Targeting and contracting; Forcasting and planning;* Responsible for development and implementation of strategies/initiatives to increase the efficiency of sales within the customers;* strategic planning;* Sales efficiency analysis of marketing activities; * Elaborating and activating ad-hoc activities necessary for goal achievement;* Problem solving decisions;One of the best achievements:- holding constant for the last 5years higher(~2ppts) than the AVG MS, for the Sandoz OTC porfolio in the National Pharmacy Chains;- year incremental sales delivered by NKAs are the biggest contributor for Sandoz Retail growth and success in the last few years;

Key Account management (National Pharmacy Chains & National WHSs)* Developing and maintaining successful business relations;* Targeting and contracting; Forcasting and planning;* Elaborating of quarterly and FY promotional schemes;* Sales efficiency analysis of marketing activities; * Responsibile for distribution, visibility, turnover and MS of Sandoz brands;* Responsible for the marketing strategy of pharmacy shelves visibility; * Close monitoring of monthly and quarterly results;* Elaborating and activating ad-hoc activities necessary for goal achievement;* Problem solving decisions;Training&Developement Lead for Sandoz Bulgaria - Developement of FF capabilities and efficiency:Project management, events organizations;Training programs delivered to the Bulgarian OTC and Rx FF teams:* Sandoz Selling Excellence - Sandoz FLMs and REPs; (selling skills program)* Sandoz Interviewing Skills - Sandoz FLMs; (techniques to hire the best candidates)* Sandoz Dynamic Coaching - Sandoz FLMs;(coaching and people management skills);* Leading High performance team - Sandoz FLMs; (management of successful and goal achieving team)Elaborating and delivery of selling skills program oriented specifically for the pharmacists; Customer satisfaction and successful management of the pharmacy turnover;*Certified "Insights Discovery" facilitator;

My main responsibilities were to develop and implement structured and efficient business model to further grow the business with the Regional Key Accounts (Biggest Regional Pharmacy Chains):- Customers targeting and segmentation;- Elaborating OTC&Rx motivational commercial conditions for customers;- Negotiating and contracting; - Planning and setting yearly marketing activities within the customers;- Close monitoring of monthly and quarterly results;- Problem solving decisions;- Responsible for distribution, visibility, turnover and MS of Sandoz brands within customer's pharmacies;- Responsible for the management of Sandoz shelves visibility within all Key Accounts on BG market;For the first 6 months after the implementation of the new program, the business with the segmented RKA clients grew +33%.

March 2010 - June 2012: Medical Representative; June 2012 - October 2013: Medical&Trade Representative;October 2013 - April 2015: Senior Medical&Trade Representative/Including Key Account management/-Segmentation and targeting;-Elaborating commercial conditions;- Setting individual marketing strategies for the customers;- Monitoring of quarterly results;- Group presentations to pharmacists;- Responsible for brand visibility in the pharmacies;- Responsible for recommendation in the pharmacies;