Kovaluh Evgenij Romanovich Romanovich

National Sales Manager
с 01.2017 - Теперішній час (7 років 11 місяців)

National Pharmaceuticals Company  (Харків)
Фармацевтична промисловість

Responsibilities:
Managing the team of medical representatives

Managing relationships with key stakeholders, conducting negotiations (B2B) within Ukraine

Regional Manager
с 02.2016 - по 07.2016 ( 5 місяців)

Ananta Medicare  (Харків)
Фармацевтична промисловість

Responsibilities:

·         1. Managing the team of 6 employees, planning region activity.

·         2. Personnel recruitment.

·         3. Development of the training plan and coaching sessions according to the plan of the region, monitoring of the MR’s skills progressing, conducting trainings and coaching sessions with medical representatives.

·         4. Goal setting, motivation and control of personnel activities within their regions.

·         5. Training’s budget planning.

·         6. Conducting region marketing activities.

·         7. Interact with Key Customers (pharmacy chains, distributors, healthcare specialists). Negotiations.

·         8. Interact with other departments of the company.

Achievements:

1. Staffed of medical representatives. Coached them.

2. Conducted an assessment of strategy implementation.

3. I’ve offered and implemented improvements for work with pharmacies.

4. I’ve organized the work with the budgetary supply in several hospitals.

5. I’ve made the representation of drugs and their recommendations on pharmacy chains of the city.

6. I’ve ensured the fulfillment of the sales plan on the level of 98 %   and financial growth at 30% in the 2nd quarter compared to the 1st.

Regional Manager
с 11.2013 - по 12.2015 (2 роки 1 місяць)

ZDRAVO  (Харків)
Фармацевтична промисловість

Regional manager at ZDRAVO (Kharkiv, Dnepr, Zaporozhye, Sumy, Poltava)

Responsibilities:

1.      Implementation of sales plans by managing the team of 12 medical representatives.

2.      Build effective and enduring business relationships with key stakeholders and KOL through a clear understanding of their needs. Ensuring customer service. Preparing and conducting specific communication and action plan. Negotiations.

3.      Holding local and large marketing events.

4.      Financial management.

5.      Inspire Medical Representatives to meet and exceed business objectives.

6.      Drawing up an individual plans of employees development according to the Company's standards and current needs. Coach them and daily monitoring of their skills  progressing according to the compiled development plans. Assessment of skills followed by certification for assignment the next level (and higher wages).

7.      Preparing and conducting caching programs for medical representatives and managers as well.

8.      Maintenance personnel reserve schools (coaching senior representatives and future managers).

9.      Developing and implementing local annual marketing strategy and sales plans according to global company’s strategy and policy. Needs segmentation, SWOT analyses.

10.  Staffed of medical representatives, motivate them, setting the goals and monitoring their achievements.

Achievements:

 - regular achievement of sales plans, annual growth of 25% (units) (2013-2014), 2014-2015 - 12% (units).

 - I’ve reached the best figure in the unit of progress sales skills of medical representatives. There were 9 medical representatives of my region from 12 medical representatives at all of the unit claiming to increase their level and sales in the company. I’ve also prepared  3 Senior medical representatives (the program “personnel reserve”)

 - I’ve set a good relationships with local and national opinion leaders (Neurology, Dermatology, Therapy, Infections Diseases, Haematology, Pediatrics etc.) and won the annual contest of "Best Key Account Manager".

 - I’ve organized the system of marketing events conducting over the region.

The list of trainings:

«Psychological diagnostics and system development skills of  MRs».
«Communication barriers. The negotiation’s budget».
«Verbal impact in the negotiation process».
«The nonverbal communication».
“Building relathionships with key customers. How to ensure the excellent customer service.”
 «Motivation and  interaction with difficult types of  employees,
«The motivation for managers».
«The power of personal brand. The theory of generations»
«Business style».
«Regional management. How to fire employees» (Sergey Paukov)
Totems in negotiating practice.
 Personal effectiveness.
Irrational ideas in dealing with a difficult customer.
Back side thinking. Setting goals. KPI. Resonant Leadership. Love languages. Dealing with masks. Brand legends.
Recruiting.
Reason to live – staff reduction in the company

Clinical Trial Manager
с 08.2011 - по 11.2013 (2 роки 3 місяці)

Clinical Accelerator (former Russlan Clinical Research (UK)  (Харків)
Науково-дослідні установи

Trained by a global patient enrollment organization in best in class practices for subject recruitment and enrollment (INCLINIX inc., USA). Fully dedicated to patient enrollment and retention. Collaborates on a daily basis with investigators and clinical site staff to maintain a high level of study awareness, as well as identifies specific challenges and opportunities unique to specific clinical sites and develops and implements effective patient recruitment and retention strategies. Collaborates with external physicians and works in the community to organize patient referral pathways to increase patient-recruiting capacity of investigating sites.

Duties:

§  Responsible for patient recruitment (rare diseases) start up to complete enrollment within specified timeframes.
§  Collaborates with sponsors, clinical study sites, external physicians and project teams to implement best practices for patient recruitment and retention. Build effective and enduring business relationships with key stakeholders. Negotiations.
§  Develops and executes site specific patient recruitment and retention plans for domestic and international projects (Russia and Ukraine)
§  Conduct of  feasibility, site selection, pre-study, routine and closure on-site visits

§  Study-Coordinator

§  Study Logistics. Customer service.

§  Collaborate with various departments and organizations to achieve set goals;

§  Edit and format various regulatory documents

§  Pharmacovigilance (ADDC), monitoring and reporting about SAE.

Achievements:

1.      I’ve ensured the high rate of patient recruitment in several international clinical projects (oncology, cardiology, endocrinology, psychiatry, hematology.

2.   Due to high quality and speed of feasibility and site selection the company got some huge clinical projects.

Projects:

§  Type 2 diabetic patients after an Acute Coronary Syndrome, phase III, Ukraine&Russia (Sanofi)

§  Carcinoid syndrome, phase II-III, Ukraine&Russia

§  Tourette’s syndrome (AWARE study) Phase 2-3

§  Acromegaly (Phase 1-3)

§  Hemophilia A (Phase 2-3)

§  Acute Ischemic Stroke (Phase 1)

§  Acute Pancreatitis (Phase 1)

Reason to live: Reducing the company's activities in Ukraine and Russia

Regioanal Manager
с 11.2009 - по 08.2011 (1 рік 9 місяців)

Himalaya Drug Co (Transatlantic Ukraine)  (Харків)
Фармацевтична промисловість

Duties:

Execution of sales plans, visits to doctors of various specialties, pharmacy network, conducted negation’s with distributors and pharmacy chains (OTC, Rx);

Managing the team of 6 employees, planning region activity, personnel recruitment and training, goal setting, motivation and control of personnel activities within their regions. Strategies development to promote the brand in the region. Negotiations with national opinion leaders

Achievements:

1. Execution regional sales plans (increased sales to 12500 US dollars per 1 medical representative per month to 20,000 US dollars.) And brought it to the leading positions in Ukraine);

2. I’ve created an effective team of medical representatives.

Reason to live: closure of the pharmaceutical department in Ukraine

Senior Medical Representative
с 02.2008 - по 11.2009 (1 рік 9 місяців)

Himalaya Drug Co (Transatlantic Ukraine)  (Харків)
Фармацевтична промисловість

Duties: visits to doctors of various specialties, pharmacy network, contracts with distributors and pharmacy chains (OTC, Rx)

Achievements:

-          Execution regional sales plans on the level 12500 $ per 1 Medical representative per month.

Got promoted to Regional Manager

Medical Representative
с 10.2006 - по 08.2008 (1 рік 10 місяців)

Kyiv Vitamin Plant  (Харків)
Фармацевтична промисловість

Duties: visits to doctors of various specialties, pharmacy network, contracts with distributors and pharmacy chains

Achievements: I’ve increased sales 3 times. Execution regional sales plans

List of trainings:

1.      Merchandising

2.      Selling drugs in a pharmacy

3.      Forming and maintaining relationships with customers

  (Consulting Group NAU, coach Vladimir Chesnokov

Reason to live: I received a proposal to raise the position in another company

Medical Representative
с 06.2005 - по 08.2006 (1 рік 2 місяці)

Novartis  (Харків)
Фармацевтична промисловість

Duties: visits to doctors of various specialties, pharmacy network, contracts with distributors and pharmacy chains

Achievements: It was a good start, I’ve got my first experiences in pharma sales. I’ve increased sales 3 times. Execution regional sales plans

Reason to live: closure the part-time project

Kharkiv State Medical University  (Харків )

Рік закінчення  2004

Pediatrics