Valery Kotov

Government purchases

Key Responsibilities • Setting up and leading nationwide sales team; • Developing new processes required for effective sales of Hospital products; • Active coaching, motivation and development of sales personnel; • Budget control, compensation programs and incentive planning; • Providing supervision through field visits, observations and measurement of results to include performance appraisals and salary reviews; • Proactively identify changes in healthcare to develop and modify strategies and tactics accordingly; • Preparing monthly, quarterly and annual sales forecasts; • Sales planning of Hospital products by distributors and regions; • Negotiating with the federal departments of the leading distributors on tenders; • Establish effective relationships and collaborations with other departments to address key business issues and opportunities; • Maintaining competitive knowledge to create and adjust sales strategies.

• Managing hospital sales team (dotted line to me and reported to regional sales manager) • Negotiating with the federal departments of the leading distributors on tenders; • Sales planning for Hospital products by distributors and regions; • Inclusion of Company products in the hospital forms of the Ministry of Health, Department of Health in Moscow, the federal health care authorities; • Negotiating with the Budget Division affiliates distributors to develop sales in the sector of health care facilities; • Negotiating with representatives of regional health care administrations on implementation of the Company’s hospital products in the state purchase programs; • Market Analysis; • Developing and managing the implementation of strategies for the Company’s hospital products; • Planning for regional activities for promotion of the Company’s hospital products; • Participating in and organizing the federal and regional conferences; • Initiating and monitoring the results of clinical trials of drugs; • Developing documentation for hospital products (manuals, annotations); • Cooperating with federal opinion leaders, specialized press.

• Developing and managing implementation of the strategic and operational plans in the region to achieve the company goals; • Building a new team: managing and evaluating the medical representatives' achievements, organizing training programs; • Preparing financial reports, market analysis, analysis of competitors' activities • Organizing marketing activities in accordance with the commercial strategy in the region; • Ensuring the planned sales plans, market share for the promoted products and control budget expenditure in the region; • Creating a long-term relationship with leading experts (opinion leaders) and academic institutions in the region.

• Promotion of the Company’s products; • Identifying potential areas and searching for a new customers, establishing long-term trusting relationships with the clients; • Sales increase of the Company’s products by making individual visits, presentations and organizing round tables; • Presentations and consultations on the Company’s products during the pharmaceutical, medical exhibitions and conferences; • Collecting and processing information on a fixed point for the marketing department and other departments of the Company.

• Cooperating with hospitals and pharmacies to promote the products of the Company; • Organization pharmaceutical round tables and presentations for doctors and pharmacists; • Participation in he main pharmaceutical events; • Reporting to the Regional manager.

• Recruitment; • Maintaining and developing the customer base; • Monitoring and analyzing of the market in the region; • Conclusion of the supply contracts; • Follow-up to the monthly plans; • Controlling of the timely repayment of debts.