Ilfov, Romania
CURENT ACTIVITY: Dentist Doctor in Dentistry. Treatment planning, Prosthetic dentistry, Cosmetic Dentistry, Implanvology, Oral Surgery BUSINESS PROFILE: 15 year activity in Pharmaceuticals field, for generics and branded business healthcare, within various managerial role, till top management. EXPERIENCED IN Business Effectiveness, Strategic Analysis and Planning, SFE, Team Management, Coaching, Territory Business Planning Successful team builder, people and business oriented within international environment: Teva Pharmaceuticals, Sandoz Pharma, Novartis Pharma, Bayer Pharma LEAD SEVERAL PROJECTS involving CRM and Analytic data solutions deployment for organisational effectiveness, market research & multimarketing channels projects Capable of Functional and Technical Consulting, Projects Providing business analysis and assessments Coordinate market research & multimarketing channels projects projects Coordinate various market and competition analysis PROFESIONAL OBJECTIVES: Continous developing the business expertise, to understand the dynamics and the agents that sustain and drive market changes; also use my leadership and people management to develop peoples SPECIALITIES: Strategic Analysis and Planning Business Effectiveness Business Operations Capability evaluation and training development Coaching and peoples development Change implementation and support CRM architecture and deployment Developing analytic tools Customer segmentation and targeting Territory Business Planning KPI development Performance Evaluation My web page presentation: www.sorinboata.com
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INTERGRATION AND RESTRUCTURING PROCESSES - Lead portofolio analyses and assesment processes - Manage all SFE and Business Effectiveness processes (i.e. GTM model definition, teams structure and territory alignement, assesement and define KPIs and SFE tools, etc.) COMPANY EFFECTIVENESS ASSESEMENT - Develop, prepare and present company and market performance analyses for internal and for regional meetings and propose solution for increase effectiveness - Manage various SFE processes i.e.: sales target setting and, define/calculation of bonus scheme - Develop matrix performance LEAD VARIOUS PROJECTS: - Lead market research projects (i.e for new portfolio launch, measure generic drugs substitution level, teams performance, etc.) - Lead multichannel marketing projects (identify opportunities for business, proposing solutions to company management, manage the projects) - Implement and manage QlickView dashboarding platform - Develop full commercial capabilities for actual CRM system - Lead Veeva CRM system deployment for promotional and commercial teams COMPETENCES AND PEOPLE DEVELOPING PROGRAMME - Support for design and management of people development programme - Coaching activities with middle management for properly implementation of effectiveness processes and tools STRATEGIC PLANNING - Plan management for all LRP, AOP and Business Review processes - Provide business performance content - Manage follow-up processes - Fully support to Business Units to prepare the business performance review
Management and implementation of all processes related to Sales Force Effectiveness, as follows: - Involved in performance analysis reviews, people performance - Developed the CRM environment and connected processes: customer profiling and segmentation, CRM software development, sales force traning and support on the Sales Force Effectiveness projects - Setting providing periodic reports and conclusions related to KPIs for field force - Provided expertise and consultancy for the territory set-up, sales team scaling and definition, sales targets and incentive definition, planning and tracking - Implementation of a new model for allocating sales targets to field force, calculating quarterly and monthly sales targets and sales reports - Setting and promoting effective working tools for field force, both for generics and branded business: territory business plans, medical visit mode, coaching reports, sales and activity dashboards - Developing matrix and monitor sales force performance - Deliver trainings during workshops related to sales force process and increase effectiveness tools Providing business analysis Develop and coordinate market research projects Develop and coordinate projects to assests the effectiveness of field force teams Coordinate various market and competition analysis Develop CRM environment and management database according with policies
Specific Area Sales Manager activity , managing 10 direct reports with sales and promoting activities in Bucharest and two very important counties near Bucharest, Prahova and Arges counties. Direct reports were medical and sales representatives, who were dedicated to meeting or exceeding sales objectives and enhancing the stature of Teva Pharmaceuticals. They activated on various therapeutical areas, mainly: cardiology, ostheoporosis The important duty of mine was to implement the national and regional strategies for the promoted product line. I was responsible for the hiring, training and development of medical and sales representatives, their performance evaluation and compensation, and efficient and effective account targeting and coverage. Provides timely feedback to senior management regarding performance and market behavior. My main points of strength were customer and results oriented, leadership skills with the ability to motivate others, strong ability to work cross-functionally, short and long-term planning & having excellent communication skills.
• Area sales manager for a team of 10 medical representatives in Central – South area (Prahova, Arges, Brasov, Dambovita, Covasna) • Recruit and trained a new sales force, reorganize territories on matters of sales force and budget • Develop, maintain and increase relationships with wholesalers for Sandoz products, identifying new business opportunities • Manage and develop relationships with local KOL • Designing individual performance objectives (qualitative and quantitative) and follow up the implementations. • Driving the implementation of local commercial strategies through the field force • Coordinating the implementation of brand strategies for the top promoted products and new lunches.
• Carrying – out promotion activity to targeted clients • Promoting cardiolgy portfolio in Prahova and Dambovita counties • Implementing sales and marketing strategies in order to achieve annually target • Achieve and maintain good relationships with the KOL's within the territory • Establishing and enhancing business relationships with distributors, pharmacy chains • Being awarded with Best Medical Representative for the third and fourth quarter of the year 2007
• Promoting cardiolgy portfolio in Prahova and Dambovita counties • Being awarded with Creative and Innovative Medical Representative of the Year 2005 • Impose Cibacen and Lescol as first choice in cardiovascular treatments.