Maria Yurchak

Main Tasks:

• Develop and implement sales force-specific reports, dashboard analyses and tools in the Bionorica countries, including for the CRM system.
• Developing, implementing and communicating the basic tools to the relevant departments. This includes: Tools for planning and controlling the sales force, Targeting - basic model and strategy, Resource allocation of field staff, Segmentation, Selection, Evaluation of the sales force based on defined KPIs, Sales plan calculation for the sales force and others.
• Planning, coordination and evaluation of the complete sales activities of Bionorica in coordination with the Head of Commercial Excellence and the national sales managers and country heads
• Sales force planning for the old and new Bionorica countries: Targeting, SF Sizing, Resource Allocation
• Preparation of analyses, reports, training and presentations for international meetings, conferences.
• Presentation and training of new tools, reports and processes to the international SF Management team, SFE & CRM Team, national SF teams.
• Development of a global lncentive model. Evaluation and awarding of global lncentives.
• Development of a know-how transfer process from Neumarkt to the countries and vice versa, including regular exchange of experience.
• Cooperation and exchange of experience with national/international sales force, CRM team, IT team, marketing and market intelligence. Field Sales, CRM Team, IT Team, Marketing and Market Intelligence

Key Achievements:

• Development and implementation of SF planning tool
• Development and implementation of Sales Force Performance (ex. TFQ) report, incl. defining of KPIs
• Development, implementation and adaption of Global BNO Bonus System
• Development and implementation of Selection Tool / Selection check in VEEVA
• Development and implementation of KAM Dashboard
• Development of KAM Business in RU, UA, KZ, BY

Main Tasks:

• Introduction and support of Customer Relationship Management in the countries
• Development, implementation and support of the global tools for sales force management.
• Coordination of sales force activities (resource allocation, HeadCount, targeting integration).
• Introduction, further development and controlling of a global / regional reporting system.
• Introduction and further development of the internet-based training system (Moodle)
• Establishment and implementation of global analytics in field sales and regional market research
• Preparation of turnover and sales statistics
• Development and establishment of tools (guideline development / selection and set-up of software tools)
• Creation of charts, graphs, statistics, overviews and information tables for presentations

Key Achievements:

Global Classification Analysis

Further development of CRM (SP CRM)

Main Tasks:

• Establishment, maintenance and further development of customer contacts, as well as expansion of sales via all distribution channels with a focus on CIS countries
• Permanent market observation and analysis and identification of new business opportunities
• Development of strategic customer concepts and action plans
• Independent acquisition in the target markets, partly on site, consultation and support of customers
• Coordination of proposal preparation, preparation and implementation of presentations to potential customers
• Project management
• Planning, organization and implementation of business trips and delegation visits

Key Achievements:

Establishing of contacts to the top level government (Moscow government, Ministry of Energy in Tatarstan, Rosatom Group, Rosnano Group etc.)