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Country Manager Pharmaceuticals

Executive Search

Country Manager – Bulgaria

International Pharmaceuticals



The primary objective of the Country Manager is to further develop the commercial organization in Bulgaria and lead the day-to-day operations of the organization, including all sales, marketing, reporting and compliance activities.




• Manage the entire operation in Bulgaria
• Develop and execute 5 year regional strategy aligned to corporate vision and key initiatives
• Prepare and implement the annual Local Company Plan
• Build and maintain relationships with the local and national health, administrative and financial authorities
• Control and fulfill Regulatory Affairs and Drug Safety requirements and ensure adherence to the Ethical Standards for the Promotion of Medicines


• Lead, motivate and provide strategic direction to the local organization(s)
• Develop and manage the field force team and partners’ networks
• Oversee the recruiting, coaching and professional development of the sales teams to ensure skills and abilities are aligned with present and future needs
• Act as coach and advisory partner to the field sales force and office staff
• Foster and develop the commercial mindset within the team, establishing a culture that promotes performance excellence
• Create a strong team environment and in consultation and conjunction with HQ implement initiatives that will lead to better performance
• Promote a matrix-oriented mind-set and collaboration between departments to achieve sales objectives, portfolio objectives and compliance on all levels

Sales and Marketing

• Lead and steer sales programs and activities, and track metrics and success criteria
• Deliver strategic planning including corporate positioning, competitive analysis, customer segment selection, penetration plans and related product positioning and corresponding pricing strategy.
• Develop short- and long-term plans and trading policies in conjunction with the field sales force and marketing staff to meet the company’s business objectives
• Take initiative relating to market approach and modify plans to meet evolving market conditions and emerging opportunities
• Maintain regular contact with opinion leaders and critical customers such as specialists, wholesalers, pharmacies/pharmacy chains and hospital pharmacists
• Enhance overall brand identity and drive growth and penetration through existing and new sales channels and segments
• Manage and steer country product launch plans in liaison with Global Launch team


•Supervise stock requirements of distributor and consignment stock level
•Monitor the coordination between the consignment stock-holder, distributors, office administrator and HQ
•Evaluate the structure of the distribution network on a periodic basis
•Ensure and optimize efficiency and effectiveness of the logistics within the region


•Monitor and supervise adherence and fulfilment of the budget and balance expenditure
•Develop realistic and achievable sales and cost budgets and objectives
•Monitor the performance of the local operation and recommend strategic adjustments to the Sales and Regional Managers in order to achieve annual and long-term targets
•Sign declarations relating to company activities and employees for tax inspection, social security and other state institution purposes
•Supervise the care of company property/assets, including the motor vehicles and equipment of the Medical Representatives



Education & Experience

• University degree in Business Administration, Science, Medicine or Pharmacy
• Minimum of 5 years’ sales and marketing experience in the pharmaceutical, healthcare or medical device industry
• Minimum of 3 years’ experience in a management position at country or business-unit level, with people management and P&L responsibilities
• Verifiable experience in establishing and developing a country/local organization in a competitive environment
• Successful track record in driving profitability and sustainable growth in fast paced environments


• Profound knowledge in marketing and sales in the local market
• Good economic business understanding
• Working knowledge of safety and industrial legislation concerning the pharmaceutical industry
• Strong knowledge of cross-functional and multi-cultural environments


• Ability to drive performance, build alignment, influence and execute
• Entrepreneurial thinking and action
• Results- and goal-oriented leadership style
• Ability to implement strategic and operation plans to support the vision
• Ability to analyze appropriate commercial and technological trends and convert them into workable new strategies
• High degree of resilience, integrity and reliability
• Decisive, proactive and assertive personality
• Flexible and committed attitude
• Strong interpersonal skills and stakeholder awareness
• Strong written and spoken English language communication skills
• Willingness to travel nationally or aboard



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