Kateryna Veselka (Yovenko)

Responsibilities:

- Sales and Marketing Teams Management (60 FTE)

- KAM Department Management (7 FTE)

- Strategy Development & Execution

- Portfolio Development and Lines extentions

- Price Regulation/Declairation procedures management (according to new legislation)

From Jun '23:

Markets in responsibility: Moldova, Azerbaijan, Georgia, Armenia, Turkey, Iran, Greece, Vietnam, Columbia, Yemen, Latvia, Lithuania, Estonia, Israel, Macedonia, Albania, Peru, Kosovo, Yemen, Bosnia, Africa countries and others

Key achievements in YTD May '23:

Markets in responsibility: Belarus, Moldova, Azerbaijan, Georgia, Armenia (58 FTEs)

- 94% of Net revenue execution vs Budget (+73% vs 2022, YTD May)*

*Had manufacturer issues, which lead to OOS in 1Q 2023

- 254% of EBITDA execution vs Budget (+133% vs 2022, YTD May)

- Continued to execute agreed Sales & Marketing Strategies

- Added +10 SF FTEs and +3 Admin FTEs

- Initiated the procedure of legal entity registration in Moldova

- New commercial conditions were agreed with distributors and pharmacy chains (+6 New contracts with Wholesalers and +24 New contracts with Pharmacy Chains) => which leads to Net profit increase and retail sales increase

- Increased # of contracts with pharmacy chains and implemented aggressive trade strategy with DVR activities to gain share of retail sales

- Optimized OPEXes in line with budget execution, 80% vs budget, YTD May '23

- Revised prices and increased GM to 57%

- Launched media (TV & Digital) campaigns in 5 countries for focus Brands

- Provided strategy for portfolio development: more than 50 new SKUs were approved to be launched during next 3 years

- Launched 8 New SKUs in 1Q 2023

- Registered 9 New SKUs and achieved first Sopharma Sales in 1Q

- Initiated registration procedure for 32 SKUs in YTD May

- Achieved EI >100 in terms of value sales in YTD May (All Markets)

- Azerbaijan: Sopharma became #14 in OTC Market (+57% vs PY, EI 136, YTD Apr)*

- Moldova: Sopharma became #23 in OTC market (+200% vs PY, EI 250, YTD Apr)*

- Georgia: Sopharma became #16 in OTC Market (+82% vs PY, EI 145, YTD Apr)*

- Belarus: Sopharma is #32 in OTC Market (+12% vs PY, EI 103, YTD Apr)**

*IQVIA data **Inteliks data

Key achievements In 2022:

Markets in responsibility: Belarus, Moldova, Azerbaijan, Georgia, Armenia (45 FTEs)

- 103% of Net revenue execution vs Budget (+40% vs FY 2021)

- 129% of EBITDA execution vs Budget (+45% vs FY 2021)

- Developed, agreed and implemented Sales and Marketing strategies for Sopharma Business in the assigned markets for next 5 years

- Reorganized the structure, formed highly motivated teams with a focus on commercial goals

- Systematized the processes that affect the operational activities of representative offices

- Reviewed and implemented new business models

- Implemented new commercial conditions with distributors and pharmacy chains

- Developed and launched excellent trade marketing strategies focused on DVRs activities to increase retail sales

- Optimized OPEXes to gain in profit

- Revised prices and increased GM to 52%

- Developed, agreed and launched media (TV & Digital) campaigns in 4 countries for focus Brands

- Provided strategy for portfolio development: more than 250 SKUs were approved to be launched during next 3 years

- Registered 5 New SKUs and achieved first Sopharma Sales in 4Q

- Initiated registration procedure for 23 SKUs in 3-4Q

- Achieved EI >100 in terms of value sales in 3-4Q (All Markets)

Vitamins, Probiotics, Dermatology, Gynecology, Gastroenterology, Pediatrics, Ophthalmology etc.

Achievements:

BU Market Results: 24.9 mUSD (+77% vs PY) / 2.7 mUnits (+51% vs PY), MAT Sep 2021

- formed a team of experienced marketers (from 2 FTE to 7 FTE)

- new strategies for Schonen brands developed and approved for the next 3 years

- launching 37 SKUs under umbrella brands and 2 Brands ongoing

- revised portfolio taking into account P&L and potential to growth

- developed and implemented new commercial structure and policy

- initiated the process of KAMs department

- launched ATL/BTL campaigns for the new brands

- optimized P&L in order to increase profits (overperform target profit in 2020-2021 YTD)

- sales plan implementation ( in value)

- Zest became #2 Brand in Delta Sales (launch date 1.01.2020) and #3 Brand in Delta Retail Sales

- Zest is #4 Brand in Total Vitamins Market and #2 Brand in Multivitamin segment (after 12 months of promotion)

- initiated clinical trials for Rx Brands to expand new markets

Brands in responsibility: Total Portfolio

Brands in responsibility: Total Portfolio

Brands in responsibility: ACC, Linex, Exoderil, Persen, Diclac, Acic, Venitan and others

Responsibilities:

Brands in responsibility: Corvazan, Kasark, Tiotriazolin

Brands in responsibility: Actovegin, Ceraxon, Cardiomagnil, Neurobion, Keltikan, Tysabri, Avonex

Brands in responsibility: Ibuprom, Gripex, Stoperan, Aleric