Sona-pharm - international team of professionals in pharmaceutical industry


Business Unit Head CIS – Reproductive Health BU

 Job Description

Are you looking for a patient-focused, innovation-driven company that will inspire you and support your career? If so join Sona-Pharm LLC team as a Business Unit Head Reproductive Health CIS in our Kyiv office.

Sona-Pharm LLC is Ukrainian privately owned company which operates in CIS region with more than 120 professionals working together across 7 countries (Ukraine, Kazakhstan, Uzbekistan, Belarus, Moldova, Georgia and Armenia). Founded in 2004 with a thorough approach to business organization and sincere love for its business, the company quickly got a leading niche in the Ukrainian market and won the impeccable reputation of a reliable partner of the world leader in pharmaceuticals – Merck (Germany).

Here, everyone matters and you will be a vital contributor to our inspiring mission of Reproductive Health franchise development over CIS region.

As a BU Head you will:

  • Be Responsible for setting the vision, defining Reproductive Health Business Unit (RH-BU) strategy, ensuring execution of brand and key account plans to achieve the ambition goals
  • Lead the BU team members (KAMs, Medical Advisor, Junior Product Manager) and cross functional teams to deliver a superior patient experience, exceed expectations of key accounts (IVF clinics) and customers (reproductologists & clinic management) maintaining and strengthening our position as best-in-class in Reproductive Health
  • Be responsible for sound sales & marketing strategies in CIS region to ensure successful performance and goal achievement and has P&L responsibility for respective BU.
  • Act in compliance with laws, internal regulations, company strategies & corporate philosophy

Further Accountabilities:

Leadership responsibility for sales & marketing team:

  • Promotes cooperative and an inclusive way of working together within the BU team members and the cross functional teams
  • Ensures the team lives and executes customer-centricity
  • Sets targets and objectives for the BU and promotes & monitors achievement
  • Coaches, mentors and trains employees and appraise performance within the organization
  • In cooperation with Marketing Director and the General Manager hires, develops and retain commercial staff (marketing, sales, medical), while developing a best in class environment to work in

Financial & strategic planning:

  • Fully responsible for the CIS Reproductive Health business, including currently marketed products and any future products in this therapy area
  • Develops an RH strategy in close cooperation with cross functional team members (medical, marketing, sales, etc.)
  • Ensures implementation of policies and programs to achieve maximum sales and profit
  • Establishes a financial plan including units, sales and expenses in alignment with overall financial planning process and ensures regular forecasting
  • Prepares brand strategy and marketing plan for the RH brands and develops & coordinates commercial strategies/tactics
  • Ensures brands, competition, market dynamics, medical trends and levers of growth are analysed on a regular basis and develops view on brand issues, market development, competitive positioning, customer segments & needs

Sales Force planning and management:

  • Responsible for building the account management capabilities of individual Key Account Managers in Ukraine and other CIS countries as well as the organization as a whole, driving key account management as a mindset rather than just a function
  • Involves KAMs and customers in developing customer focused initiatives, projects and material
  • Sets Sales Force Effectiveness standards and KPIs and monitors achievement on regular basis
  • Drives KAM planning and management process
  • Cares for highest standard in sales skills of sales force team by dedicated training activities
  • Establishes Sales Force concept including coverage, resource & district planning and targeting & segmentation

Customer Activities:

  • Identifies, develops and maintains professional relationship with key customers, KOLs and scientific societies, identifies new opportunities and ways to better meet customer needs, serves as role model in terms of customer orientation, in order to develop a high performing customer centric organization
  • Provide input for the development of products and anticipate customer need/solution approach
  • Actively participates in customer events and congresses
  • Development of IVF market acting as a market leader
  • Maximize understanding of the customers and uses this information to meet the customer needs
  • Identifies possible patient networks (i.e. “Deti Budut”) and plans and executes fruitful collaborations
  • Develops, implements and evaluates meaningful patient programs and services according to patients needs
  • Act as key driver to strengthen reputation of Sona-Pahrm LCC and MERCK in CIS countries

Administration, monitoring, controlling & logistic:

  • Plans and monitors the expense budgets and ensures proper resource allocation. Checks constantly the efficiency of tactical measures & programs and takes corrective actions if required
  • Monitors KPIs (sales, MS, prices, timelines, milestones etc.) on regular basis
  • Monitors competitor activities on regular basis and ensure learnings are acted upon.
  • Manages appropriate stock level, shelf-life and in time supply of RH portfolio in CIS region


  • Experience of cooperation with Reproductive Health specialists
  • Medical background, marketing or economic degree is an advantage
  • Readiness to manage control and perform by yourself, more than telling others what to do
  • Proven track record of understanding customers needs and be able to translate their needs into highly impactful tactics and solutions
  • Proficiency in delivering a KAM business model in the market where it operates
  • Builds a collaborative network of relationships with people in a variety of functions, roles and locations and leverages formal and informal networks to accomplish the ambitious goals
  • Business acumen and ability to manage a P&L


  • Strong leadership skills to manage CIS team providing support across the business
  • Strategic thinking , analytical and planning skills
  • Strong communication skills including ability to present to big audiences
  • Excellent interpersonal skills
  • Ability to work in teams
  • Ability to work and influence in a complex organization
  • Confident, mature and passionate
  • Strong project management and organizational skills
  • Proficient IT skills particularly with Microsoft Word, Excel and PowerPoint


Kyiv, Ukraine

Please send your CV with indication of expected remuneration here: