MARIAN RAZVAN PARASCHIV

As CEA Commercial Manager - Business Partners I was the key Ipsen contact for all Distributors in Central Europe and Adriatics Cluster and the Ipsen accountable manager for commercial area when cooperating with these Distributors - it applied mainly for Planning, Forecasting and Reporting/Evaluation of Ipsen product sales and monitoring the markets

• Driving compliant growth and profitability in Adriatic countries, as part of CEA Cluster
• Accountable for driving profitable business growth of Distributor markets (Slovenia, Croatia, Bulgaria, Serbia, Montenegro, Bosnia Herzegovina, Albania, Macedonia) within the strategic framework of the Ipsen Group through an efficient cooperation with Distributors management in a high quality, timely, ethical, cost-effective way
• Sharing Ipsen Brand Tactics for Distributor markets for all Ipsen brands, with respect to the global and CEA enterprise/brand strategies, consulting and tracking local adaptations and implementation, according Ipsen business ethics standards
• Budget governance
• Leadership & decision-making
• Communication & cross-functional alignment

Business Unit Manager for the Romanian Neuroscience Enterprise: marketing, sales, KAM field force team

• Development of short and long-term marketing and sales strategies and plans for Ipsen Neuroscience
• Development of winning marketing tactics focused on key therapeutic areas and dedicated to targeted medical specialties: neurology, rehabilitation, dermatology, and plastic surgery
• Forecast, implementation, and monthly control of the marketing budget
• Forecast, drive and deliver national in market sales, both ex-factory and in market sell-in
• Drive the delivery of area sales targets and market share objectives of the field force
• Internal resources planning and management; risk mitigation and overall KPIs delivery ownership
• Plan, set-up and drive excellent execution of marketing projects, field activities and KPIs performance
• Coach, mentor and implement development programs for team members
• Deliver dedicated marketing campaigns trainings and presentations to field force
• Ensure team compliance and application of internal code of conduct and ethics standards
• Maintain and develop strong business relations with key pharmaceutical industry stakeholders
• Develop cross-functional and cross-country product and sales strategies; enhance sharing of best practices
• Active participation in international strategy teams focused on longterm business development
• 9% sales growth in 2020 vs 2019, despite serious setbacks related to Covid pandemic restrictions
• Constant double digit net sales sand in-market sales growth every year (ranging from 25% to 42% YoY), driven by strategy development and excellent execution of activities
• Several innovative and impactful marketing initiatives (cross-country experience sharing events, national standalone events, adult spasticity market expansion strategy)

Business Unit Manager for the Romanian Oncology Enterprise: sales, marketing, field force KAM team, cross-functional collaboration

• Development of short-term marketing and sales strategies and plans for the Oncology department
• Development of winning marketing tactics focused on key therapeutic areas: oncology, endocrinology and urology
• Forecast (for 2023), implementation, and monthly control of the marketing budget
• Forecast, drive and deliver national in market sales, both ex-factory and in market sell-in
• Drive the delivery of area sales targets and market share objectives of the field force
• Internal resources planning and management; risk mitigation and overall KPIs delivery ownership
• Plan, set-up and drive excellent execution of marketing projects, field activities and KPIs performance
• Coach, mentor and implement development programs for team members
• Deliver dedicated marketing campaigns trainings and presentations to field force
• Ensure team compliance and application of internal code of conduct and ethics standards
• Maintain and develop strong business relations with key pharmaceutical industry stakeholders
• Develop cross-functional and cross-country product and sales strategies; enhance sharing of best practices
• Active participation in international strategy teams focused on longterm business development
• Organized Ipsen Oncology participation in national and international scientific events (ESMO, ENETS)
• Overdelivered sales expectations for the main oncology product (doubled sales vs 2021) and successfully launched a new indication (1st line RCC)
• 20% & 22% sales growth in 2022 vs 2021 for the other two oncology traditional brands (biggest growth in the past 3 years)
• Best year of the Romanian Oncology Enterprise, despite significant management changes throughout 2022

• Active participation in the development of two marketing projects driven by the Ipsen Neuroscience Global Marketing team: 1
• Dysport Key Account Manager Guide - as Project Lead 2
• Dysport Objection Handler - as member of a global cross-functional medico-marketing development team
• Market Research analysis
• Participation in different international meetings to gain projects alignment with all international Ipsen internal stakeholders and to support the launch of the global marketing campaign (at ISPRM 2022)
• Creation & development of the actual documents - KAM Guide & Objection Handler - aligned with the Ipsen product brand book and the global brand strategy
• Project management - coordinating a team of international marketing specialists and external agencies to ensure the delivery of KAM Guide across geographies

Sales management for all Ipsen Pharma Specialty Care brands & KAM Field Force management

• Sales analysis, forecast and delivery of Romania affiliate strategic sales objectives and in market sales performance for all brands: Somatuline, Dysport, Diphereline, Nutropin and Increlex
• Set-up of all sales strategic objectives, cyclic sales targets and drive excellent execution of all field activities
• Internal resource management and planning; risk mitigation and overall objectives delivery ownership
• Enhance the development of strong business relations with key stakeholders from targeted key medical specialties like oncology, endocrinology, neurology, rehabilitation, urology, dermatology, or plastic surgery
• Support field force 100% delivery of specific key performance indicators (regular evaluations)
• Develop and support cross-functional and cross-country collaboration and synergies
• Enhance ethical behaviors throughout all business initiatives
• Develop and strengthen team spirit and maintain fair and transparent communication within the team
• Set-up and implement internal development programs for the field force (coaching, mentoring, training)
• Optimized field force organizational design and territory management
• Organize and coordinate regular team meetings (sales meetings, trainings, teambuildings)
• Recruitment & other HR activities
• Excellent 2019 YoY growth for main brands: +26% Somatuline; +53% Dysport
• Built a proficient and united team that exceeded the company's expectations in all business areas

• Field activity in Bucharest (3 days/week) + Dolj, Arges, Olt counties with two Specialty Care brands, Somatuline and Nutropin, targeting mainly oncology, endocrinology, and gastroenterology specialists
• Organized and managed local, regional, and national events (conferences, symposiums, round tables)
• Active participation at international events - Ipsen booth activities at ESMO, ECE, ENETS
• Participation in booth activities at national scientific events (SNOMR, CONFER, SRE, RPNES and others)
• Main Ipsen contract for key stakeholders (Parhon Institute, Elias Hospital, Coltea Hospital, and others)
• Veeva CRM & Teams activity reporting tools (daily/weekly/monthly)
• Most notable result: Somatuline MoT & MS performance & integrated yearly qualitative KPIs performance and evolution

• Field activity in Craiova (2.5 days/week) and Bucharest (2.5 days/week) for two main Ipsen brands (Diphereline and Tanakan), targeting specialties: oncology, urology, neurology, psychiatry, general practice
• Organized and managed local, regional and national events (symposiums, round tables, hospital presentations)
• Active participation at international events - Ipsen booth activities at ESMO, ESOU, EAU, EMMUC
• Participation in booth activities at national scientific events (SNOMR, ROMURO, National Neurology Congress, National Pediatrics Congress, National General Practice Congress, and others)
• Most notable results: Best KAM in the Central & Eastern Europe Cluster in 2016
• Doubled Diphereline MS performance in Bucharest, from 25% to 52% MoT MS (two years growth)

• Field activity - mixed Hi-Tech(biotechnology) and Primary Care product portfolio - promotional visits to various medical specialties: oncology, urology, endocrinology, gynecology, neurology, psychiatry, pediatrics and general practice
• Local events organizing (symposiums, round tables, hospital presentations)
• Participation in booth activities at national scientific events (SRE, RPNES, AECR, National Neurology Congress, National Pediatrics Congress, National General Practice Congress, and others)
• Managing Ipsen Pharma business relationship with local KOLs
• Daily/Weekly/Monthly reporting of activities
• Most notable result: Sales performance and MS growth for main product - Tanakan

• Promotional activities for the GSK CH(OTC) products portfolio at various medical specialties: stomatology, diabetes, endocrinology, pediatrics, pneumology, general practices & others (limited time campaigns)
• Promotional and sales activities in pharmacies for OTC & Oral Healthcare portfolios (Coldrex, Panadol, Solpadeine, Cetebe, Alli, Sensodyne, Parodontax, Corega, etc.) - collaboration with top 6 national distributors
• Event participation & organization: meetings, symposiums, round tables, hospital & pharmacy presentations (local/regional/national coverage)
• KOL & HCP management (targeting, segmentation, relationship building) & internal database building
• Daily activity reports - internally created software
• Above-average results for all promotion and pharmacy sales tasks in 6 counties (DJ, GJ, MH, OT, AG, TR)
• Most notable result: GSK CH Romania Excellence Award for the 2008 performance