Pavlo Dobrosol

Senior pharmaceutical commercial professional with 15+ years of experience across Key Account Management, Business Development, Sales Leadership and Strategic Partnerships. Proven track record of delivering commercial growth, expanding national contracts and developing long-term relationships with major pharmacy chains, healthcare organisations, distributors and public-sector stakeholders. Experienced in leading commercial and field-force teams, negotiating strategic agreements, managing complex projects and implementing KPI-driven performance systems.

Strong combination of pharmaceutical industry expertise, business leadership and medical background, supported by an MBA in General Management.

Temporary

Protection in Ireland | Eligible to work without an employment permit or employer sponsorship

Head of Key Accounts Department - GLADPHARM - Kyiv, Ukraine

(2023-02)

• Lead national Key Account strategy for major pharmacy chains, aligning commercial plans with business objectives.
• Manage team performance, coaching, onboarding and execution standards across commercial and field-force teams.
• Increased annual turnover by 28% over two years through expansion of national pharmacy chain contracts.
• Implemented a KPI-based performance management system, improving sales-force efficiency by 15%.
• Lead commercial negotiations, contract management, promotional planning and cross-functional initiatives.

Head of Key Accounts Department - DR. REDDY’S LABORATORIES LTD. - Kyiv, Ukraine

(2016-10 - 2023-01)

• Managed 65 national contracts and strategic partnerships across priority pharmacy and healthcare accounts.
• Developed account strategies, sales forecasts, promotional initiatives and distributor cooperation models.
• Managed relationships with senior stakeholders across pharmacy chains, hospitals, distributors and healthcare organisations.
• Supervised hospital outsourcing projects covering more than 20 hospitals nationwide.
• Coordinated internal and external teams to deliver commercial and healthcare projects.
• Contributed to government healthcare initiatives in cooperation with the Ministry of Health, including the Affordable Medicines programme.
• Supported recruitment, onboarding, coaching and performance management of commercial and field-force employees.

Zonal Sales Manager, OTC Division - DR. REDDY’S LABORATORIES LTD. - Kyiv, Ukraine

(2012-08 - 2016-09)

• Recruited, interviewed, trained and supervised 35 Medical Representatives and 4 Managers.
• Led onboarding, coaching, performance reviews and development planning.
• Increased regional sales volume by 40% across four major regions.
• Managed CRM, reporting, customer meetings and Excel-based performance tracking.
• Implemented national commercial strategy across the assigned territories.

Regional Sales Manager, OTC Division - DR. REDDY’S LABORATORIES LTD. - Kyiv, Ukraine

(2009-09 - 2012-09)

• Increased market penetration in Eastern Ukraine by 25%.
• Secured contracts with leading regional pharmacy chains.
• Managed customer relationships, territory planning, field-force execution and performance reporting.

Project Manager - PHARMOUTSOURCING - Kyiv, Ukraine

(2007-07 - 2009-08)

• Delivered pharmaceutical projects for MSD, including IVF and Gardasil, achieving representation in 15 clinics nationwide.
• Managed outsourcing teams of 15+ representatives across projects for Actavis, Biolik and Nostafarm.

Regional Manager - SANDOZ - Ukraine

(2005 - 2007)

• Drove 30% OTC sales growth through new product launches, regional customer development and team coordination.

Cardiologist, Intensive Care Unit - POLTAVA REGIONAL CLINICAL HOSPITAL - Ukraine

(2000 - 2003)

• Provided clinical care in cardiology and intensive care, developing strong knowledge of healthcare systems and medical stakeholders.

MBA - General Management (2017 - 2017)

Master’s Degree - Economics / HR Management - Institute named after Dahl, Luhansk (2007 - 2009)

Medical Degree - General Medicine / Therapy - Ukrainian Medical Stomatological Academy, Poltava (2000 - 2000)