Pharma practice presentation

Antal Russia

Eugeniya Lanichkina | Associate Partner

e: eugeniya.lanichkina@antalrussia.com

t: +7 905 504 55 88

a: 9, bld 1B, Tryokhprudny per.

Salaries, Benefits, Motivation – Current overview of the Pharma Job Market

FiveTen Group

Antal Russia is a part of the global multi-brand recruitment group, the FiveTen Group

Pharmaceutical sector

Our specialisation

Antal Russia has dedicated Pharmaceutical recruitment consultants specialising on roles and disciplines across the following areas:

• General management • Sales / Commercial Department / Business

Development• Marketing• Government Relations• Medical Department

What makes us different

Expertise. Our consultants bring extensive experience of recruiting for the Pharmaceutical sector. In fact, many have senior Pharmaceutical or Medical qualifications and pride themselves on their industry knowledge. We have a detailed understanding of the needs of our clients and can translate that successfully to ensure that we work with the best available candidates in the market.

Reputation. Antal has had a dedicated Pharmaceutical recruitment function since 2006. We have since established a strong market presence and reputation, and have become a reliable partner for many local and international pharmaceutical companies.

Geographical coverage. Consultants focused on pharmaceutical recruitment work both in our Moscow and Almaty offices, which allows us to cover all of Russia, CIS as well as Kazakhstan and Central Asia.

Positions we fill

GENERAL MANAGEMENT• Country Manager/General Manager/ Deputy General Manager• Business Unit Manager• Commercial Director• Sales Director• Marketing Director• Medical Director

SALES DEPARTMENT• National Sales Manager• Aria Sales Manager/ Territory Sales Manager• Sales Force Excellence Manager/Trainer• Field Force Manager• Regional Manager/District Manager

COMMERCIAL DEPARTMENT• Head of Commercial Department• National Account Manager• KAM (Distribution/Retail)

BUSINESS DEVELOPMENT DEPARTMENT• Head of Business Development Department/Business Development Director• Business Development Manager/ New Product Launch Manager• Business Excellence Manager• Business Analyst

MARKETING DEPARTMENT• Marketing Director/Marketing Manager• Group Product Manager/ Product Manager• Market Researcher

MEDICAL DEPARTMENT• Head of Medical Department/ Head of Clinical

Research/ Head of Regulatory Affairs Department• Medical Manager• Regulatory Affairs Manager/Specialist• Medical Advisor/ Liaisons• Pharmacovigilance Manager• Drug Safety Manager• Quality Assurance Manager• Clinical Operations Manager• CRA/CRM

GOVERNMENT RELATIONS DEPARTMENT• Head of Government Relations Department/ Head of

Market Access Department• Government Relations Manager/ Market Access

Manager• Health Economics Manager

What do we see happening on the Pharma job market?

What are the Pharma companies and the suitable talent heading towards?

Salaries

4 Focus areas

Marketing

•Instruments and timing are key

Registration

•Legal framework constantly changing

Market Access

•Developing the premium and high margin products sales through high volume of state funding

Business Development

•Evolving; Portfolio Management and Optimisation; Life Cycle Management

Product Development

Specialist: 150 k RUR gross, bonus 18-30 %, car allowance GPM: 200 k RUR Marketing Manager 220 – 230 k RURDirector 250 – 400 k RUR

Motivation – to retain- Interesting Products - Company brand (business scope, reputation / image) - Salary - Collaboration with HQ global marketing team- Mission - Excellent management team

Motivation – to headhunt- Any of the mentioned above- Salary increase

Regulatory Affairs ManagerSpecialist: 90 – 120 k RUR gross, annual bonus (always), car allowance (sometimes)Manager (without subordinates): 120 – 180 k RUR, bonus (always), car allowance (always)Manager (with subordinates): from 200 k RUR, bonus (always), car allowance (always)

Motivation – to retain- Good team - Work / life balance - Location - Consistent management style

Motivation – to headhunt- New title - New challenge - 20 % salary increase

Market Access ManagerCollaboration / lobbying the niche products ordered centrally by local and federal authorities

Specialist: from 200 k RUR gross, annual bonus, car allowance, benefitsDirector: 300 – 450 (up to 500) k RUR gross

Motivation – to retain and to headhunt- Opportunity to show results- Company’s understanding of her own priorities in terms of market access (not

marketing or GR)- Clear plans and timing- Personality of a manager who the candidate will be reporting to- Separate Market Access function (not part of Marketing or Sales departments)

Business Development Manager

Specialist: 120 – 200 k RUR gross, annual bonus & car allowance Manager (without subordinates): 180 – 250 k RUR, annual bonus & car allowance BD Manager: 300 - 450 k RUR, very often a big team of subordinates (including cross-functional)

Motivation – to retain- Responsibility for strategic marketing - Area of responsibility (Russia, CIS, Eurasia)

Motivation – to headhunt- New geographies- Significant salary increase - Promotion

TrendsOverall tendency to pay more attention to strategy

- All the technologies and instruments in marketing, regulatory affairs and market access are known and very well developed

- Market supply of ‘doers’ is enough; field force is in plenty

- New function for the local professional – Business Development

Motivation

Regional Salaries

Benefits

Client testimonials

“Well organised, time bound, timely feedback.” Irina Karkach, HR Director, Biocodex

“High quality service. We have been very pleased with the service provided, and will be happy to continue our partnership.” Zhanna Utepova, HR Manager, Abbott Products, Kazakhstan

"I have known Antal Russia for over ten years and we have worked together in for recruitment purposes for a long time. When we need to fill a complicated or unusual vacancy I am confident that Antal Russia won’t let us down. Last year we had an interesting recruitment outsourcing project. Antal Russia's consultant worked in our office as a recruitment manager for three months. Antal Russia was the only company which responded to our request on this recruitment project. Client orientation is what we really appreciate in Antal Russia's work.”Sofia Kadykova, HR Director, Pfizer Russia

Our clients

Questions? www.antalrussia.com

Antal Russia

Eugeniya Lanichkina | Associate Partner

e: eugeniya.lanichkina@antalrussia.com

t: +7 905 504 55 88

a: 9, bld 1B, Tryokhprudny per.