Summary
Overview
Work History
Education
Skills
References
Timeline
Generic

Katya Kucherenko

Melbourne,VIC

Summary

An accomplished Pharmaceutical Sales Representative with over fourteen years of expertise in Key Account Management, Primary Care, and Specialist Sales. I am recognized for propelling product growth through strategic planning and precise execution, closely aligned with corporate goals and leadership vision. My career showcases a consistent track record of high performance, strengthened by lasting customer relationships based on trust and a dedication to delivering value in every interaction. Proficient in spotting market opportunities and crafting effective strategies, I am committed to exceeding KPIs and building sustainable partnerships that drive long-term success.

Overview

18
18
years of professional experience

Work History

Senior Biopharmaceutical Representative

Amgen
04.2022 - Current
  • Covered 2 territories across Victoria over the course of my latest tenure with Amgen, Inner East in 2022 and North West from 2023
  • Currently, exceeding Repatha targets by delivering over 100% SVT YTD
  • Launched Repatha in GP space based on the expanded PBS indication in late 2022
  • Achieved 16% growth of Prolia, mature brand, across Inner East in just over 6 months in 2022 and became one of the top performing territories across Australia.Organised and successfully conducted several educational events for GPs across two territories to drive both products and delivered strong growth as a result.

Territory Manager VIC-TAS / Stallergens Greer ANZ

08.2021 - 04.2022
  • Strong focus on KPIs and activity in line with company strategy and vision
  • Delivered strong results in Cycle 3 (121% STT) for the SLIT products
  • Significantly exceeded sales targets despite 3 months of lockdown challenges
  • Adapted quickly to the new therapeutic field and successfully managed to establish relationships with customers while working remotely
  • Conducted virtual Allergy Department sponsorships and educated key customers on the latest data and benefits of using registered allergy treatments vs non-registered
  • Applied key account management skills and experience to liaise with a diverse group of healthcare professionals and their support staff (Pharmacists, Nurses, Allergy and Immunology Specialists, Paediatricians, Respiratory Physicians, ENTs, GP Allergists, and practice managers)
  • Exchanged knowledge and ideas with interstate team members to improve the overall performance of the STGR ANZ affiliate
  • Assisted practices in opening up direct DHL accounts and educated nurses around allergy testing
  • Achieved strong RSVP numbers to the virtual International Allergy Symposium.

Senior Biopharmaceutical Representative

Hahn Healthcare for AMGEN
01.2020 - 08.2021
  • Strong focus on KPIs and activity in line with company strategy and vision
  • Delivered Prolia YTD 11.5%, CTD 12.5%, December MTH 22.2% Territory Product Growth as at December 2020
  • Successfully integrated new Behavioural Science technique into daily sales practice through continuous training and implementation
  • Adapted quickly to the unprecedented changes in working environment and industry operations during COVID
  • Embraced instant transition to the remote operating rhythm and later adapted to the hybrid remote and in-field operating model
  • Developed strategies to ensure continuity of care for vulnerable osteoporosis patients based on Key Account Management approach, skills, experience and understanding of the customer needs
  • Assisted practices in conducting patient recalls ensuring vulnerable osteoporosis patients stay protected and on treatment in the high-risk COVID environment
  • Successfully assisted practices in identifying over 600 lapsed high-risk Prolia patients through conducting recalls in Cycle 1 and by collaborating with the Reframe nurse and territory buddy
  • Successfully implemented Prolia Protect strategy in over 10 key practices by the end of 2020
  • Promoted a number of virtual educational events across territory together with a wider team of colleagues to further educate GPs on best practice approaches to osteoporosis patient identification, diagnosis, and treatment
  • Focused on effective time and resources management to maximize results and ROI
  • Actively collaborated with AAMP Champion team to build a better understanding and practices for Key Account Management model at a state team level as well as a wider national team
  • Facilitated two training sessions and supported individual teammates to cement understanding of the AAMP model and improve its implementation, in turn, driving better patient outcomes and improving sales KPIs
  • Collaboratively worked with the VicEast and AAMP teammates to ensure a better collective result through sharing personal wins and brainstorming solutions to difficult situations
  • Formed strong working relationships with my sales team colleagues and a number of colleagues across the organization at a national level.

Primary Care Representative

iNova Pharmaceuticals
01.2015 - 01.2019
  • Strong focus on KPIs and activity in line with self-developed unique territory strategy
  • Nominated for primary care sales representative of the year, 2018 at iNova Pharmaceuticals
  • Actively involved in a product launch of a new, unique and exciting treatment option within Obesity Management Market
  • Exceeded the number of target GP enrollments in a Patient Familiarization Program (PFP) to allow practitioners gain crucial product experience as well as provide new patients with a highly effective treatment solution for a serious chronic disease state
  • Organized a number of educational events across territory together with a wider team of colleagues to further educate GPs about Obesity as a chronic disease as well as the newly launched treatment option
  • Focused on effective time and resources management to maximize results and ROI
  • Successfully launched a new obesity treatment option in 2019 within my territory, achieving just over 100% SVT in Q1
  • Worked closely with the OTC colleagues to leverage their relationships with key pharmacies across my territory and identify previously unknown growth opportunities
  • Educated pharmacists and allied health professionals around obesity as a chronic disease state as well as the newly launched treatment option to ensure better patient outcomes and safe use of the new product.

Key Account Manager

iNova Pharmaceuticals
01.2013 - 01.2014
  • Motivate and align team members to act on the commonly-set and mutually beneficial goals
  • Developed and fostered relationships with key account clinics as part of a business growth strategy
  • Identified brand supporters and developed them into Key Opinion Leaders to further promote sales
  • Established strong working relationships with a number of specialists in the field of obesity as well as a number of GP clinics across Melbourne
  • Established successful obesity management clinics within general practices across Melbourne
  • Provided tailor-made solutions for operating obesity clinics to key decision-makers within General Practices
  • Provided ongoing support to ensure best patient outcomes through the use of our products and materials.

Specialist Representative

iNova Pharmaceuticals
01.2011 - 01.2013
  • Identified, engaged and built strong professional relationships with a number of Key Opinion Leaders (KOLs) within Obesity Management space, including highly regarded international level KOLs
  • Helped colleagues across Victoria identify and target high potential growth areas with promotional events
  • Organized and participated in promotional events and dinner meetings
  • Regularly communicated with the team regarding any new activity throughout its life cycle
  • Collaborated with Medical Specialists in the field of Obesity Management to educate General Practitioners about obesity as a disease state enabling them to provide adequate multifaceted treatment and care to patients largely through the use of the company products and resources
  • Collaborated with Marketing and Medical Departments as well as Sales Team Coordinator to ensure that team's common objectives are met and positive sales results are achieved.

Primary Care Representative

iNova Pharmaceuticals
01.2010 - 01.2011
  • Worked with a number of allied health professionals to extend product use
  • Achieved and exceeded individual territory customer-based activity
  • Collaborated with colleagues in various departments to complete self-driven projects
  • Achieved and often exceeded SVT for First, Second, and Third Line Products
  • Achieved and often exceeded individual territory customer-based activity
  • Created territory-based business planning followed by tactical execution of the self-set smart goals.

Head Fashion Designer

KIFA Nikolaev
, Ukraine
01.2008 - 01.2009

Head Designer/Director

Yekaterina Peker
Sydney
01.2006 - 01.2009
  • Australian Fashion Week S/S 2006-2007 fully sponsored participant, Sydney
  • 1st Place Winner Fashion Exposed trade show, September 2006, Melbourne
  • Australian Designer of the Year - 'Rising Star' category, 2007 nomination by Fashion Group International, NY, USA
  • Established and maintained relationships with suppliers
  • Negotiated and subsequently secured lower prices on materials
  • Created and implemented marketing strategies to promote new and existing line of products, such as promotional materials, trade show and Fashion Week participation
  • Established and maintained industry contacts to help promote products
  • Secured new and maintained existing accounts to increase sales via participation in fashion events, through established industry contacts as well as cold calling
  • Secured first account in NY, USA 2007, as well as product distribution throughout chain stores in the Ukraine 2008
  • Developed product lines based on seasonal demand for high volume ladies' casual/basics apparel with a focus on lower-end market niche as well as low volume high-end designer apparel
  • The Train Fashion Expo participant September 2007
  • Australian Fashion Week A/W 2008 participant, Sydney.

Education

Graduate Diploma - Marketing -

Griffith University
01.2018

Medicines Australia/ The University of Queensland -

The University of Queensland
01.2011

Advanced Diploma in Fashion Design -

East Sydney Design Studio
01.2005

Biomedical Science (BSc) -

University of Wollongong
01.2002

Chemistry Major/Biology Minor -

Pace University
01.1998

Skills

  • Key Account Management
  • Primary Care Sales
  • Hospital Specialist Sales
  • Strategic Planning
  • Execution
  • Corporate Marketing Strategies
  • Leadership
  • Market Opportunities Identification
  • Sales Performance Amplification
  • KPI Achievement and Surpassing
  • Customer Partnerships Building
  • Value Delivery in Interactions
  • Adaptability to Changes and Challenges
  • Fast-paced Pharmaceutical Landscape Evolution Adaptation
  • Account Management-based Solutions Finding
  • Continuity of Care in the COVID Environment Assistance
  • Key Stakeholders Assistance within GP Practices
  • Medical Practice Solutions, Guidance, and Education Provision
  • Regional and National Training Session Facilitation
  • Long-term Vision for Value Delivery through Marketing and Medical Resources Utilization
  • Openness to Feedback and Opportunity
  • Collaboration with Teammates and Customers
  • Personal Success Strategies Sharing for Team Motivation
  • Obesity Management Clinic Establishment

References

References available upon request.

Timeline

Senior Biopharmaceutical Representative

Amgen
04.2022 - Current

Territory Manager VIC-TAS / Stallergens Greer ANZ

08.2021 - 04.2022

Senior Biopharmaceutical Representative

Hahn Healthcare for AMGEN
01.2020 - 08.2021

Primary Care Representative

iNova Pharmaceuticals
01.2015 - 01.2019

Key Account Manager

iNova Pharmaceuticals
01.2013 - 01.2014

Specialist Representative

iNova Pharmaceuticals
01.2011 - 01.2013

Primary Care Representative

iNova Pharmaceuticals
01.2010 - 01.2011

Head Fashion Designer

KIFA Nikolaev
01.2008 - 01.2009

Head Designer/Director

Yekaterina Peker
01.2006 - 01.2009

Graduate Diploma - Marketing -

Griffith University

Medicines Australia/ The University of Queensland -

The University of Queensland

Advanced Diploma in Fashion Design -

East Sydney Design Studio

Biomedical Science (BSc) -

University of Wollongong

Chemistry Major/Biology Minor -

Pace University

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Katya Kucherenko