Ján Petrilák

• To lead, manage, and develop the overall performance of the business franchise/unit's current and future product portfolio, and deliver sales and profits.
• Lead and develop a high-performing sales and marketing team, and build effective and enduring business relationships with key customers and stakeholders.
• Accountable for delivering the business unit sales, market share, and profitability.
• Define, develop, and implement short- and long-term strategic marketing and sales plans in line with regional and global marketing strategy.
• Define, drive, and oversee the launch planning and execution of upcoming key launches by ensuring seamless cross-functional and cross-divisional collaboration.
• Optimise sales force performance and return on investment.
• Enhance sales force capabilities, and continue to develop innovative commercial strategies to ensure success in an evolving healthcare environment.
• Responsible for the P&L, budget, and financial performance of the unit, ensure alignment to all Ethics, Risk, and Compliance policies, and manage key processes.
• Member of the top management.

Key Achievements:

• I was hired with one big, bold objective: to reverse the negative performance trend in the OTC Sandoz division, which had started three years ago, in 2017.
• After implementing and setting up the strategic changes, the OTC business has started to grow by 51% from 2021 to 2024.
• Focused first on improving gross margin by decreasing gross-to-net discounts. In three years, GtN decreased by 3.5 ppt.
• In marketing, we focused on Brand Building Strategy, Clear Expert Positioning, and Unifying Brand codes (Brand assets) to achieve a competitive share of voice in order to strengthen position No. One of the ACC and Exoderil brands.
• In sales, our strategic changes include: creating the new sales structure, new segmentation, increasing awareness among doctors, establishing trade marketing, and key account positions.
• In channel strategy: Improving e-commerce in pharmacies where we have increased our sales by 70%, diversification of chains mix, and entering new channels like e-shops.

• Responsible for the marketing department, managing four categories and four leading brands in these categories.
• Responsible for business development.
• Responsible for digital marketing.
• Responsible for the Medical department.
• Leading eight people.
• Member of top management responsible for countries' performance and P&L.
• Set up the company strategy as a board member.
• Responsible for the country's P&L.
• Establishing clear positioning and marketing strategy.
• Leading four main categories in the marketing department: Brands: Sunar, Sunarek, Schawrtau, Corny; three Brand Managers.
• Leading the business development team, one Project Manager.
• Leading medical middle-management team; 1 Nutrition Manager, 1 Medical Liaison Manager.
• Leading digital marketing; 1 Digital Manager.
• Leading trade marketing: one trade marketing manager.
• Aligned marketing objectives with business goals, ensuring coherent strategy implementation.

Key Achievements:

• After setting up the new organisation structure, marketing, and sales strategy, the company grew from 2014 to 2017 by 6 million USD in Net Sales Value. On average, 7% every year.
• Operational profit grew in this three-year period by 1.5 million USD, with double-digit growth every year.

• Responsible for leading the international brand teams across Europe to achieve a leading position by setting up the business objectives and strategies.
• Managing relevant activities in order to achieve set goals.
• Leading the corporate marketing strategy for brands: Degasin, Livinorm, Septofort, and Stopex, with a total size of 150 million CZK in 2013.
• Lead and co-ordinate the international brand teams to achieve goals.
• Leading the brand life cycle management, as well as defining clear positioning for individual brands.
• Establishing clear positioning and communication strategy, from brand concept to copy development, for the key brands and managing ATL communication creation.
• Supporting the flawless implementation of the category/brand strategy at a country level by close cooperation with the local marketing team.
• Leading the business development team.
• Collaborated with key stakeholders to align business objectives and category strategies.

• Act as Managing Director of the company, with the main focus on marketing and sales operations.
• Financial Management (P&L, plan, budget, forecast, price policy).
• Leading and controlling Marketing and Sales operations (ATL, BTL strategy), selection of key people.
• Responsible for all legal matters (business register, business, and employment labour law).
• Maintained agile, responsible organisation with sustained revenue growth by monitoring industry forecasts, honing budgets and adjusting marketing strategies.

• Responsible for leading the international brand teams across Europe to achieve a leading position by setting up the business objectives and strategies.
• Managing relevant activities in order to achieve set goals.
• Leading the corporate marketing strategy for brands: Essentiale, Nospa, Endiaron, and Festal/Pancreolan, with a total size of 80 million EUR in 2011.
• Lead and co-ordinate the international brand teams to achieve goals.
• Leading the brand life cycle management, as well as defining clear positioning for individual brands.
• Establishing clear positioning and communication strategy, from brand concept to copy development, for the key brands and managing ATL communication creation.
• Supporting the flawless implementation of the category/brand strategy at a country level through close cooperation with the country marketing team.
• Acquiring new business opportunities.

• Responsible for leading the Digestive health and Female care category in the Czech Republic, Slovakia, Romania, Poland, Russia, Ukraine, Lithuania, Latvia, and Estonia.
• Responsible for marketing strategy development, new business opportunities definition, and category performance.
• The total size of both categories was valued at 500 million CZK/20 million EUR in 2010.
• Responsibility for six products within the Digestive Health and Female Care categories (Endiaron/Endiex, Pancreolan Forte, Acix, Dicarbocalm, Mycomax, and Calcium Panthotenicum) across countries.
• Creation of a development product concept for Baltic countries.
• Preparation of sales plans for individual products.
• Responsible for communication with end consumers, and managing ATL communication creation (TV spots, Radio, Web, Print).
• Full responsibility for the local (Czech Republic and Slovakia) brand marketing management within the mentioned categories (1 year).

• Responsible for medical support of corporate marketing, sales, and business development teams.
• Managing relevant activities of the whole CHC (Consumer Health Care) group, and maintaining relationships and support from key opinion leaders.
• Negotiation, lobbying, and communication with key opinion leaders.
• Responsibility for switch of RX to OTC products.
• Supervision of clinical studies.
• Support in the product registration process.
• Co-operation with the Business Development Department by implementing and designing new products.

• Responsible for gynaecology and oncology clinic, embedded patient care.
• Provision of safe and effective medical care, diagnostics, and therapy-prevention activities.
• Performance of complicated cancer surgeries, e.g.,
• Radical hysterectomy, breast surgery, laparoscopy, and uro-gynaecology surgery.
• Pre-operation examination and post-operation care.
• Sonography examination, breast examination.