Sergey Mikhno

Experience

• 

  Solvay Pharmaceuticals

  Sept 2006 - Sept 2010

  CRM Manager
• 

  ABBOTT PRODUCTS

  Oct 2010 - Jan 2012

  CRM Manager
• 

  Abbott

  Feb 2012 - now

  • Implementation of Go-To-Market strategy, improving sales and margins through resource allocation, channel and promotional mix optimization, and P&L and ROI optimization.• Development and standardization of the Sales Excellence strategy, processes, and tools across emerging markets in 97 countries.• Monitoring performance, analyzing gaps, and providing actionable insights to senior leadership teams to streamline commercial execution.• Assessing process maturity, developing improvement plans, and continuously monitoring execution while supporting the top 12 affiliates. Show less • Oversaw regional commercial management functions and optimized financial performance while enhancing long-term growth. This included managing processes and financial terms with distributors, trade key accounts management, channel management, pricing strategy, and launch excellence.• Developed, implemented, and managed market delivery plans and P&L commitments at the regional level, establishing strategic vision and tactical plans to drive business results.• Managed the design and execution of the Go-To-Market strategy for 14 CIS countries, ensuring implementation and achieving business results. Also oversaw regional commercial functions, pricing, trade, and sales force effectiveness processes across these countries.• Managed SFE, CRM & MCE, Business Intelligence, and Training & Development functions, driving commercial effectiveness, omnichannel engagement, and digital transformation initiatives.• Managed regional motivational and talent development programs for sales and marketing. Show less • Led the Regional Commercial Excellence department, guiding a cross-functional team to develop and implement strategies that drove business growth.• Managed regional commercial functions across 15 countries, developing and executing GTM strategy, pricing, commercial, trade, and SFE processes, resulting in improved regional performance.• Directed various systems and projects, including CRM (Salesforce.com) and CLM, analytical systems (QlikView and Power BI), and digital multichannel engagement projects.• Facilitated capability-building and motivational programs to enhance execution and motivation.• Co-managed transformational projects in other regions of Abbott EPD and established the Commercial Excellence function and processes in Russian and Pakistani affiliates (Aug 2018 - Feb 2020).• Held interim GM business responsibility for the Kazakhstan affiliate for 9 months in 2017. Show less

  • SFE Director EPD Emerging Markets

    Apr 2020 - now

  • Regional Commercial & SFE Director CIS

    Oct 2019 - Mar 2020

  • Regional Sales Force Effectiveness Director Turkey&CIS

    Jan 2017 - Sept 2019

  • SFE Manager CIS&Africa

    Apr 2016 - Dec 2016

  • CIS SFE Manager

    Feb 2012 - Mar 2016