Andrey Makhotin

Lead business strategy and daily operations for a seafood/oyster hospitality concept in Orlando. Drive marketing, guest experience, team development, vendor relationships, pricing, budgeting, and performance tracking. Plan and execute community/charitable events and local media partnerships to increase brand awareness.

Consulting & marketing company with focus in pharmaceutical industry became a business partner with exclusive rights to promote and commercialize the Products registered by Tolmar, Inc. • Responsible for operational activity of the company in Russia & Kazakhstan • Sales, commercial strategy, pricing & agreement terms, cashflow management

Established a consulting and commercialization business with exclusive rights to promote and commercialize Tolmar products. Organized effective operational start-up in 2 months and overachieved financial goals (2017–2019). Launched a Bosentan analogue reaching ~70% market share in the first year.

Reported to the Head of Representative Office, Business volume $4M, # of direct reporters 12 • Manager of Managers • Commercial strategy, pricing & agreement terms, cashflow management • New business development, e.g. portfolio extension (including OTX) and new markets launch (Uzbekistan, Belorussia) • Head of business in Kazakhstan

Led oncology business performance across Russia/CIS; delivered double-digit year-over-year sales growth and positive financial results. Owned commercial strategy, pricing and agreement terms, and cashflow management; drove new business development and market launches. Managed leaders and teams; adjusted headcount to meet mid-term goals and expanded salesforce geographic coverage and incentives.

Reported to Market Access Director • Market access strategic and operational processing in accordance with overall company goals • Building strong relationships with Key Opinion Leaders, authorities, professional and patient societies to get support in dedicated therapeutic area • Lead joint projects with stakeholders in therapeutic area to shape the external environment in favor of virology portfolio • Value creation based on Marketing, Medical and Health Economy input

Led market access strategy and execution; partnered with Medical, Marketing, and Health Economics teams to build value. Built relationships with KOLs, authorities, and professional/patient societies to strengthen access and adoption. Created and launched national disease-area programs (HIV and viral hepatitis) to support ecosystem development and patient engagement.

Reported to the Head of Strategic Department, Business Volume $5-7M, # of direct reporters 5 • Product contribution responsibility for Oncology Portfolio • Value creation based on Marketing, Medical and Market Access input • Strategic and operational processing in accordance with overall company goals • Life cycle management • Member of the Operational Board

Reported to the Head of Health Economic / Market Access / Reimbursement and then to the Head of Specialized Care Department, Business Volume $5-40M, # of direct reporters up to 45 • P&L responsibility for Oncology Portfolio • Cross functional leadership of Marketing, Medical, Health Economics and Market Access • Strategic and operational business planning in accordance with overall company goals • Experience in new business development, new product acquisition and launch • Lead in Market Access projects focused on advocacy platform and governmental partnership initiatives • Commercial Strategy development, including financial conditions and cooperation programs • Organizational leadership, including team management of 45 employees, talent management, sales force efficiency and deployment

Reported to Franchise Head Oncology, Business volume $40-45M, one direct reporter (as a part of development plan) • Development and implementation of brand strategy for Eprex and Durogesic • P&L processing (budget, commercial policy, pricing strategy, investment level to ensure product profit) • Coaching junior staff in key developmental areas • Development of franchise strategy (build product portfolio, SF efficiency & deployment) • EMEA Marketing Team Member • Customer and Industry Networking

Reported to Franchise Head Oncology, Business volume $15-45M, no direct reporters • Development of marketing strategy (alignment with J&J Global Marketing Platform, launch of country promotion campaign) • New products launch (line extension for Eprex, Yondelis) • Budgeting (business & strategic planning process leader for Oncology brands) • Market analysis and forecast • Key Opinion Leaders Networking • Product trainings for specialized field force • Promotional activity (multi-channel platform) • Experience in Life Cycle Management (LLCM, biosimilar concept)

Held P&L responsibility for oncology portfolio (business volume up to $40M); led cross-functional teams across Marketing, Medical, HEOR, and Market Access. Managed organizations and teams up to 45 employees; improved salesforce effectiveness, deployment, and talent development. Led market access initiatives focused on advocacy platforms and governmental partnership projects. Developed and executed brand strategies for Eprex and Durogesic; launched Eprex to best-selling status in outpatient reimbursement segment. Served as EMEA Marketing Team member and Operational Board contributor, driving lifecycle management and strategic planning.