Oleksandr Klepalov

• Manage Health Care business in Ukraine 1. Ensure achievement of growth and profitability market goals 2. Develop marketing strategy (analyses market, portfolio strategy, increase awareness of Nestle Health Science product, communications strategy through the different channels, etc.) 3. Developing commercial strategy (prices, contracts, distributions, market share) 4. Develop E-com channel (site, social media, digital content) 5. Develop FF team (hire, develop) 6. Finance, manage P&L (margin, profit, marketing spends, commercial spends) 7. Building cooperation with doctors, associations (HCPs, patient organizations), charity founds. Main achievements: • Stabilized business and achieved target 2019 organic growth 90% and profitability 130%. • In 2020 protected business in COVID pandemic, review RTM in quarantine. Achieved profitability target 130% • Conducted detailed market analysis, assessed potential core product range. Developed product range strategy. Prepare launch new SKU in 2021. • Developed RTM (expand coverage, visit frequency, categorization HCPs) Singed contract with pharm distributor Venta. • Developed E-com strategy. • Fully managing clinical nutrition business from strategy to execution.

Responsibility: • Development and implementation of regional development strategy • Ensuring the profitability of the region's growth • Market share analyses • Working with clients: development, implementation plan for entrusted territory on monthly basis • Planning of the team (weekly, monthly) • Recruitment, development, motivation, training and monitoring teams (medical / pharmaceutical representatives, territorial / detailing managers, KAM) • Conducting commercial negotiations with offices and branches of distributors' network • Implementation of marketing actions • Reporting as required by the company

• Development and implementation of regional development strategy • Ensuring the profitability of the region's growth • Market analysis • Fulfilment of targets KPI  • Planning, coordination and control of marketing activities. Analysis of the results.  • Recruitment, training, development, evaluation staff. • Motivate the team to achieve their goals. Main achievements: • Increased sales Q4 2014-Q1 2015 vs Q4 2013 - Q1 2015 to the Region by 20% in volume (270 tons), + 22% in UAH (5 million UAH.). • The restructuring of the team, was opening position TMM, JKAM, SV ID

- Negotiating with key accounts - The signing of supply contracts, marketing - Listing / delisting of products - Control accounts (debt) receivable - Check visits to key retail stores - Organization of promo - activity - Control the implementation of contractual arrangements with customers, both local and national on their territory - Maintenance and development of relationships with local and national key accounts as well with distributors - Manage a team of key retail sales of Odessa (9 people), setting goals and sales plans - Indirect control of supervisors in the Southern region, control the implementation of standards of company, compliance with contractual agreements in the key retail