Piotr Pęziński

• Class A introduction for agreed affiliates – quality of processes with focus on Sales & Operations Planning, Demand Management, New Products Introductions. Implementation of Class A standards. Change management: principles & behaviors. Measurement (KPIs). Audit and certification.
• Achievements: Class A affiliates: 20% forecast error (vs 75% non-Class A) and +95% Customer service level (vs less than 90% non-Class A) resulting in improved commercial performance, less write-offs, less backorders, improved cash flow.
• Cross functional work with Marketing, Sales, Regulatory, Market access, Distribution, Finance, Licensing & Acquisition to align commercial strategies with supply chain and finance
• Main KPIs: Financial Plan execution, Forecast accuracy, Customer service, Backorders, Launch on Time (NPI)

Business Excellence Manager, ABBOTT Laboratories Poland, Warsaw. Reporting to General Manager.
13 people of personnel reporting
Core job responsibilities: managing
- Sales and Operations Planning process: integrating all major business processes in the company including Strategy Planning and Financial Reconcilliation, Demand process (Planning and execution): marketing plans and assumptions, success parameters, root cause analysis
- Supply chain management: Distribution (cooperation with wholesalers), Logistics ( stock management, cooperation with distribution center ALOG in the Netherlands), Tenders management for hospital products
- New Product Introduction process
- Sales Force Excellence process: SF effectiveness - setting plans and bonus system, effectiveness parameters, analysis of results, incentive programs. SFE certification
- Training: responsible for training planning, execution, budgeting and projects for both sales force and office staff
- Continuous Improvements process: coordination of CI projects, education in CI tools and techniques, promotion of CI culture
- Building data warehouse and consolidation of the reporting system
- Business development (co-promotion, in/out licensing etc)
- Cooperation with 3rd party services providers (IMS, Cegedim, Pharmaexpert etc.)
- Process management - Continuation of Class A processes integration linking all functional areas of the affiliate through projects monitoring/resource planning
- Office management supervision
- Market research supervision
- Responsible for Class A recertification and sustainability of processes introduced with the program

• Global projects management. Managing cross functional teams cooperation & communication to execute projects: operations, finance, commercial, supply etc.
• Working with Affiliates on business cases preparation and approvals for projects
• Projects progress control and monitoring
• Process improvements: simplification, acceleration, flow changes etc.
• Develop structured approach and understand Commercial background of projects including Launch readiness (marketing, supply chain and Sales Force) and post launch review (measures of success and best practices)
• NPI Tool management
• Cooperation with Global marketing and commercial teams on global NPI projects preparation and execution
• Cooperation with Operations team on projects execution
• Preparation of reports for Top Management and functional areas
• Improvement of communication channels via creating links in matrix organization
• Focus and execution of discipline in the NPI process
• Projects prioritization. Understanding strategic commercial assumptions and importance of projects from Affiliate and Global perspective

• Managing Regional Sales & Operation Planning process covering Demand, Marketing, Finance for sales planning and execution
• Markets projection and analysis including environment (regulatory, reimbursement, channel strategy etc)
• Sales Force effectiveness projects
• Project management
• New Products Introduction process.
• Organizational excellence, Effectiveness improvement projects – communication, structure, processes
• Building cross functional links between Finance, Marketing, Sales, Demand, Regulatory between countries, Region and Area.
• Integration of data, data management and reporting.
• KPI and root cause management