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Stela Ayarova
Key Account Manager
Sofia
Summary
Collaborative Key Account Manager with demonstrated success in relationship building, negotiating and developing new business within targeted and assigned accounts. Strong analytic, quantitative and technical aptitude with great attention to detail. Self-motivated, driven and adaptable with proven track record of exceeding goals.
Overview
2025
2025
years of professional experience
2
2
Languages
Work History
Key Account Manager
Adalvo
1 2024 - Current
- Responsible for fostering strategic partnerships with high-value clients
- Managing 40 million Euro portfolio and converting it to sales in 2024
- Developed and maintained project schedules remotely, tracking progress against key milestones to enhance team accountability and project transparency
- Strengthened client relationships through regular communication and effective problemsolving, driving sales growth, and ensuring OTIF KPI was consistently at 100%.
- Act as a mediator between partners and departments.
- Responsible for new product launches and stable replenishment flow
- Developing long-term client growth strategies, monitored progress through KPI tracking
- Researching market trends to identify new opportunities for business expansion
- Day-to-day communication with internal stakeholders, partners and CMOs
- Post signature contract negotiations
Senior Launch Manager
Adalvo
08.2023 - 01.2024
- Lead the execution of product launch projects for company’s top accounts
- Direct reporting on a weekly basis to company’s top management
- Successfully managed the launch preparation activities for many molecules across various therapeutic areas
- Responsible for managing the lifecycle of a large portfolio of products (from start until delivery)
- Define and monitor the timelines of the different steps within the launch phase to ensure on time/in full launches
- Manage effectively cross-functional activities and ensure internal and external stakeholders are fully aligned – initiate vendor and SKU code readiness in SAP, communicate deadlines, manage customer forecasts and FOQ, create POs, monitor and control artwork readiness, ensure and coordinate in time transportation
- Act as interface function between various internal and external stakeholders in relation to the successful project execution – Quality, Regulatory, Procurement, Portfolio management and Business development
- Show Customer centric approach in order to achieve the desired KPIs - provide high quality customer service interacting with the partners in order to deliver products on time/in full
- Build strong relationship with Suppliers in order to deliver the expected business outcome in line with the Customer requirements
- Identify and manage launch risks, develop strategy and solutions to mitigate in case of deviations
- Provide visibility and proactive information on launch project progress to all concerned Parties
- Lead regular meetings with involved stakeholders to assign tasks, report progress and review relevant timelines
- Support the reporting of launches on regional level in different forums and systems
- Ensure process improvements and optimization – demonstrate ideas and out-of-the-box thinking
Launch Manager
Adalvo
02.2022 - 08.2023
- Successfully managed the launch preparation activities for many molecules across various therapeutic areas
- Responsible for managing the lifecycle of a large portfolio of products (from start until delivery)
- Define and monitor the timelines of the different steps within the launch phase to ensure on time/in full launches
- Manage effectively cross-functional activities and ensure internal and external stakeholders are fully aligned – initiate vendor and SKU code readiness in SAP, communicate deadlines, manage customer forecasts and FOQ, create POs, monitor and control artwork readiness, ensure and coordinate in time transportation
- Act as interface function between various internal and external stakeholders in relation to the successful project execution – Quality, Regulatory, Procurement, Portfolio management and Business development
- Show Customer centric approach in order to achieve the desired KPIs - provide high quality customer service interacting with the partners in order to deliver products on time/in full
- Build strong relationship with Suppliers in order to deliver the expected business outcome in line with the Customer requirements
- Identify and manage launch risks, develop strategy and solutions to mitigate in case of deviations
- Provide visibility and proactive information on launch project progress to all concerned Parties
- Lead regular meetings with involved stakeholders to assign tasks, report progress and review relevant timelines
- Support the reporting of launches on regional level in different forums and systems
- Ensure process improvements and optimization – demonstrate ideas and out-of-the-box thinking
Supply Manager, TPM
Teva Pharmaceuticals
06.2018 - 02.2022
- Lead the monthly development of a replenishment plan for each allocated 3rd Party Manufacturing site that supports customer service and inventory metrics for all countries and global business units across the defined product portfolio;
- Lead the development and agreement of constrained replenishment plans for existing and new products
- Ensure that signoff of replenishment plan with predefined group of assigned 3rd Party Manufacturing sites is agreed monthly through a supply consensus process including identification of key constraints and implications;
- Support the Global and Regional S&OP process through relevant metric reporting and summary of key supply/capacity decisions required;
- Evaluate changes requested in the frozen window to best response to market and Actavis business needs;
- Manage customer service issues and facilitate discussions to resolve with the 3rd Party Manufacturing sites and markets
- Perform management reporting on customer service issues;
- Actively contribute to the development of the supply planning strategy and implement relevant elements within 3rd Party supply planning area according to globally agreed SC planning strategy;
- Actively participate in new product introduction teams and ensure supply plans are developed, communicated and executed in support of the project timelines
- Provide updates to senior leadership including identification of key milestones and resources required
- Includes product transfers, as appropriate;
Supply Service Specialist
Teva Pharmaceuticals
06.2018 - 02.2022
- Successfully transferred Supply Service Team from Germany to Bulgaria
- Supply Service function processes, tracks, and optimizes information-and product flow between markets, TPO EU planning department and other relevant parties like Artwork management, Quality assurance, Quality control, Regulatory affairs, logistics, launch/transfer/switch-team etc
- Supply service specialist acts as single point of contact for replenishment and information exchange into and out of TPO EU SC Hub regarding all Supply Chain related topics
Procurement Ordering Specialist
IBM
08.2016 - 04.2017
- Procurement Ordering team is responsible for one of the major's suppliers of IBM - Cisco and dealing on a daily basis with IBM internal clients (customer fulfillment, sales, technology teams) as well as with vendor's representatives from different functions (customer support, logistics, collection, finance) ensuring that the orders are submitted to the supplier on time and payments are made without delay
- EMEA process maintenance and ordering support (blocked invoice handling, PO creation, failed orders handling) for all EMEA countries;
- Support for internal clients in case of purchase order related inquiries;
- The role is related also to continuous development and enhancement of the supplier's ordering process in Europe
- Participation in projects related to tool, system changes, improvements and roll out of the supplier's ordering process in new countries (e.g Asia Pacific countries)
Senior Exception Coordinator
Hewlett-Packard
11.2015 - 08.2016
- Senior Exception Coordinator is responsible to support the team lead and a sub-team of professionals assigned to support the client, ensuring each team member adheres to all processes, work instructions and polices
- Acts as first level escalation contact
- Ensures the sub-team performs and achieves the specific targets, according to day-to-day operations of the team through observation, feedback and improvement of the work processes and internal communication
- SPOC for providing assistance in relation to HR and Operational processes
- Assist Team Leader with People Care activities
- Handles operational escalations (level one)
- Ad hoc reporting and analysis (including Error reporting), checking and applying corrective measures for their prevention and/or adjustment
- Assisting in a daily task assignment, monitoring and workload distribution
- Meets and maintains security clearance requirements of both Sofica and HP Company and relevant clients
- Provides feedback for each team member in view of assessment and development
- Participates in the process of induction training and on-boarding of newly-hired people
- Participates in the identification of employees' training needs
- Monitors and controls e-learning for newly-hired people in a timely manner
Customer order coordinator
Hewlett-Packard
12.2013 - 11.2015
- Engaged in part availability within the HP SC Network (EMEA region)
- Using SAP ERP on a daily basis to create/edit purchase requisitions, purchase orders, sales orders and material transfers; to check on material availability; data extraction and research;
- Identifying and handling of order related issues in SAP
- Using various tools and sources of information to investigate and provide the optimal solution for the customer;
- Communication with internal planning/supplying teams and external partners regarding issues with logistics operations
- Back-Order Management;
- Analyzing the performance fluctuations;
- Proposing corrective action plans;
- Regular producing of reports
- Preparing performance presentations
Education
Master of Science - Business Logistics
University of National And World Economy
Sofia, Bulgaria 04.2001 -
Bachelor of Science - Economics of Transport
University of National And World Economy
Sofia, Bulgaria 04.2001 -
High School Diploma -
Mathematical High School Konstantin Velichkov
Pazardzhik, Bulgaria 04.2001 -
Skills
Account development
Data-driven decision-making
High-impact proposal presentation
CRM software proficiency
Customer contract
Customer satisfaction
Analytical thinking
Attention to detail
Sales tactics
Sales negotiations
Problem-solving abilities
Adaptability
Software
SAP/ SAP ECC ERP systems
Salesforce
CAAPS
APICS
Interests
Love spending time with my family, visiting new places and showing the world to my daughter
Timeline
Senior Launch Manager
Adalvo
08.2023 - 01.2024
Launch Manager
Adalvo
02.2022 - 08.2023
Supply Manager, TPM
Teva Pharmaceuticals
06.2018 - 02.2022
Supply Service Specialist
Teva Pharmaceuticals
06.2018 - 02.2022
Procurement Ordering Specialist
IBM
08.2016 - 04.2017
Senior Exception Coordinator
Hewlett-Packard
11.2015 - 08.2016
Customer order coordinator
Hewlett-Packard
12.2013 - 11.2015
Master of Science - Business Logistics
University of National And World Economy
04.2001 -
Bachelor of Science - Economics of Transport
University of National And World Economy
04.2001 -
High School Diploma -
Mathematical High School Konstantin Velichkov
04.2001 -
Key Account Manager
Adalvo
1 2024 - Current
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