CURRICULUM VITAE

PERSONAL BACKGROUND :

Name : Andreas Tjoe Surjadiono

Sex : Male

Place / Date of Birth : Cirebon, Juli 19, 1970

Marital Status : Married, 1 Children

Religion : Christian

Health : Good

Nationality : Indonesian

Address : Jl. Tanjung Barat Raya No 6

Pasar Minggu

South – Jakarta

Mobile phone : +62 82125120692

Email : andreasbible@gmail.com

EDUCATIONAL BACKGROUND :
Bethany Theological School Surabaya, Thesis, 1995
University 17 Agustus 1945 Surabaya, Semester 4, 1995
SKILLS THAT BELONGS :
Leadership, Interpersonal, Communication, Analyzing, Relationship, Strong team
building, Empowering, Motivating, Time Management, Budget management,
Negotiation, Focusing and Computer usage.

QUALIFICATIONS :
- Survey, analyze, improve, and control :
Sales growth, market development, competitor and the implementation of sales
strategies.
- More than thirteen years of experience in leadership and managing
the sales team to achieve sales.

WORKING EXPERIENCE :

PT. Sinar Roda Utama

 Position : Senior Regional Manager 2011 – Present

Report to General Manager

Key objective :
 Achieving sales targets that have been agreed.

 Develop business hemodialysis and non-hemodialysis (syringes,

infusion sets, blood glucometers, etc.) by conducting KSO with the
Hospital for Jabodetabek and Kalimantan Barat

 Develop business each branch in the retail sector, hospitals and

tender.
  To involves in developing subordinat motivation in all person to do
effectively implementation of marketing strategies, direction of sales
program.

 Developing all customers partnership ( scientific approach and non

scientific approach ).

PT. OTSUKA INDONESIA

 Position : Senior Area Manager 2004 – 2010

Report to Regional Sales Manager

Key objective :
 Achieve sales targets Area setting by Company.
 To involves in developing subordinat motivation in all person to do
effectively implementation of marketing strategies, direction of sales
program.
 Developing all customers partnership ( scientific approach and non
scientific approach ).

Tasks will be undertaken :

1. Perform analysis of every month:

• Analyzes the sales of each product compared to the target, the

contribution of sales to total sales and compare with the national
contribution per product as well as the potential market. and the search for
deviation.
• Analyze product sales per outlet to find out the strengths and weaknesses
of the sector outlets.
• Analyze the results of customer surveys to determine customer main
medium and small customers for our products. find out if there are new
customers and customers who switch to a competitor.

• analyze the work process or the SWOT analysis include the following:
o Internal factors: company policy, marketing mix factors are product,
price, place - the distribution and promotion, especially promotion team
(Medical Reps) in terms of visits to customers, competence, etc.
o external factors consisting of market conditions (size, growth, change
segment, etc.), customers (an increase, a run, changes in behavior) and
competitors (new competitors, competitor activity, etc.).

2. Make the planning of each month

• Dividing the total target sales per product to be targeted to each outlet
and the customer.
• Allocate each target outlet and customers to each team promotion
(medical reps). So that each Medical reps have sales targets per product for
each outlet and the customer.
• strategic planning and customer visits to the outlets that include:
a. Frequency of visits
b. Benefit products / programs to be presented.
Objection Handling o what will be anticipated.
c. How to replace competitors' products.

d. Form relationship and attention to be given to the customer.

• Planning the implementation of the programs that have made
marketing department.
• Make a time plan for each plan based on priorities.

3. Implement the planning

• Implement any plan that has been made.
• Ensure all Medical reps (promotion team) perform any planning
properly in accordance with the time plan.
• Conducting on the job traning with any Medical reps (promotion
 team).

4. An evaluation of each week

• The evaluation includes evaluation of work performed (actual sales
compared to the target) and the evaluation of the activity or program that
is run (if the plan has been implemented with the appropriate, if effective,
what is good and should continue, what is not good and should be stopped,
what Good but not yet implemented and should be carried out on the next
activity).

 Position : Area Manager 1997 – 2004

Report to Regional Sales Manager

Key objective :
 Chart a strategic area, set the scheduling of visits and sales
target for the maximum achievement of sales.

 Monitor and evaluate the achievement of sales targets in a

sustainable.

 Developing all customers partnership ( scientific approach and non

scientific approach ).

Tasks will be undertaken :

1. Perform analysis of every month
• Analyzes the sales of each product compared to the target, the
contribution of sales to total sales and compare with the national
contribution per product as well as the potential market, and the search for
deviation.
• Analyze product sales per outlet to find out the strengths and weaknesses
of the sector outlets.

• Analyze the results of customer surveys to determine customer main

medium and small customers for our products. find out if there are new
customers and customers who switch to a competitor.
• analyze the work process or the SWOT analysis include the following:
o Internal factors: company policy, marketing mix factors are product,
price, place - the distribution and promotion, especially promotion team
(Medical Reps) in terms of visits to customers, competence, etc.
o external factors consisting of market conditions (size, growth, change
segment, etc.), customers (an increase, a run, changes in behavior) and
competitors (new competitors, competitor activity, etc.).

2. Make the planning of each month

• Dividing the total target sales per product to be targeted to each outlet
and the customer.
• Allocate each target outlet and customers to each team promotion
(medical reps). So that each Medical reps have sales targets per product for
each outlet and the customer.
• strategic planning and customer visits to the outlets that include:
a. Frequency of visits.
b. Benefit products / programs to be presented.
Objection Handling o what will be anticipated.
c. How to replace competitors' products.
d. Form relationship and attention to be given to the customer.
• Planning the implementation of the programs that have made marketing
department.
• Make a time plan for each plan based on priorities.

3. Implement the planning

• Implement any plan that has been made.
• Ensure all Medical reps (promotion team) perform any planning properly
 in accordance with the time plan.
• Conducting on the job traning with any Medical reps (promotion team).
4. An evaluation of each week
• The evaluation includes evaluation of work performed (actual sales
compared to the target) and the evaluation of the activity or program that
is run (if the plan has been implemented with the appropriate, if effective,
what is good and should continue, what is not good and should be stopped,
what Good but not yet implemented and should be carried out on the next
activity).

 Position : Medical Sales Representative 1996 – 1997

Report to Area Manager

Key objective :
 Responsible for all promotional and field activities in the respective
territory in achieving territory target.

 analyzing the sales of each product compared to the target, find out
which products have a positive or negative deviation.

Tasks will be undertaken:

1. Make regular visits to the customer:

- A visit to the doctor to promote, explain and remind doctors top

prescribe medicinal products to patients in accordance with his or
her right indication, at least eleven doctor per day.

- Visits to the Dispensary to conduct surveys to find anybody know a doctor who
prescribed us, the doctor who wrote the products of competitors, at least
two pharmacies per day.

2. Analyze each marketing activity and the activity of the visit then make
a plan of action.

3. Breakdown total target to every doctor and every doctor's prescription in

accordanc potential.

4. Creating an action plan for each target physicians with marketing activities such
as product presentation slides, round table discussions and clinical surveys and
sales activities such as building a good relationship to each doctor of each match
condition, physicians need and character.

5. Focusing on doctors do potential target of at least two physicians by month is

the intense action with a visit can be up to more than two times by day and in
activitas sales to make the potential doctors who are not familiar with our drug
until your doctor writes a prescription drug used to us.

6. The doctor maintains each user with regular visits and sales activities

7. Make a fuss every activity with the following reason and deviation of it saction
plan and time line.
TRAINING :
 ”Area sales management “ Sistem 500 IMS International 1998
 Pengembangan sikap mental 1999
 The Empowering leader 2000
 The Seven Habits “of highly effective people “ Franklin Covey 2001
 “ You are leader “ Institute for Leadership and Life
Management 2006
 “Coaching with emotional quotient “Institute for Leadership
and Life Management 2006
 8 Ethos kerja Profesional, Institute Darma Mahardika 2009

MOBILITY :
There is no constraint with mobility as long as it is related with career
development.

CAREER GOALS :
- Being a National Sales and Marketing Manager within the next five years

Signed:
Job Holder : Andreas Tjoe Surjadiono