Being a good leader does not just mean holding a high position

Introduce yourself in a few words..

My name is Gogo Krustev and I have been working in the pharmaceutical industry since 2006, I am a pharmacist by education. During my career, I have been in both large, so-called Big Pharma companies as well as in smaller companies, both in original and generic, as well as in retail and in the tender business, head of various departments in various therapeutic areas, and for the past year, I have been the head for Bulgaria of a biopharmaceutical company focused on innovative medicines that we manage to secure for the markets in Central and Eastern Europe, including Bulgaria.

How would you describe your career in a few words?

It is difficult for a person to describe what I have worked on over the years, but if I must…, I would say that I am satisfied with what I have gone through. The good thing is that over the years I have gone through the entire career ladder and I dare say that I have a view of the different functions – from medical representative, through brand manager, sales, marketing manager, head of marketing team and head of representation.

Being a good leader does not just mean holding a high position – it means understanding people, the processes and the challenges at every level in the organization. When a person passes through the different stages of career development, they not only accumulate experience but also build empathy, respect, and a real understanding of how business works from the inside.

Does climbing the ladder step by step provide opportunities?

-       To understand the details of operational work – something that often remains invisible from above.

-        To build trust and authority among colleagues, because you have been in their place and know what their job requires.

-        To make more informed decisions based on real experience, not just on theory or reports.

-        To manage with understanding, not with distance – the leader who has gone through all levels knows when to demand and when to support.

-        To be placed directly in a leadership position without this experience can lead to a lack of connection with the team, misunderstanding of real problems, and making decisions that do not reflect the needs of the people on the ground.

True leadership is built with time, experience, and respect for every role in the organization. There is always more to learn from your colleagues. If you feel this way, then you are in the right place.

What was the most important choice that shaped your career?

The most important choice was back when I had to choose what to pursue. As a person from a medical family, my parents really wanted me to be a doctor, but I remember the specific moment – on a bench at the Vasil Levski stadium in Sofia, when I decided that I would study pharmacy and work in this industry – since then 25 years have passed including 6 years of study, but what I decided back then and to this day is the most important decision in my life in terms of career and I do not regret it for a moment.

During my career in the industry, I dare say that the most important decision I made was to leave my first employer, where I spent almost 12 years at the beginning of my career. You understand that after so much time it is not easy to make the decision to start over – to have to prove yourself, to learn how different companies operate, to learn how to work with new people and in new therapeutic areas, but actually this gave me the opportunity to learn a lot - how to approach the market, how to structure teams, what and how to prioritize. This gave me a broader perspective on the industry. I managed to meet different cultures and learned about different ways of motivation, effective communication and different ways to achieve the necessary results. This helps you develop adaptability and emotional intelligence – key qualities for leadership today! For the next 7-8 years, I learned much more than if I had not made a change. Every transition – new role, new company, new industry – brings with it a chance to step out of your comfort zone and build new skills. By accepting change as an opportunity, you not only adapt – you grow. I am grateful for everything that has happened to me. And I haven't even mentioned the people and colleagues I met who will remain friends for life – they are the most valuable part of the entire journey.

How can a person understand which profession is suitable for them

Here I am lucky, I managed to understand early in life and I am happy with what I do. But if I have to be honest, a person needs to try to understand what is for them. To understand which profession is “yours” is not a one-time act, but a process of self-discovery – of oneself, of possibilities and of reality. Do not be afraidto try something new – even if it is not “perfect”, you will learn something about yourself and you will be one step closer to what you are looking for.

Sometimes the path to the right profession goes through several “wrong”, but this is not lost time – this is experience that you will always have.

What skills do you think will be key in the next 10 years?

In the next 10 years, leaders in the pharmaceutical industry (but also in many other industries) will need to develop and refine skills that reflect both technological advancement and social and economic transformations not only in the healthcare sector but also in the new realities of the business environment.

Leaders will need to make decisions in a dynamic environment – with rapidly changing regulations, new therapies and global health, economic, even military challenges. Adaptive leadership will be key – the ability to respond quickly and adjust plans in real time. It will be difficult to plan 3-5 years ahead, as before. The use of artificial intelligence, machine learning, and big data analysis will be at the core of strategic decisions. Leaders will need to be able to interpret complex information and turn it into action. Decisions will no longer be made solely with profit in mind, but also with consideration for the long-term impact on society, the environment, and employees. This requires systematic thinking and ethical leadership. Understanding the human aspects of decisions – how they affect teams, clients, and society – will be increasingly important. Emotional intelligence will help for better communication, motivation, and conflict management. Decisions will need to take into account global factors – geopolitics, supply chains, cultural differences. This requires a global perspective and cultural sensitivity.

Employees will also need to develop a combination of technical, digital, communication, and adaptive skills that will keep them competitive in the next decade. In the future, employers will seek people who not only perform tasks but think strategically, ask questions, and propose solutions. Regardless of the role – the ability to work with digital tools, understand data, and use technology effectively will be essential. In a world of hybrid work and global teams, the ability to communicate clearly, work with different people, and build trust will be key. Companies will value employees who think “out of the box“, offer new ideas, and are not afraid to experiment. Employees, who invest in their own development – through courses, certifications, new languages or skills – will always be one step ahead.

How to build a network with useful contacts without appearing interested?

Building a network of contacts (or the so-called networking) is a strategic process that requires time, authenticity, and consistency. For me, it is extremely important when you build contacts – to have a goal – not just to connect with different people, but with people from whom you can learn something, people who pull you forward, people with whom you have the same interests. For good professionals, it is important to be active in professional circles – to participate in conferences, webinars, training, industry events. It is extremely important that when you connect with someone, you show authentic interest, know what they do, know what their interests are, etc. Networking is not just about "taking," but also about "giving" – show that you can be helpful too, with information, knowledge, or that you can contribute to some common goal. As for whether you look interested – I think that is no longer a problem – it is clear that you are interested! There is no need for theater – we all know how the world operates – we all know that we are in a given place to build contacts – stop people and get to know them. No modern leader will refuse you, on the contrary – they will be glad that you are interested in them and their work. Well, of course, they should be modern 😊

What is the biggest mistake you have made in your career and what did you learn from it?

I am not sure what the biggest one is, but I know which one I learned the most from. When I was younger, I was quite assertive and as you might expect – I wanted to impose my opinion. Participating in a project, I suggested restructuring the team and including it in the new project, because I did not see a way to handle this task without people in the field. At that time, I was refused and since I did not propose another solution, the project was given to another colleague. With time, he did the same and managed to include people in this project, but without being so persistent in pushing his ideas.

This changed me quite a bit over time. I concluded that it is not important what exactly you offer, but how you offer it and that if you find the right approach, everything can be achieved. And also, that things should never be accepted as is – if something cannot be done, it is necessary to find another solution, so that it can be done – see, in the end, it could. Since then, I provide solutions. Now I also require the same from my people – it is not only important to identify the problem, but to also be able to provide a solution – even more than one! 😊

How to recognize a toxic work environment and when is it time to leave?

Recognizing a toxic work environment can be done by observing certain behavioral and organizational patterns that repeat and negatively affect employees. There are extremely many signs of this, starting from lack of communication, micromanagement, favoritism towards certain employees, and a sense of injustice, lack of recognition and opportunities for development, overload, ignoring problems, and leading to headaches, insomnia, fatigue and anxiety – related to work.

The question of when it is time to leave is more complex - leaving a job is a big decision, but sometimes it is the healthiest and right choice. You do not need to fight with unfulfilled for years and acquire "Stockholm syndrome," life is too short not to work on what you love. As I said above, for me, leaving my first employer gave me the chance to learn extremely many new things and to develop my expert skills much faster. Every new beginning is associated with change, uncertainty, but also with opportunities for development – this is a chance to learn something new about yourself and the world around you. Starting over requires courage – to step out of your comfort zone, you often ask yourself "Will I manage?", "Am I doing the right thing?", but in the end, the satisfaction from a new beginning comes when you feel that you have taken a step towards a better version of yourself or your life.

What would you do differently if you could start over?

I would say that I am one of the lucky ones who like the path they have taken and would repeat it again. Of course, looking back from the distance of time, I could have done many things differently, my perspective is definitely changing with my experience and age. For example, I would have started experimenting with internships, volunteering, freelancing earlier – everything that gives real experience and helps you understand what suits you. I would invest more in communication skills, emotional intelligence, time management – they are often more important than diplomas. I would have sought mentors much earlier, people who inspire, support, and challenge you to grow. In my life, they came naturally and now I dare to say that they are close friends. I would have learned to say "no" to projects, that do not develop me, to people who do not respect me, to fears that stop me from achieving my goals.

How to keep our motivation in times of stagnation?

Here it is very difficult for me to answer because I somehow manage not to lose enthusiasm in difficult moments – I somehow know that there is always a way to achieve your goals, one way or another. I have heard various advice for maintaining motivation, but for me, the most important thing is to remind yourself why you started, what you want to achieve, what inspires you? I often seek in such moments to surround myself with inspiring people - motivating colleagues, mentors, friends – they can give me the energy that I lack. I also divide my big goals into small steps. Every achieved step gives a sense of progress – as they used to say, "the elephant is eaten bite by bite" 😊

How to achieve a balance between professional and personal life?

If someone knows, let them tell me… 😊 The truth is that when you do what inspires you, you do not feel it as a burden and therefore somehow you are protected from the now fashionable burnout. I have often observed how colleagues from Western countries, when they are on vacation, cannot be reached in any way, no matter how urgent it is. At first, I admired it, but actually, when you have pursued a certain goal for a long time and the opportunity opens up at that moment – should you miss it? Will you not regret it? I have had to negotiate a big deal, just while I was on vacation – I exchanged emails, wrote on Teams, met online. If I had missed that deal, just because I was on vacation, I would have regretted it a lot. That is why I always carry my computer with me and if necessary, I work! And honestly, it does not weigh on me – important things are important. Saying this, my family knows me and respects this decision of mine, because they know that I would not feel good if I missed opportunities. Well, sometimes they want compensation for the time I was not with them 😊

When is it time to change our career, not just our job?

I have no experience in this, nor have I had to. I suppose that changing your career, not just your job, is a big step – and often comes after a deep inner feeling that something fundamental is wrong. It is difficult for me to determine what the signs are, but perhaps a lack of meaning and inspiration - you are not just tired – you feel that what you are doing has no value for you. You may feel that you have changed, but your profession has not "grown up" with you. The truth is that for me it is much easier to recognize the signs when a profession is right for you - not everything is easy, but you are motivated to learn and develop, you get immersed in tasks and often forget to look at the clock, your work allows you to apply what you are best at, you see how what you do has value, etc.

If you had to give only one piece of advice to people looking for success, what would it be?

It is very difficult to give only one piece of advice, I personally have many. If it has to be one, maybe it would be – "Surround yourself with people who lift you up" – only then will you always learn continuously new things, because success is not a destination, but a process.

What is your definition of a successful career?

A successful career today is not measured only by titles, salaries, or prestige. It is dynamic, personal, and multifaceted – combining professional development, personal satisfaction, and sustainability over time. The best definition I have heard, but do not remember where it is: "A successful career today is not the top of the ladder, but the path you walk with confidence, meaning, and joy." But most importantly, do not follow others' notions of success, but create your own definition. Success in this to all of us!