Zoreslava Ihnatenko, 47 years

Others build presentations—I build processes that save doctors time, money, and stress. I’m Zoreslava Ihnatenko, a pharmacist by training, co-owner and director of «Pharmleader».

My strength lies in in-depth expertise in medical supplies for anesthesiology, intensive care, oncology, and traumatology; precise selection for specific clinical needs; rigorous compliance discipline; and operational transparency. I don’t sell products that don’t perform as intended. I know how to negotiate with manufacturers in their own language, guarantee quality and delivery times, and take responsibility in critical moments.

From a kitchen-table laptop to a systematic business-to-business distributor, my journey has been shaped not by grand speeches, but by quality control, processes, reputation, and a team that delivers what’s needed where the right decision can mean “survived” instead of “almost.” Pharmleader is a deliberately compact team of around five people. Wholesale operations don’t need an army in the office, but flawless processes: procurement planning, quality control, logistics, document management, and post-delivery service. By nature, I’m more authoritarian, and for a long time I couldn’t separate myself from the company. But now I’m learning to delegate, build partnerships, and acknowledge a mistake I made at the start: I should have looked for like-minded people from the outset. A strong network of partners makes difficult decisions easier.

I genuinely believe in the power of community. So when I became a member of the YBC business club, I was delighted. The peer-to-peer principle is at work there: we speak openly about things usually kept in the shadows—from the most painful human resources decisions to introducing internal controls such as video surveillance in a warehouse. You need to know how to “sell” any idea to your team, and the club offers a safe space where I can test my arguments, hear twenty follow-up questions, and see a solution from a different angle. My motivation comes from my family and the people around me.

People energize me—though too much communication can also wear me out. Still, meetings and new connections constantly introduce me to new tools and ideas. Unexpected encounters change trajectories: I happened to meet my accountant at an English course—there are no such things as “random coincidences.”

I enjoy exploring new products, cases, markets, and approaches. When that research leads to tangible results, it makes me want to do it again. I’m proud of the women entrepreneurs around me and inspired by their systematic approach and resilience. Every conversation at the club brings either an answer or the right question to move you forward.

In turn, I bring to YBC my expertise in operational transparency, pharmaceutical compliance, building processes in business-to-business distribution, and procurement discipline. I’m open to joint “explorations”—from testing hypotheses to negotiating with manufacturers. My role in the community is simple: to empower others and make the market more mature together. Why do I believe in what I do? Because it works in critical moments.

When well-known charitable foundations or public figures call—not for publicity, but because they need confidence in quality and delivery times—I know our reputation translates into real opportunities for patients.

• Don’t be afraid to act “like a girl” if conventional approaches aren’t working: intuition, multitasking, and empathy are powerful tools.
• Build a community that asks “why?” twenty times: that’s how quality decisions are made.
• Learn to sell your ideas to your team and build a culture of accountability.
• Remember those who supported you during hard times—loyalty takes years to build and keeps a business afloat through storms.

The 2008 crisis, no career opportunities in pharmacies, and an offer to work independently

How did you come up with the business idea?

Life circumstances, a lack of career advancement in pharmacy chains, financial instability, the 2008 crisis, and an offer to start working independently.

Pharmaceutical education, a strong sense of responsibility, and the ability to find solutions tailored to the task

What key skills helped you launch your business?

Professional pharmaceutical education Deep understanding of medical products Ability to learn “on the job” Communication with customers A strong sense of responsibility The ability to find solutions rather than simply sell products

VAT on medical products, no wholesale experience, and learning from your own mistakes

What were the 3 most difficult challenges you overcame in the early years?

A change in legislation: from 1 April 2014, all medical products became subject to VAT, changing our approach to sales and reporting. Lack of experience in wholesale sales and negotiations. Learning through personal experience, from my own mistakes—being on my own.

The 2008 crisis, the exchange rate moving from 8 to 24, war, and working with foundations—four storms in one career

What crises has your business faced, and how did you overcome them?

The 2008 financial crisis—frequent job changes and a struggle to survive. Tax changes (the introduction of VAT)—transitioning to a limited liability company and becoming a VAT payer. Currency fluctuations (8 - 16 - 24)—preserving partnerships. The war—working with foundations, reaching agreements with clients, and staying flexible.

One legal entity, complete transparency, and working to meet needs rather than maximize margins

What decisions proved most effective in growing the company?

We operate through a single legal entity, LLC Pharmleader. Complete financial transparency. Focus on long-term partnerships. Working “to meet the need,” not to maximize margins. A lean team with high turnover. PARTNERSHIPS with buyers and suppliers.

Doing everything yourself instead of finding like-minded people is the most costly mistake

Which of your mistakes do you now consider your most valuable experience?

Not knowing how to build partnerships and trying to do everything yourself instead of building a team of like-minded people