India
A dynamic and result driven Business Leader, highly passionate about Marketing & Sales with Business acumen sharpened through roles in Marketing, Strategic planning, Commercial Excellence , New products launches in Ethical Pharma & OTC Business, Bipharmaceutical 20+ years in Pharmaceutical / Healthcare Business – India + Russian Federation. 15+ years in Senior Leadership role in managing diverse portfolio, lead performing business of upto 140 USD Mn Strong track record of delivering P&L objective. Ability to manage & scale business operations while handling diverse business verticals & margins (Trade Business, Corporate Hospitals Accounts, Govt. Tenders, OTC/OTX). Commercially strong with agile thinking, possess entrepreneurial & growth mindset and strong analytical skills Revived & grew business with sales growth of >2.2x in TAM within short span of time Demonstrated scalability in leading large teams (size: 800+) through process drive and strategy to execution mindset Experienced in handling senior-level stakeholders as direct reports, manage stakeholders through collaborative partnership Therapy Area expertise : Super Specialty, Critical Care, Respiratory, ENT, Cardio- Metabolic, General Medicine, Ortho & Pain Management, OTC Go To Market | Budgeting & Forecasting | Change Management | Brand Building | New Brand Launch Success | New Market Development | New Division Launch | Corporate Hospitals / B-to-B | Media Planning | Digital Marketing | KOL Management | Coaching
Role involves complete P&L ownership for Plasmagen Business across all verticals in India and head cross functional teams - Sales & Marketing, Tender, Strategy & Commercial Excellence, Distribution, Medical Affairs • Revived & successfully achieved business objective with above 25% growth YoY over last 3 years • 3x increase in Corporate Hospital Rate Contracts with higher than targeted GC% • Lead Tender Business by efficiently managing Liaison Teams to deliver 5 yr high & Profitable revenue • Collaborated with Global Partners HO Team with robust forecasting / procurement & Marketing strategy • Developed and implemented people strategies with significant drop in attrition • Streamlined System & Process across business operation Team resulting in improved Engagement • Enhanced SoV among HCPs in Neuro, Gastro, Hepato, CVTS, Intensivists • Built Distribution process, upgraded SAP, & Warehouse processes aligned with Eu GDP • Lead Distribution & PV team for successfully clearing PV Audit & Distributor Quality Audit by Global Partners
P&L responsibility for one of Glenmark’s Cardio – Metabolic Business in India with focus on Lipid Management, Heart failure and SGLT2i; Strategy Head for Glenmark Diabetes Business • Spearheaded Strategy for Glenmark Diabetes business through Life Cycle Management & portfolio building • 4 New Launches in Cardio & Diabetes TA with 3 of them achieved Top 2 rank in 1st 12 months • Lead Glenmark to regain MS% in competitive SGLT2i & DPP4 through New Launch, Life Cycle Management, customer base expansion • Received Chairman Award for leading high performance through Cross functional Engagement • Developed 5-year strategic road map to fuel Business growth >2X market growth • Lead Field Force to achieve ROI objectives through execution excellence; set & monitor KPI • Continuously worked on Team’s capability building & coaching culture among people managers
• Therapy: Gastro, Pain Management, Cough, Cold & Allergy, Mother & Child Care, Dermatology • Team Size: Lead a Team of 50+ members comprising of Marketing Directors for Rx and OTC Team, Brand Managers (Rx & OTC), Head - Digital Marketing, Head Medico Marketing, MSL, Marketing Intelligence, Head Commercial Opportunity Assessment • Build short & long term sustainable & profitable Business plan – Strategic, Field Structure, P&L • Business recovered growth with Sales EI >100 in last 6 months (IQVIA Jan’19) • Dr Reddy’s : #1 in Prescription in Russian Market (PRINDEX Spring 2018)vs Rank 4 in Previous year • Over delivered on Top Line & Bottom-line objective of the Business for FY19 effective resource allocaton • Brand building through Multi Channel Marketing, DTC for Nise, Ketorol, Omez • Accelerate Launch success for Razo, Texared through effective Go To Market Strategy • Outgrew brands in declining market in OTC space for Cetrine, Ibucliun Range, through efficient Media campaigns, Geography focus & Chain Pharmacy Strategy • Successful performance of In Licensed brands in Russian Market (Femibion, Neurobion, Nasivin) • Portfolio augmentation – strengthen brands in Gastro, Cough & Cold, Mother & child Care • Change Management - Culture of outcome focused, customer engagement programs, restructure Team aligned with long term business objective
P& L Responsibility for USD 15+ MM Business for Abbott's exclusive Pain Management Portfolio in India • Therapy: Joint Pain & Trauma, Neuropathic pain, Dental Pain, General Pain & Inflammation • Lead Sales & Marketing Team of 240+ Sales Team, 30 Area Managers, 8 Zonal Manager & 5 Marketers • Ensured consistent EBIDTA delivery & productivity by Division during tenure as Division Head through effective resource allocation at promo & Operating Expenses including head count allocation, • Aligned division structure to foster market beating growth – People, Process, Customer, Incentive • Drive performance culture through “On the Job Coaching” among line managers • Strengthen Customer Engagement at Ortho, Dentists with scientific initiatives & Execution Excellence • Empower Business Managers with Business Planning meets with Zone specific agenda • Business recovered with consistent market beating growth for 10 months (IMS MAT JUL 2017) • Prescription growth at Ortho, Dentist, Con Phy, with Rx EI at 101 (SMSRC APR 2017) • Brand building through prescription, Life Cycle Management – Esgipyrin, Contramal, Acuvin • Legacy Brand building through Retail activation programs in targeted geography • Actively involved in streamlining the processes at Sales Management Team across Business Unit
Responsible for Marketing Operations for Abbot Healthcare's Largest Business in India valued at USD 80+ MM • Therapy: Gastro, Hepatology, Dizziness, Cough & Allergy, Anti-Infective • Team Size: 1 Marketing Manager, 5 Group Product Managers, 1 Product Manager • Successfully built marketing team, consistently delivered business objective • Division continuously out grew covered market with Sales EI >100 for 24 months (IMS MAT FEB 2016) • Revived prescription growth across focused Dr. Specialties - Division’s Rx EI at 101 (SMSRC FEB 2016) • Successfully Build Brands – Stemetil, Essentiale L, Tixylix, Esogard, Phenergan, Supradyn, Phensedyl • Augmented Anti-Vertigo, Gastro TA with new introductions & line extensions to fuel business growth • Revitalize adult Cough portfolio and create line extensions for future growth of the division. • Enhanced SoV among HCPs in Dizziness & Hepatology TA - KOL Advocacy Programs & Advisory Board • Successfully lead work-stream across functions, towards formulation and implementation of “Coaching & Employee Engagement” in “India Talent Strategy 2014” across Abbott affiliates in India • Successfully lead projects to strengthen Marketing Team capabilities and Talent Management programs, Management Trainee Program in Abbott Healthcare • As member of core team, actively contributed to amendment of Business Policy, facilitated compliance to the policy by all divisions of Business Unit • Introduced various monitoring systems to enhance execution of marketing and sales functions within BU • Actively involved in long term strategy Planning and support BU Head towards a profitable P&L
Business Size : USD 9+ MM • Therapy: Ortho Arthritis, Osteoporosis, NSAID, Muscle Relaxant, Thyroid Disorders • Team Size: 3 Group Product Managers • Rank of Organization moved to #2 in the NSAID & Pain Management space (IMS MAT Apr 2009) • Ortho Division adjudged Best Division of the Organization for the period 2009 • Successfully grew established brands of the Division – Lorsaid, Rocaltrol, Rejoint, Synvisc, Neo-Mercazole • Launched 3 brands in NSIAD; Muscle Relaxant and Osteoporosis space; and achieved formidable position in respective therapeutic groups