India
A dynamic sales and operations leader in healthcare, skilled in driving top-line growth, optimizing distribution channels, and managing complex business ecosystems across India and Kenya. With proven expertise in channel management, go-to-market strategy, and incentive design, he has spearheaded the development of sales dashboards, territory expansion plans, and field force enablement at Apollo Hospitals. Also, successfully executed multi-region rollouts, scaled service networks, and leveraged data-driven sales KPIs to unlock market opportunities. He excels in value-based selling, key account acquisition, and distributor engagement, consistently delivering volume growth and margin optimization. My portfolio includes launching innovative healthcare services, operationalizing PPP diagnostic centers, and executing 360-degree marketing campaigns to drive brand penetration. Recognized for strategic P&L management and stakeholder partnerships, combined with analytical rigor with front-line execution to achieve distribution excellence and sustainable revenue acceleration in competitive healthcare markets.
- Created best practices and benchmarks using self-developed review dashboards for each business unit and function. - Identified and tapped into growth opportunities to establish revenue growth & One Apollo ecosystem. - Designed, drafted & initiated Sales Incentive Structure for all the field force & managers. - Monitor & follow on the competitor, industry & social trends & assess the potential opportunities.
- Aided & supported the sales and marketing leadership to develop comprehensive sales and marketing strategies aligned with overall business objectives. - Identified target markets and customer segments to optimize direct & tactical brand campaign targeting. - Managed Sales & Marketing budgets, timelines, and key performance indicators (KPIs). - Track and record operational metrics such as project progress and number of campaigns built to help the team deliver on our commitments and identify opportunities for automation. - Contribute their first-hand experiences during retrospectives and deep dives focused on marketing build processes. -Contribute to strengthening our standard operating procedures as they develop expertise in different marketing tasks.
- Created best practices and benchmarks using self-developed review dashboards for each business unit and function - Focused on streamlining systems, improving patient satisfaction, growing brand value & awareness - Formulated Brand Strategy, prepared B-plans, budgets for investments around the Cardiology, Orthopaedics, Oncology Care offerings - Managed an administrative team in parallel with 15+ senior doctors to streamline treatment protocols - Identified and tapped into growth opportunities to establish revenue growth
- Built and sourced work-streams such as corporate, foundation, multi-laterals & government associations - Designed and executed deep engagement strategy with key relationships to ensure impact driven partnerships - Partner with the Director in leveraging the rich ecosystem towards building a pipeline of funders - Managed systems and processes that support development objectives and comply with regulatory laws and MoU commitments - Led and managed strategic partnerships with various organizations to organize fundraising campaigns and events - Developed pipeline of campaigns that have large scale impact and work with partners to execute those.
- Undertook F&PA activities to ensure better decision making by the BoD thereby improving performance - Responsible for submission of Performance Reports & MIS Dashboard to Board of Directors on a monthly basis. - Performed Variance Analysis of Key Operational Parameters & Comparative Study of Market Competitors - Served as SPoC for internal & external constituencies on all matters pertaining to the Board of Directors - Designed and developed Pitch Decks and Business Proposals for new East African International Markets - Initiated and launched 4 Flagship Satellite Centres across Kenya to act as feeder, hub and spoke to TNWH - Studied more than 60 Mn. Patients’ data, analysed arrival rate of patients & suggested manpower management - Developed Inventory Management Tools - Reorder Level and Safety Stock for hospital drugs and consumables - Drafted Cost-Reduction Project Planning using Capital Expenditure Optimization to reduce Debt Financing - Recommended novel vendor selection criteria, alternate routes to reduce cost without hampering Customer SLA - Internal process champion for driving process adherence, planning risk management and credit control. - Introduced Patient Discharge Bills complaint to NHIF, Insurance and Corporate to be submitted within 48 Hrs
- Facilitated and monitored smooth functioning of West India Operations of 250 X-Ray, 18 CT and 10 MRI centres - Managed and supervised a team of 15 Marketing Executive (ME), 150 Technicians and 300 support staff - Marketed & promoted specialised pathological and radiology investigations yielding higher revenue and services - Identified new Radiology & Pathology Diagnostics opportunity in Public Private Partnership & Private sector - Guided & mentored a team of 3 Management Trainees and assisted Operation Managers for succession planning - Boosted West Zone revenue from INR 105 crores to INR 182 crores by taking new marketing initiatives and plans - Developed private market through ATL and BTL activities and saved INR 2 Crores through operational excellence
- Spearheaded & established Fully Automized NABL and ICMR Certified COVID-19 testing Laboratory in Coimbatore - Facilitated and monitored smooth functioning of South India Operations of 150 X-Ray, 22 CT and 12 MRI centres - Organized & conducted training sessions for Centre Managers from 4 states on Capability Building & Operations - Boosted South Zone revenue from INR 40 crores to INR 95 crores by ensuring new centres are implemented - Coordinated and supported in successful completion of NABH in 14 Radiology centres & NABL in 1 Pathology Lab - Operationalized 13 CT Scan centres and 4 MRI Scan centres under PPP with Government of Karnataka and NHM
- Revamped the organization structure and designed Goal Setting – KRA-KPI parameters designation-wise - Strategized new marketing strategies by analysing the historical data and current market trend in the industry - Developed a dashboard to monitor important sales & marketing metrics and evaluated ME’s performance - Organized comprehensive L&D sessions with OEMs including General Electric, Philips Healthcare and Siemens - Co-worked with auditors in Due Diligence processes by analysing relevant data facts and resolving queries - Chartered out strategies for operational excellence and implemented them across 70 Radiology centres in India - Ran trend analysis to forecast revenue goal for FY 2019 - 2020 to INR 375 crores - Operationalized 54 Collection Centres and 2 pathology labs under PPP with Pune Municipal Corporation - Operationalized 60 Collection Centres and 8 satellite labs under PPP with Government of Manipur and NHM - Drafted new policies to strengthen the operational efficiency and reduced expenditures by 15% in one year