Associate Director Business
Baxter International
Total years of experience :24 years, 1 Months
Working as lead for Strategic initiatives for the region which would enable to accelerate and transform all
the Business Units.
responsible for developing and implementing mid to long term critical strategic initiatives to support
sustainable growth of Baxter India and South Asia.
working closely with commercial, manufacturing and R&D operation, to identify various growth and
innovation initiatives, develop implementation plans, build up business case to obtain management
approval, and mobilize related resources to ensure success.
working on broad scope, ranging from Strategic planning, New product & technology assessment,
Inorganic collaboration with 3rd parties, Private-public partnership with a focus on accelerated market
access, M&A integration value capture, as well as Manufacturing capacity planning, etc
Managing the P&L of the largest business for organization delivering strong top line and bottom line
Business Unit Manger- India & South Asia
The Accountabilities:
Managing the P&L of the largest business for organization delivering strong top line and bottom line.
Creating & sustaining a dynamic environment that fosters development opportunities & motivates high-
performance amongst team members
Managing team mix of Sales, Marketing and clinical verticals comprising of 105 people.
Managing various channels which comprises of B2C and B2B with home healthcare
National Sales, BaxSol and Head South Asia
The Accountabilities:
Executing the business plan in government Institutions for entire range of products with a team of 6
Institutional Managers, 1 Market Access and 1 Export manager.
Responsible for Pricing, Market Access and Geographical Expansion in South Asian market.
The Attainments:
Streamlined the pricing function in organization with SOPs defined at each level.
Enhanced the process of High Sea Sales in countries like Nepal, Srilanka and Bangladesh
The Accountabilities:
Driving and executing the business plan in government Institutions for entire range of products with a
team of 6 Institutional Managers.
Overall management of performance of entire Baxter’s kitty in government/reimbursement space.
Includes Tender Management, Revenue Management and Account Receivable management.
The Attainments:
Developed process for smooth business operations in contract management.
In the first year, 120% business objectives and penetrated in almost all the state govt. with ESI & Army
being top accounts.
Developed processes around automation on Tender bid and price management and further strengthen the
compliance processes around managing the government business.
Driving knowledge and awareness programs for patients and treaters through sales and clinical team.
Collaborating with various Health Ministries to establish a Hemophilia reimbursement policy.
Managing and handling patients groups, their Federations and societies.
Training and development of the sales team for working in the super-specialty environments.
Allocating the resources as per the need of the business.
Managing the team of Area Sales Managers/Key Accounts managers and clinical coordinator.
Managing Supply chain and handling distribution channel.
The Attainments:
Got the products included in National Tenders like ESI, CGHS, etc.
Convinced various state governments and got the revenue of USD 3 MN.
Opened up new states like, UP, Bihar, Assam, Delhi, J&K and West Bengal.
Streamlined the business and grown it by 78% in a short span of 12 Months.
Successfully launched the new Recombinant therapy.
Recognized under Grow and Win program
The Accountabilities:
Meet Sales objectives of the zone by coaching and providing direction to Key Account Managers in
formulating sales activities for accounts in the zone.
Devising and Implementing product-wise sales activities in consultation with the Market Development
Managers so as to influence and generate prescriptions from KOL’s.
Provide a monthly sales forecast to the Sales Manager so as to facilitate (1) sales planning process at
the national level and (2) to track and manage alignment of sales objectives with national sales objectives.
Appoint, evaluate performance and manage relationships with stockists, distributors & CFAs in the zone
so as to ensure adequate availability of products, track and control accounts receivables.
Effectively manage and supervise a team by working closely with each team member in the field,
reviewing their performance on a periodic basis, coaching and providing developmental (product knowledge
and selling skills) inputs.
The Attainments:
Won the tender of AIIMS, Safdurjung, AFMSD, DHS, and SGPGI Lucknow for the Year
The Accountabilities:
Sales of Hospital products catering to Critical Care.
Sales of products in Government Hospitals, Corporate Hospitals & Private Nursing Homes of Delhi and
Rajasthan.
Approval or inclusion of existing and new products in Pharmacopoeia of Hospitals / Institutions with the
help of Decision maker’s especially Director, MS or HOD of the concerned department / Hospital
The Attainments:
Did a business worth Rs. 5.5 lacs from Army hospital, through SOCs.
Got Approval and order for our product range in Anesthesia from SMS Jaipur
Nutraceuticals Division
Had been the Project guide for a project on DHS Hospitals, completed by a
Narsee Monjiee management Student for Anesthesia Vertical.
Had been The Project Supervisor for Max Healthcare named by “Maximum from Max”.
Successfully completed “Project Mercury”. This was a Strategic investment initiative by Baxter global
for the placement of machines worth $ 4 Million in Indian market.
Successfully completed and graduated in the Asia Pacific Grow Program. Lead a cross functional team
for 6 months and presented the project “Business Solutions” for Baxter India, got approval for the
implementation which would result in to a government business of $ 10 million in 2010.
Had been the project lead for two projects ‘Tapping PSUs Potential” and “Market Mapping for
Albumin “done by students of IMT-Ghaziabad
Training Programme
BSEA Model of Sales from NIS Sparta.
Negotiation Skills from NIS Sparta.
Foundation of Leadership by MDI Gurgaon
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