Sales Manager South Asia, Neuromodulation
LivaNova India Pvt. Ltd.
Total years of experience :29 years, 1 Months
Relaunch the US-FDA approved VNS therapy in the Neuromodulation space in South Asia. Formulate and execute sales strategies that expand company’s customer base and ensure strong presence.
Manage and analyse potential accounts by mapping of the territory & potential Epileptologists. Conceptualize internal growth plan and work closely with marketing manager on activities for business growth. Appoint distribution network for accelerating operational efficiency, sales, and business growth. Manage inventory levels of product line in the newly established India warehouse to ensure stock of high grossing products.
Selected Contributions:
• Championed the relaunching and promotion of Vagus Nerve Stimulation therapy within India by implementing business development strategy. Successfully overcame barriers/ misconceptions of historical company image within the first 12 months.
• Continued to grow secondary implants by 400% in year 2 through key account identification, value based pricing, setting up distribution networks and improving awareness among physicians & patients, thus positioned the therapy for exponential growth.
• Cultivated fruitful and long-lasting relationship localised/service by setting up distribution network and utilizing persuasive communication skills.
• Moved business towards progression path as therapy of choice in India by creating and implementing a well-oiled system.
Establish sales objectives by forecasting and developing annual sales strategies; projecting expected sales volume and profit for existing (Storz Medical Shock Wave therapy products) and new products (RF Ablator & Urology disposables).
Lead the design and enforcement of existing processes/systems to promote sales of Storz Shockwave therapy products marketed by Icon in India. Identify emerging markets and market shifts and competition status. Add new & complementary products to the product portfolio. Coach and motivated sales and services team to enhance operational excellence and working efficiency of staff.
Selected Contributions:
• Increased and maintained sales gross margins by 50%+ through implementation of strategic sales plans & tactics.
• Enabled the attainment of organisational objectives by effective sales team management.
• Improved product portfolio by adding complementary products and collaborating with existing leaders.
• Built and maintained strong, long-lasting rapport by partnering with customers and understanding needs.
• Accelerated operational efficiency and productivity of team through leadership and effective human resource management.
• Met and exceeded customers’ satisfaction level by restructuring sales team from “manufacturer dependent service support” to “local management of equipment service”.
Refer to CV document for achievements
National Manager Sales - Heart Failure & Tachycardia 2006 to 2008
Set-up and build a separate high performance team for Heart failure and Tachycardia (HF & Tachy) implantable devices in South Asia. Manage all aspects of business management like top line achievement, distribution network establishment/ team leadership and inventory management while achieving high revenue growth for “HF & Tachy” implantables.
Market Development Manager - Cardiac Rhythm Disease Management (2008 to 2010)
Identify market growth barriers to help formulate and implement strategic growth initiatives for the complete Cardiac Rhythm Disease Management division (Brady, Tachy & HF implantable products). Includes Product launch & branding, oversee/ support regulatory approvals, support clinical registries / trials, surgeon training and patient education.
Manager One Cardiology (2010 to 2012)
Pilot project of the strategic plan to leverage complementary “Go-To-Market” growth strategies for the Cardiovascular group (CRDM & Stents). Conceptualize and develop new product (ELR) and business stream for CRDM division through a pilot project. Support the cardiovascular division through increased awareness among referral physicians.
Market Development Manager - Surgical Technologies (ENT & Neurosurgery) (2012 to 2015)
Identified and formulated strategies for market growth barriers in the ENT surgery and Neurosurgery products. Devise & implement best business strategies and provide optimum solutions to promote product awareness, surgeon skills, market growth, and market penetration. Spearheaded product life cycle, including positioning, launching, branding and pricing through coordination with related sales heads to meet sales goals. Deliver high-level support in organising field conferences and workshops, sales/ surgeon training session, and patient education for increasing working skills of employees in collaboration with SFE team. Scheduled and arranged surgeon training program while leading significant business growth.
Manage and drive the following business in India, Sri Lanka & Bangladesh. Responsible for Top line & bottom-lines.
• Refurbished Ultrasound equipment - Set up the process for refurbishing & sales of these products through Service-sales team.
• Develop and implement strategies to increase Annual Maintenance Contracts and service revenue through accessory / upgrade sales.
Selected Contributions:
• Special recognition award for high growth achievement in 2005.
• Streamlined the refurbisned ultrasound equipment (currently branded as "Gold Seal") business to achieve a revenue of $2M
• Successfully set up an in-house call centre for service & AMC operations
Renew the OCD business in Gujarat through (Capital equipment and disposable reagents - Dry Chemistry & Chemiluminescence)
• Conversion of non-performing contracted assets deployed on reagent rental to sale
• Develop & manage a strong service network in the state of Gujarat
• Enhance sales through improved customer satisfaction (using superior service and clinical support).
• Pilot the first “Channel Partner” strategy implementation in the country
• Promote sales & service of Biochemistry and immunohematology mainframe capital equipment lines in assigned territory. Achieving and exceeding territory budgetary goals through sales success across key product areas
• Develop Channel Partner to manage service & sales operations in Western India
Selected Contributions:
• Awarded the “Best Business Award of the Year” 2001-02
• Picked up service revenue through AMCs from less than 5% to more than 60% of the installed base thus making the companies & channel partners’ service department an independent profit center
• Consistent growth of over 30% annually. Streamlining of “channel partners”. “Build and manage” strategy
• Closed two high value capital equipment sales within 4 months as BDM and generated a prospect funnel of 16 for the year 2005. Trained dealer engineers in service & sales processes.
Sr. Territory Service Executive (Bio-Analytical Division) Mumbai & Maharashtra (Aug. 1994 to Apr. 1997)
Install, Maintain and service the equipment sold by the Bio-Analytical division in Maharashtra (Spectrophotometers, DNA Synthesizers, Ultra-centrifuges etc.) from Beckman Inc.
Area Manager Service (Medical Division) Bangalore (Karnataka & Kerala) May 1997 to Jan 2000
• Installation, maintenance and service of equipment sold by the Medical division in Karnataka, Kerala and TN (surgical drills, endoscopes and laparoscopes)
• Installation & maintenance of Excimer Laser equipment (Ophthalmology) in the country.
Achievement at Wipro Biomed:
• Designed, negotiated and bagged the first Excimer laser CMC for Rs.14, 00, 000/-. Consistently exceeded set targets
• Awarded 2nd best engineer of the country 1996.
Elective Subject : Nuclear Medicine Project : Telemetric Heart Rate Meter Subjects 1. Biomedical Instrumentation 2. Biological Control Systems 3. Computer Organisation
1. Computer Fundamentals 2. Auto Cad 3. Programming in Ms "C" 4. Programming in Ms Pascal