SUKRUT CHOUDHARI

Zonal Head - West & Central India (DOJ: Nov 2019)
I am responsible for Business Operations and P&L in West& Central India Region.
a) Reporting Team: 26 Associates mix of Sales, Service and Application Support.
b) Business Volume Responsibility - USD 7 Million (Approximately INR 50 Crores)
Product Range in Present Assignment:
1. Hematology Range - 3-Part / 6-Part / 8-Part Range of Analyzers
2. Biochemistry Range - Fully Automated Range of Analyzers
3. Coagulation Range - Semi-Auto / Fully-Auto Range of Analyzers
4. Hematology Staining Range - Semi-Auto / Fully-AutoStainer
KEY ACTIVITIES AND RESPONSIBILITIES:
i) Business Operations in West& Central India Region. Managing P&L, Operating Margins and achieving Top-Line and Bottom - Line Business Objectives of organization.
ii) Designing Winning Strategy for Business Growth / Business Retention in Region.
iii) Deploying Inclusive Leadership while engaging with Sales / Service / Application Teams for business growth in region and creating “Growth Mind-Set”.
iv) Recruiting, Mentoring, Leading and Developing the team of Sales, Service and Application associates in organization.
v) Engaging with Key Opinion Leaders in the field of Hematology / Biochemistry to make HORIBA as a preferred partner in the Hematology segment.
vi) Conducting Monthly / Quarterly Review Meeting with company associates and dealers. Understanding the challenges faced by them and providing directions, feedback, guidance and support for overcoming the challenges.
vii) Understanding and benchmarking competitor landscape forcreating competitor specific strategies to enable gain in market share in region.
viii) Engaging with Marketing and Product management teams for rolling out marketing initiatives to increase brand visibility and awareness.
ix) Rolling out of Scientific Training Programs aka HIT and HOT for medical faculty, technical and paramedical staff.
x) Creating network of distributors for increasing the reach and for supporting the company business in region.

Sales Excellence Lead - South Asia; Marketing Manager and National Manager - Point of Care Immunoassay in Radiometer, division of DHR Holding India Pvt Ltd. (Oct 2016 - Oct 2019)
I was responsible for Immunoassay Business in South Asia Region and Marketing Management for entire product range of Radiometer in South Asia Region.
I was responsible for Regulatory Affairs in South Asia Region.
a) Reported To - General Manager - South Asia
b) Reporting Team. :i) Regional Scientific Specialist - 03. ii) Marketing Specialist - 01.
Product Range in Assignment:
1. Critical Care Range - Blood Gas Analyzer
2. Immunoassay Range - Fully Automated Immunoassay Analyzer
3. Monitor Range - Transcutaneous Monitor Range for Oxygen and Carbon-di-oxide measurement. It is a Non-invasive monitor.
4. Samplers, QC and IT Solutions.
KEY ACTIVITIES AND RESPONSIBILITIES:
1. Working closely with India Commercial Team and Global Marketing / Product Management Team for developing country specific Marketing Strategies and Country Action Plan.
2. Responsible for managing entire product range through “Product Life Cycle”.
3. Achieving business objectives for Immunoassay range in India and SAARC.
4. Responsible for Regulatory Affairs for entire product portfolio. Completing the Import License Documentation, Application and Renewal of Licenses in India and South Asia.
5. Preparing Long Term and Short Term Marketing Strategies for India and SAARC by conducting In-Depth Customer Segmentation in accordance with Global Team.
6. Designing and Implementing Training Modules for RIND team with focus on “Value Selling” and “Product Training”.
7. Conducting Annual Market Survey as per the Global Guidelines. Collecting market data, analysis of market data and preparation of marketing strategy based on findings from market data.
8. Heading department of Clinical Application and Associate Training.
PROFESSIONAL ACHIEVEMENTS:
1. Promoted to position of Sales Excellence Lead; National Manager - Point of Care Immunoassay and Marketing Manager in Oct 2016.
2. Analyzed Product offering by company and Gap with respect to demand from customers, proposed innovation in existing product to global product development team, which was well appreciated and subsequently the product was introduced in India. This product contributed 40% of total Unit Sales Business in India for ABG segment.
3. Successfully completed “Product Registration” for ABL9 in India in 2017 and the “Import License” for consumables was issued by Government of India.
4. Successfully completed “Renewal of Import License” for 3 manufacturing sites based out of Copenhagen, Denmark, Turku, Finland and Sendex, USA.
5. Successfully completed “Manufacturing Site Registration” for 2 new manufacturing sites based out of Minnesota, USA and Stargard, Poland.
6. Successfully completed registration of imported products with “Legal Metrology” Department.
7. Designed “India Specific Labels” for entire product range.
8. Successfully completed “Product Registration” for ABL80 consumables in Malaysia.
9. Became Certified “Value Selling” Trainer. Agreement between self and Acuity World was signed.
10. Imparted “Value Selling” training to RIND team in Pune. Co-facilitated training for Hemocue team in Mumbai.

Regional Manager - West India (Aug 2011 - Sep 2016)
I was responsible for Overall Business Operations in West India Region.
a) Reported To - Country Manager (India and SAARC Region).
b) Reporting Team. :i) Sales Specialist - 06. ii) Service Specialist - 04.
KEY ACTIVITIES AND RESPONSIBILITIES:
1. Sales Operations in West India Region. Achieving Top-Line and Bottom - Line Target
2. Forecasting product demand based on trend analysis.
3. Conducting Product demonstration and Training to Key Opinion Leaders.
4. Conducting Pre-Analytical training programs for medical faculty, paramedical staff.
5. Completing Compliance Training. Eg: Training of FCPA Guidelines, Data Protection Act etc.
6. Recruiting and Leading the team of Sales & Service personnel.
7. Creating network of distributors supporting the company business.
PROFESSIONAL ACHIEVEMENTS:
1. Region won “Best Region - 2016” award at annual meeting conducted at Dubai, UAE.
2. Region won “Best ABG Performance 2015”award at annual meeting conducted at Bangkok, Thailand.
3. The net business grown at rate of 132% YOY in 2016. Business volume reached $1.75Million.
4. Blood Gas Analyzer Product Portfolio has grown by130% YOY in 2016.
5. QC and Sampler Product Portfolio has grown by 150% YOY in 2016.
6. Targeted accounts for replacement of competitors, regaining lost accounts for blood gas.
7. Attended Negotiation Skill development training program at Sydney, Australia.
8. Attended Coaching Skill development training program at Mumbai.
9. Attended Asia - Pacific Value Selling Training Program at Mumbai.
10. Attended Leadership Essential Training Program at Mumbai.

1. Worked as a Dy. Regional Manager - West II with Instrumentation Laboratory India Pvt Ltd (Sep 2008 - Aug 2011)
a) Based in Nagpur / Mumbai, I was responsible for Business Development of products in Central India Region, comprising of Part of Rest of Maharashtra like Vidharbh, Khandesh, Marathwada, Madhya Pradesh, and Chhattisgarh Sate.
b) Reported To - Director Sales & Marketing and CEO of the company.
c) Reporting Team: Area Sales Managers - 01. Area Service Managers - 01
2. Business Head West -
a) Based in Mumbai, I was responsible for Business Development of Products in Western India Region, comprising of Maharashtra, Gujarat, Goa, Madhya Pradesh, and Chhattisgarh States.
b) Reported To - CEO of the company and Finance Controller of Company.
c) Reporting Team: Area Sales Managers - 02. Area Service Managers - 03
Product Range Handled:
1. Critical Care Range - Blood Gas Analyzer Range, Electrolyte Analyzer range.
2. Coagulation Range - Semi Automated Coagulation Analyzer, Fully Automated Coagulation Analyzers. Coagulation Reagent Range.
3. Bio-Chemistry Range - High End Fully Automated Bio-Chemistry Analyzers and Bio-Chemistry Kits Range.

Worked as a Area Sales Manager with Roche Diagnostic in Near Patient
Division (December 2004 - September 2008).
a) Monitored sales, marketing, and distribution of products in Central India Region, comprising of Vidharbh region, and Madhya Pradesh State.
b) Reported To - Regional Manager
c) Reporting Team - Sales Executives - 02
Product Range Handled:
1. Critical Care Range - Blood Gas Analyzer, Electrolyte Analyzer
2. Urine Analysis Range - Semi Automated Urine Analyzer, Fully Automated Urine Analyzer, Urine Analysis Strips. Micro Albumin Strips.
3. Cardiac Range - Cardiac Reader, Cardiac Markers Range (Trop - T)
4. Bio-Chemistry Range - Semi Automated Dry Bio-Chemistry Analyzer