Tushar Phutane

• Owning and scaling the after-sales service portfolio across the Kingdom of Saudi Arabia
and Bahrain, defining and executing region-wide service growth strategies to maximize
profitability, market reach, and customer retention.
• Owning end-to-end service lifecycle management for a premium portfolio of global
OEMs - including Thermo Fisher Scientific, Hamilton and Element Biosciences—
supporting advanced platforms across Clinical Genomics, Forensics, Applied Markets,
Healthcare and Life Sciences research, covering technologies such as Genetic (DNA)
Analyzers, Real-Time PCR, Robotic Liquid Handling Systems, Automated Sample Storage,
Next-Generation & Sanger Sequencing, Flow Cytometry, and Cell Imaging.
• Leading strategic key account relationships, expanding service revenues while
partnering with application, service delivery, logistics, and finance teams to consistently
meet and exceed contractual SLAs.
• Driving an annual service business exceeding AED 10 million through targeted service
offerings, Contract Renewals, Warranty Conversions, Operation & Maintenance (O&M)
Projects, Calibration Projects, Multi-Vendor Service Contracts, Hardware & Software
Upgrade programs, Relocation Projects and structured service marketing initiatives that
strengthen brand positioning.
• Directing E2E participation in government and institutional tenders (through ETIMAD
portal) across KSA & Bahrain, ensuring compliance, accuracy & competitive positioning.
• Coaching, developing, and supervising a two-member team (Junior Account Manager
and Inside Sales Representative) to accelerate market penetration, optimize territory
coverage, and build a strong service pipeline across diverse customer segments in the
KSA and Bahrain regions.
• Institutionalizing service excellence by deploying process optimization initiatives,
governance frameworks, and best practices to ensure sustainable, predictable growth.
• Leveraging CRM platforms to manage sales funnels, service contracts, coverage
metrics, renewal cycles and data-driven strategic planning.
• Evaluating and negotiating service contracts by conducting detailed cost modeling,
BOQ development, risk assessments and review of tender terms to safeguard margins
and long-term viability.

• Owned & grew the after-sales service business across the West India region
(Maharashtra & Goa), driving sustained revenue growth and long-term customer value.
• Led strategic account management across diverse industries like Pharmaceuticals,
Biopharma, Food & Beverages, Commercial Testing Laboratories, Chemicals, Energy, Oil
& Gas, Diagnostics, Genomics, Clinical Testing, Government, Research, and Academia.
• Engaged consistently with senior decision-makers, laboratory heads, and technical
stakeholders to position service contracts, solutions, and value-added offerings through
a consultative selling model.
• Negotiated and closed service contracts with key enterprise accounts across pan-India
locations, including Cipla, TÜV, and Lupin Pharmaceuticals, strengthening long-term
partnerships and revenue continuity.
• Managed the complete service sales lifecycle using SAP CRM, Salesforce (SFDC), and
advanced analytics platforms to ensure accurate pipeline visibility, performance
tracking, and data-driven decision-making.
• Drove cross-functional alignment across service delivery, applications, logistics, and
finance teams, fostering a collaborative, win-win operating model to maximize
customer satisfaction and service excellence.
• Led structured business forecasting and demand planning on a monthly, quarterly, and
annual basis, ensuring disciplined execution against regional revenue targets and
growth commitments.
• Executed territory planning & account prioritization strategies to strengthen service
penetration, improve coverage ratios, and ensure achievement of sales quotas.
• Strengthened customer relationships by proactively identifying service opportunities,
addressing operational challenges, and delivering solutions that enhance uptime,
compliance, and operational efficiency.

• Drove growth of the after-sales service portfolio for Agilent Technologies across the
West India (Maharashtra) region, expanding service penetration and revenue streams.
• Generated aftermarket revenue across Agilents full instrument ecosystem, including
Chromatography and Mass Spectrometry platforms (HPLC, GC, LC-MS, GC-MS, ICP-MS,
MP-AES, ICP-OES, QTOF MS), spectroscopy systems (UV-Vis, FTIR, NMR), and Genomics
/ Clinical Testing solutions (Bioanalyzer, Real-Time PCR, Microarray Scanner).
• Managed service & solutions portfolio like AMC/CMC contracts, regulatory audit
compliance services, lab informatics (LBI), software maintenance, remote services,
Computerized System Validation (CSV), cloud-based lab management (i-Lab), technology
refresh programs, MVIS, end-to-end lab resource management, instrument relocation,
training & advanced application consulting.
• Collaborated with Regional Service Delivery leadership to optimize field engineer
deployment, manage escalations & ensure proactive, multi-level customer engagement.
• Developed demand forecasts and pipeline plans, consistently achieving and exceeding
assigned service revenue targets through disciplined execution and account planning.

• Led sales and marketing of hybrid renewable energy solutions (small wind turbines and
solar PV systems) for private and government customers across India.

• Delivered end-to-end service support for high-end analytical instruments from OEMs
such as Shimadzu & Beckman Coulter, including associated data acquisition/processing
software and client-server-based environmental monitoring systems across pharma
and biopharma segments.
• Led installation, commissioning, qualification (IQ/OQ), and end-user training, ensuring
regulatory compliance and successful customer adoption.