Vinayak Shourie

Provide executive leadership for 10 million USD integrated healthcare consultancy and medical assistance service provider with global presence in India, Africa, CIS and SE Asia.

Spearhead operations and strategic direction with full responsibility for P&L, including long range planning and global market expansion. Provide cross functional management; direct Vice President, COO and 6 country heads; and general oversight of 50 employees. Redefine organizational structure, lead major pricing, market entry and investment decisions. Perform monthly financial evaluation of company results and lead and manage quarterly meetings with the Board of Directors.

•Created a more responsive and market driven organization focused on developing the organ transplant market resulting in +50% sales growth in this high-margin segment.
•Opened new marketing channels and successfully established presence in markets in CIS, Ukraine and Ethiopia
•Substantially improved productivity while reducing share of staffing and operational costs by 20%

Fastest growing Healthcare company with 4, 500 operational beds generating over 600 million USD in annual revenue.

• Led the international patient business vertical for Fortis Healthcare (75 million USD business); restructured the 50+ member sales team to create a matrix organization between geographic and clinical specialties focused on major market expansion, new business development and high value clinical procedures.
• Developed the largest and most awarded organ transplant program for international patients in SE Asia with over 500 Liver, Kidney, Heart & Lung and Bone Marrow Transplants performed annually.
• Consolidated leadership position in the key source markets of Middle East and CIS across Ministry of Health business verticals in Iraq, UAE, Russia, Kazakhstan, Ukraine and Pacific Islands
• Delivered strong performance across key metrics; in-patient admissions increased from 12, 500 to 15, 000 annually; revenue from 60 million USD to 75 million USD, market share +10%, direct non commissionable revenue from 18 million USD to 30 million USD.

Led a strategic initiative sponsored by the Vice Chairman to reposition the flagship hospital Fortis Memorial Research Institute (FMRI), Gurgaon. Program objectives were to identify target customers for FMRI, articulate and implement a differentiated value proposition and demonstrate impact by improving EBITDA run-rate.
•Implemented a wide range of initiatives across the spectrum of clinical operations (patient flowcharts, transforming nursing culture, publishing clinical metrics), service operations (predictable out-patient department journey, health privilege card, door to door arrangements for international patients) and sales & marketing (assured price packages, hospital app) to deliver a seamless, personalized and transparent value proposition.
•Delivered strong results on key financial metrics; sales +30%, EBITDA run rate +20%
•Transformed performance across non-financial metrics; patient satisfaction +12%, brand equity +30%, OPD conversion +6%, nursing retention +34%, percentage of patients admitted and discharged in defined TAT +25%, clinician satisfaction with nursing staff +50%

Leading tertiary care hospital chain with 2, 500 beds generating over 450 million USD in annual revenue.

Directed national brand positioning and product marketing strategies for this 450 million USD healthcare enterprise. Led the development and implementation of collateral, pricing strategy and sales support programs for patient acquisition and retention. Leveraged market research, industry analysis and insights to build consumer loyalty, and position the brand for market share leadership. Transformed program concepts into operational reality by inspiring collaboration and investments across the organization.

•Launched 4 Super Specialty hospitals and doubled the bed strength of the network.
•Set up the industry’s first central contact centre to enhance patient experience; patient access and quality scores improved by +10%, OPD utilization rates by +20%.

QSR chain held by Navis Capital Partners with 75 outlets generating over 20 million USD in annual revenue.

Hired by Navis Capital Partners to promote operational value in the business in preparation for an exit in 2011.

•Revitalized the iconic quick serve restaurant brand Nirula’s and established a compelling proposition to underpin value creation in the short to mid-term horizon for future owners
•Repositioned the brand around delivering a ‘unique Indian flavor’ experience to appeal to multiple segments; built customer footfall through value pricing and margin through product innovation. Rationalized menu extensively to control cost and launched B2B sales vertical
•Delivered solid business performance leading up to the exit; +10% increase in customer footfall, reversed declining sales trend of 3 years, improved operating margin by +2%.

Parent company of Pizza Hut, KFC and Taco Bell. Largest and fastest growing Quick Serve Restaurant enterprise

Driving force behind explosive growth and profitability of Pizza Hut’s home delivery business. Leveraged cross functional positions during my 6-year tenure to build brand equity, grow market share, deliver a differentiated customer experience and lead global strategic initiatives for the brand.

•Launched Pizza Hut’s home delivery business in India; expanded store footprint to 150 units by 2008 on the back of a robust and profitable P&L.
•Delivered exceptional performance across key metrics; +30% y-o-y revenue growth, 48 consecutive months of positive same store revenue growth, +25% increase in market share.
•Led a global business channel separation initiative in India for Pizza Hut. Established a compelling proposition to support an independent delivery-only brand and laid the foundation for an investable business model for future expansion.