Customer Service Supply Chain

Corporate Development Executive

M&A / Corporate Strategy / Market Development

Corporate Development Executive with a proven record in leading growth

efforts via mergers and acquisitions (M&A) and new market development.

Proven expertise in all phases of M&A from defining strategy to post-merger

integration. Adept at all aspects of new market development from business

plan creation to product definition and evangelical sales. US Citizen with

global experience in business development, especially in healthcare and

technology industries.

Professional Experience

MCKESSON CORP., AUTOMATION DIVISION, PITTSBURGH, PA, 2010 - PRESENT

Business Unit of Fortune 14 pharmaceutical distribution and healthcare

technology company; market leader in robotics and automation equipment for

managing pharmaceuticals in hospitals.

DIRECTOR, BUSINESS DEVELOPMENT, 2010 - PRESENT

Led business development function for a $250 million division, including

M&A and new market development.

. Defined business development screening process and added over a dozen

promising technologies to pipeline in less than six months. As a result,

screening process was adopted company-wide.

. Developed two strategic partnerships for distribution of cutting-edge IV

robotics products into North American hospital market. Effort led to

signing up of over 30 early-adopter customers in less than a year.

. Led cross-functional and cross-BU teams in several stages of deals

including in-depth research on companies and markets, creating business

cases, recommending approaches, negotiations and post-merger integration

planning. Three of these deals are currently being negotiated.

. Developed relationships with dozens of venture capital firms, investment

bankers and the startup community, resulting in 400% increase in deal

flow in less than six months.

. Assisted President of division in strategic planning and competitive

positioning.

INTERMEC TECHNOLOGIES (VOCOLLECT), PITTSBURGH, PA, 2003 - 2010

Manufacturer of wearable, voice-assisted computers used in healthcare and

in the supply chain to guide workers through processes while recording

their activity, resulting in increased productivity and fewer errors. In

2011, Vocollect, which had over $120 million in revenues, was acquired by

Intermec Technologies, a leading rugged device manufacturer.

DIRECTOR, NEW VENTURES, 2008 - 2010

MARKET DEVELOPMENT MANAGER, 2006 - 2008

ANALYST, STRATEGIC INITIATIVES, 2003 - 2005

Defined strategy for, executed, and managed new market development

initiatives to penetrate and grow outside the company's existing markets.

Screened new product and market ideas, developed customer and partner

relationships, formed cross-functional teams to create prototypes for

research and customer feedback, created and presented business plans to

company management and Board, secured funding and grew businesses.

Opportunistically leveraged M&A as an avenue for growth. Lead and direct

teams of over twenty. Prepared and managed new market and corporate

development budget of over $1 million. Made significant contributions

towards growth of company from $20 million in annual revenues to over $120

million in annual revenues over five years.

. Led the formation of company's long-term care subsidiary via an

acquisition. Analyzed opportunity presented by the acquisition

candidate, negotiated terms, wrote business plan and led initial

marketing efforts for the acquired company. Four years later, the

acquisition generated over 12% of company's revenues, starting from a

base of almost zero.

. Led due diligence for over ten acquisition candidates and made

recommendations to the CEO and Board, resulting in one acquisition and

one licensing deal.

. Over the course of five years, researched and analyzed more than twenty

different potential markets for company's product capabilities, and took

three of these opportunities to market development stage and beyond.

Almost 20% of company's revenues were generated from these efforts.

. Conceived of, evaluated and defined plans for Acute Care market. Led

marketing efforts resulting in commitments for trialing new products from

six hospitals within the first year, creating a sales pipeline of over

$2M. Work directly led to one customer winning the prestigious Nursing

IT Innovation award in 2009.

. Led initial product and market development efforts for the EMS (Emergency

Medical Services) market, resulting in an award of a prestigious National

Science Foundation SBIR (Small Business Innovation Research) grant. Less

than 20% of applicants are typically awarded a grant, and larger

companies like Vocollect almost never get such grants.

. Developed a comprehensive model to assess the viability of supply chain

products in markets around the world. Led overhaul of the company's

marketing plan with a more targeted focus on emerging markets, including

channel development and region-specific business plans. As a result,

emerging markets contributed over 15% of company's revenues three years

later.

. Instituted process for tracking and reacting to competitive intelligence,

leading to faster - and more relevant - sales proposals and ultimately,

an improved win-loss ratio.

SAPIENT CORP., SAN FRANCISCO, CA, 1998-2002

Leading publicly-held technology and operations strategy consulting firm

with global operations and over $700 million in revenues.

MANAGER, TECHNOLOGY CONSULTING, 2000 - 2002

SR. CONSULTANT, 1998 - 2000

As a lead on large technology strategy and development projects, assessed

clients' business and technology drivers, recommended solutions, and led

implementation teams. Clients ranged from Fortune 500 to startups.

Projects included supply chain strategy and execution, customer service

platforms and web-based business models. Led and mentored teams of up to

twelve engineers and designers.

. Led the implementation of an operations management system for a large

energy company, resulting in an 8% cost reduction due to optimization of

material flow through pipeline and better tracking of material.

. Developed e-commerce strategy and plan for large auto manufacturer's

parts supply chain, leading to more efficient interactions with dealers

and resulting in a 6% cost reduction.

. Re-designed large retailer's web merchandising system, leading to a 75%

reduction in system down-time during upgrades and 40% faster web

experience for consumers.

. Defined and developed customer service platform for a financial services

joint venture created to leverage new (at the time) web-based business

model opportunity, resulting in top-rated service from day one of

operation.

Prior experience includes leading projects as an IT consultant developing

software solutions at client sites throughout Asia and the Middle East,

including Singapore, Malaysia, Dubai and India.

Education & Credentials

Executive Education Program "Managing Innovation"

Harvard Business School, Boston, MA

MBA, Marketing & Finance

Merit Scholarship Recipient; Graduated in Top 10% of class; Won inter-

university strategy case competition.

Tepper School of Business at Carnegie Mellon University - Pittsburgh, PA

Bachelor of Engineering, Electronic & Biomedical Engineering

Graduated in Top 5% of class.

National award for thesis titled "Innovative Design of electromyographic

equipment"

Walchand Institute of Technology - Solapur, India

Patents

. "User interface and mechanism for an optimized nurse-call interface,"

Somasundaram, P. and Kapadia, A. - 2008 (Pending)

. "Voice-based supply management user interface for nurses,"

Somasundaram, P. and Kapadia, A. - 2008 (Pending)

Publications

. Book: "Nursing Informatics: Where Caring and Technology Meet (4th

Edition)," Marion Ball et al, 2010

. Interview: "Filtering New Market Ideas at Vocollect," Product Strategy

Network, 2009

. Interview: "Lessons Detroit Can Learn From Pittsburgh," Michigan

Futures Seminar 2009

. Paper: "Leading With Voice-Assisted Technology," Nursing Informatics

Conference NI 2009, Helsinki, Finland

Community Involvement

. Regular guest lecturer at two programs at Carnegie Mellon: (1)

Engineering and Technology Innovation Management, and (2) Human-

Computer Interaction.

. Judge at annual McGinnis Venture Competition, helping evaluate

business plans of MBA students from all over the world.

. Board Member of not-for-profit organization Pressley Ridge, an

organization whose mission is to provide good education opportunities

for at-risk children.

. Board Member of not-for-profit organization Conservation Consultants,

an entity whose mission is to improve energy efficiency in low-income

households.

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