General Manager - Business Development

D I S H A G U P T A

MBA with Biotechnology Major, BSc in Biotechnology with Honors

** ***** **, ******** *****, NY 518-***-**** *********@*****.*** DOB 12th November 1986 Versatile and seasoned corporate professional with 10 years of experience in front line business development function in the biopharmaceutical industry. My career objectives are hinged on attaining a strategic leadership position in the global biopharmaceutical industry and evangelize businesses aimed at commercializing generic and novel therapeutic technologies and solutions. I am focused on seeking growth opportunities and maneuvering my intellectual drive and professional skills towards adding value to the business. P R O F E S S I O N A L E X P E R I E N C E

BAYIR BIOTECH GROUP, INDIA (BANGALORE) AND U.S. (NJ) OFFICES General Manager –International Business, June 2018 – Present

• Proactive, hands-on approach to business development to ensure that revenue/EBTDA targets and key performance indicators are constantly over-achieved with incremental revenue and margin growth from both the existing products/customer group, as well as identifying and penetrating in new accounts.

• Supervise policies and business plans to enhance customer base in the US and Canadian markets by undertaking significant marketing initiatives, and set out managerial teams and organizational resources to achieve targeted objectives.

• Identifying and participating in new business opportunities through direct consumer selling and private-label manufacturing for international clients.

• Managing existing client relationships and developing new clients, deepening business relationship with existing clients by adding new products to the portfolio, cross-selling existing products and enhancing margins.

• Develop and maintain a current understanding of the organisation’s capabilities and capacity as well as an understanding of the external marketplace (business conditions, trends and competitors) for identifying new opportunities and developing market expansion plans for the organization’s entire product portfolio of API’s, natural extracts, herbal and botanical extracts, nutraceuticals, dietary supplements, cosmetics and finished formulations.

• Identify and develop new business prospects from multiple sources including inbound marketing leads, prospect lists, LinkedIn and individual research.

• Evaluating potential new customers and finalizing best client association which suits the organizations’ goals and operations.

• Establishing communication with new customers, offer quotations, negotiations for pricing and other business terms in order to materialize the agreement.

• Planning and execution of road shows within defined territories.

• Coordinating with internal and client’s regulatory affairs teams for timely submission of DMF’s/tech- packs/formulation dossiers in accordance with registration and licensing requirements.

• Overall management and coordination of all international sales related procedures including product registrations, order procurement and execution, regulatory affairs, budgeting and projections, payments, documentation and logistics to ensure smooth business process flow and enhance customer satisfaction

• Interacting with functional and business heads within the company for overall business development and business process coordination.

• Facilitating site audits and inspections and managing the international delegations for site visits to ensure a seamless registration process.

• Manage sales data for new and prospective clients within CRM/Excel tools, ensuring all communications are logged, information is accurate and documents are attached.

• Monitor business performance and external environment via appropriate tools to deliver corrective action as required to meet business objectives.

• Representing the company on industrial networking platforms, events, exhibitions (Vita Foods, SupplySide, CPhI India and worldwide) and seminars to maximize global business exposure. RECIPHARM PHARMASERVICES PRIVATE LIMITED, BANGALORE, INDIA Manager, International Business, CDMO Services (Formulations and Analytical RnD), Sep 2017 – March 2018

• Achieving targeted IB sales by pursuing contracts and orders from existing international clients in the assigned regions (North America – USA and Canada).

• Prepare, execute and supervise marketing and business development plans to enhance customer base in North American markets by undertaking significant marketing initiatives, and set out managerial teams and organizational resources to achieve targeted objectives.

• After the firm's strategic objectives have been identified, selecting target customers and the desired positioning for the company, product portfolio determined, focusing on how to best implement the chosen marketing and sales strategy for the business development.

• Analysis of global market trends (primary and secondary research) for identifying new opportunities and developing market expansion plans for the organization’s entire service portfolio of end-to-end Formulation and Analytical Development, Validation Support, cGMP clinical manufacturing, ICH stability studies as well as standalone analytical and manufacturing services, for oral solids, semi solids and non-sterile liquid formulations.

• Develop new business opportunities with the respective accounts and use internal resources efficiently to convert these opportunities into successful projects and improve financial performance.

• Aggressive networking and marketing communication initiatives in North America and Europe to enhance global

‘Recipharm’ brand awareness aimed at establishing, enhancing and maintaining positive business and customer relationships.

• Evaluating potential leads and conducting research to identify and qualify prospects that meet organizations’ goals and objectives.

• Prepare and deliver new quotations in collaboration with respective technical teams on inquiries from customers

• Planning and execution of road shows within defined territories.

• Performing cost-benefit and needs analysis of existing and potential customers to meet their needs.

• Working closely with the sales director and the leadership team as well as liaison with global sales team to proactively develop strategies for prioritizing and implementing sales and marketing plans.

• Facilitating customer visits and inspections and managing the international delegations for site visits to ensure seamless audit process.

• Prepare visit reports, and input data to maintain prospective database.

• Participating and representing the company in industrial networking platforms, events, exhibitions (CPhI India and worldwide, ICSE, Contract Pharma and others) and seminars to maximize global business exposure. ELFIN PHARMA PRIVATE LIMITED, MOHALI, INDIA

Assistant General Manager, International Business, May 2015 – August 2017

• Hands on leadership role in international business development and managing operations in emerging markets.

• Achieving targeted IB sales by pursuing sales orders from existing international clients in the assigned regions

(European, Latin American, Middle Eastern and South East Asian markets).

• Strategic international tie-ups for pharmaceutical business development, networking, technology and know- how transfers, regulatory affairs, international market authorizations, product launches, marketing and distribution, strategic licensing (in and out licensing) with primary focus on regulated markets in Europe and US, and in the Latin American region.

• Analysis of global market trends (primary and secondary research) for identifying new opportunities and developing market expansion plans for the organization’s entire product portfolio comprising dry and liquid small volume injectables, oral solids, syrups and suspensions, opthalmics, nasal and ear drops, creams, ointments and other topical formulations.

• Evaluating potential new customers and finalizing best client association which suites the organizations’ goals and operations.

• Establishing communication with new customers, offer products, and negotiating for finalizing products of mutual interest, pricing and other business terms to materialize the agreement.

• Identifying and participating in new business opportunities through international tenders, institutional sales and private label manufacturing for merchant exporters and international pharmaceutical sellers and distributors.

• Overall management and coordination of all export related procedures including product registrations, order procurement and execution, regulatory affairs, budgeting and projections, payments, documentation and logistics to ensure smooth business process flow and ensure customer satisfaction.

• Coordinating with regulatory affairs, customer and MoH of the respective country for timely submission of the formulation dossiers in accordance with client requirement.

• Coordinating with various in-house departments to answer queries over filed formulation dossiers.

• Increasing the territories and product portfolio by filings in targeted markets in the form of site registration applications, CTD dossiers, ANDA, NDA etc. as per ICH regulations.

• Facilitating site audits and inspections and managing the international delegations for site visits to ensure a seamless registration process.

• Representing the company on industrial networking platforms, events, exhibitions (such as CPhI India and worldwide, and iPHEX) and seminars to maximize global business exposure. HEALTH BIOTECH LIMITED, CHANDIGARH, INDIA

Assistant General Manager, International Business and CRAMS, March 2013 – March 2015

• Developing and executing strategic partnerships for increasing the organizations global presence.

• Enhancing customer base in emerging markets in European, Latin American, Middle Eastern, ASEAN and some African markets by focusing on appointment of local distributors and undertaking significant marketing initiatives, as well as developing clients for contract manufacturing services and Loan Licensing/Neutral code manufacturing,

• Development and execution of strategic licensing and technical know-how transfer projects with domestic and international accounts.

• Identifying and participating in new business opportunities through international tenders, institutional sales and contract manufacturing for merchant exporters and international pharmaceutical distributors.

• Overall management and coordination of all export related procedures including product registrations, order procurement and execution, regulatory affairs, budgeting and projections, payments, documentation and logistics to ensure smooth business process flow and ensure customer satisfaction.

• Strategic planning for commissioning of Eu-GMP compliant production facility for entry into highly regulated markets.

• Coordinating with the top management for conceptualization, development and marketing of new drugs and FDCs.

• Leadership and management of specialized business projects such as Fill and Finish, Formulation Development and Investigational New Drug filing with key, high value domestic and international accounts, particularly in the European and US markets.

• Handling business projects with independent international biotechnology companies, mostly based out of the US, looking to develop and introduce patented therapies in the Indian and global markets and providing support for their offshoring activities.

• Representing the company on industrial networking platforms, events, exhibitions (such as CPhI India and worldwide, and iPHEX) and seminars to maximize global business exposure.

• The leadership team received 62 product registrations in the operational markets in a 4-year period with 20% enhancement in YoY revenue from direct and indirect exports and a value wise increase of approximately USD 6.5 million per annum.

HEALTH BIOTECH LIMITED, CHANDIGARH, INDIA

Senior Manager, International Business and CRAMS, March 2011 – March 2013

• International business development based on various models such as Contract Manufacturing/P2P, Loan licensing, Brand marketing, Joint marketing etc.

• Strategic planning for product mix selection, pricing, product launch, promotion and distribution in growing South East Asian and Latin American markets.

• International market research and analysis for identification of new opportunities in semi and less regulated world markets primarily in South East Asia, Latin America, Africa, Middle East and CIS regions.

• Budgeting and revenue projections for various operational markets.

• Export data/trend analysis on competitor pricing.

• Business process coordination with internal and external stakeholders involving multiple aspects such as regulatory affairs, dossier submissions, product registrations, market authorizations, order execution, shipment and logistics. HEALTH BIOTECH LIMITED, CHANDIGARH, INDIA

Manager, Contract Research and Manufacturing Services, September 2009 – March 2011

• Business development for contract manufacturing of generic drugs and Fixed Dose Combinations across a broad spectrum of therapeutic segments including antibiotics and anti-infectives, cardiovascular, gastrointestinal, neurological, oncology and hormonal therapies covering a vast range of delivery systems such as dry and liquid small volume parenterals, oral solids, topical formulations, creams and ointments, opthalmics, ear and nasal drops.

• Active lead generation through promotional corporate communication.

• Development of marketing and promotional tools such as company brochures, literatures, website, digital marketing aides and presentations.

• Coordination with support functions for proper order execution to minimize delivery lead times.

• Responsible for monthly and quarterly sales review, client servicing and networking. MERCK MILLIPORE, BANGALORE, INDIA

Management Trainee, May 2009 – July 2009

• Customer presentations for life sciences division with an objective of creating company awareness.

• Competitive market assessment and lead generation.

• Identifying potential business opportunities and passing on the lead to respective product specialist. E D U C A T I O N

UNIVERSITY BUSINESS SCHOOL, PANJAB UNIVERSITY, CHANDIGARH, INDIA Master in Business Administration, 2007 – 2009

• Graduated Summa Cum Laude (GPA 3.94)

• Specialization: Biotechnology

GGDSD COLLEGE, PANJAB UNIVERSITY, CHANDIGARH, INDIA Bachelor in Science with Honors, 2004 – 2007

• Graduated Summa Cum Laude (GPA 4.00)

• Specialization: Biotechnology

P R O J E C T S

• A voluntary 7-month market research project on ‘Price Perceptions and Consumer Shopping Behavior- a study of Organized Indian Retail' at University Business School, Chandigarh, 2008-09.

• Measurement and Mapping of Brand Equity for New Product Venture of Biocon Oncotherapeutics (NUFIL), Brand Equity Mapping of Biocon vis-à-vis its competitors at Biocon Limited, Bangalore, 2008.

• Developed a novice quantitative Brand Equity Measurement model for Biocon Limited, Bangalore, 2008.

• A project on ‘Isolation and Characterization of Enteropathogenic Acid-Tolerant Bacteria' with Department of Biotechnology, Panjab University and Department of Biotechnology, GGDSD College, Chandigarh, 2006-07.

• A training project on ‘Agrobacterium Tumefaciens mediated transformation in Rice (Oryzae Sativa)' at Punjab Agricultural University, Ludhiana, 2006.

• A training project on ‘Bread Fermentation' at Polka Bakery Co., Panchkula, Haryana, 2006. A C H I E V E M E N T S

• Presented a paper on ‘Measurement and Tracking of Brand Equity- An Empirical Model' at the International Conference held at Panjab University, Chandigarh, 2009.

• Won first prize in ‘Esoterica' - a competitive ad-mad platform organized by UBS Business Club, 2007.

• Gold medalist at Panjab University in Bachelor of Science (Biotechnology), 2004-05.

• Adjudged second in essay writing competition held during the Vigilance Awareness Week organized by HUDCO, Chandigarh, 2003.

• Presented with the Certificate of Merit by CBSE for being among the top 0.1% of successful candidates in General Sciences in All India Secondary School Examination, 2002.

• Ranked third at the district level in Bhartiya Sanskriti Gyan Pariksha held by International Gayatri Parivaar, Haridwar, 2002.

• Adjudged first in inter-school declamation contest organized by Consumers Forum, Chandigarh, 2001.

• Passed the All India UN Information Test conducted at National Level by Council for UN Information having secured 83% marks, 2000.

• Third in inter-school debate contest conducted by World Wide Fund for Nature India, 2000. E X T R A C U R R I C U L A R A C T I V I T I E S

• Participated in the Blood Donation Drive by Sankalp India Foundation, Bangalore, 2009.

• Member of the UBS Alumni Relationship Cell and handled corporate communications, 2008-09.

• Displayed working model of Infection Cycle of Retro Viruses at Science Exhibition in college, 2006.

• Participated in the Annual Cultural Fest, GGDSD College, Chandigarh, 2005.

• Volunteer at Lions Club Chandigarh for less privileged children at School for Deaf and Dumb, 2005-06.

• Coordinator of Cultural Club at Shivalik Public School, Chandigarh, 2002-03.

• Participated in the Green Olympiad sponsored by the Ministry of Environment and Forests and organized by TERI, held on Earth Day, 22 April 2000.

K E Y P R O F E S S I O N A L S K I L L S

• Pharmaceutical Sales

• International Business Development

• Technology Transfer and Strategic Licensing Projects

• Market Research and Analytical skills

• Competitive Analysis

• Marketing Strategy and communications

• Biotechnology specializations

• CRM

• Contract Development and Manufacturing Projects

• Planning and Organization

A D D I T I O N A L S K I L L S A N D S T R E N G T H S

• Expert in Microsoft Office, with a focus on Excel and Outlook

• Bilingual in English and Spanish, fluent in Hindi and Punjabi

• Web and tech savvy

• Excellent communication and presentation skills

• Strategic Orientation

• Effective time management

• Cross functional Sensitivity

• Customer Orientation

• Strong interpersonal skills with demonstrated ability to effectively lead and manage diverse teams

Contact this candidate