Sales Pvt Ltd

GAURAV RAY CHAUDHURY

Email: ***.******@*****.***

Phone: +91-880*******

EDUCATION

Indian School of Business (ISB) Apr 2012- Apr 2013

Post-Graduate Programme in Management (Strategy & Finance)

• Consulted an NGO working towards girl education, on an exit strategy for withdrawing its intervention across 2,342

schools and 250,000 children in Rajasthan (final report submitted to Govt. of Rajasthan)

o Evaluated 10 key exit criteria and constructed the capability framework for local stakeholders at community and

school level using PEST and Need-Gap analysis

o Recommended 4 comprehensive exit strategies and a pilot test program for a three-phase exit

o Awarded the best project in ISB, among 103 teams, and received a scholarship of INR 1 Lakh

Birla Institute of Technology, MESRA, Ranchi Jul 2004 - May 2008

Bachelor of Engineering [Electronics and Communication]

• Among top 5% in a batch of 500+ engineering students

WORK EXPERIENCE

ZS Associates India Pvt Ltd Gurgaon, India

Business Consultant – Consulting Services May 2013 –

Present

Sales & Marketing strategy consulting for pharmaceutical clients across globe, client management and business development

• Devised a product Loss Of Exclusivity (LoE) roadmap for one of the largest pharmaceutical clients in Europe

o Evaluated the healthcare structure of 17 European countries and reviewed submissions by CPOs in anticipation of LoE

for Oncology drug

o Formulated a comprehensive catalogue of strategic work-streams and associated action plans from a cross-functional

perspective which each nation could refer and leverage to address the challenge posed by generics entry

o Successfully launched the “LoE Defence Toolkit” that included preparation checklist and functional guidance to track

execution of actions in terms of ownership, deadline, status and KPI / milestone

• Expanded the client’s commercial excellence business unit by implementing and transitioning a $1M incentives

compensation (IC) program for a 4000+ sales force across 28 countries in Asia-Pacific

o Managed a 15-member team and liaised with multiple stakeholders (country leaders, regional leadership team, technical

team and vendor) to ensure smooth roll out

• Led large project teams in driving multiple consulting engagements to improve sales-force effectiveness for major US

pharmaceutical companies

o Recommended appropriate sales force effort & size by reviewing work-load build-up and geography coverage to

sustain sales for Hep-C drug in a declining market

o Designed the goal-allocation methodology for 300+ sales force by analyzing various market factors such as competitive

positioning, untapped market potential and historic product performance

• Selected to be a part of 5 member Analytics Innovation team aimed at transforming pharmaceutical commercial

operations by transition into a managed services environment

o Established the shared services center in ZS by consolidating different internal client teams working across diverse

issue areas such as sales force sizing, customer segmentation and brand performance tracking

o Designed the value proposition, positioning and various service and capability offerings including variable costing

model and integrated analytics solutions

Ernst & Young India Pvt Ltd Gurgaon, India

Senior Consultant – Risk Advisory Services Feb 2010 – Mar 2012

End to end project management, Consulted various international/domestic clients on process improvement using data analytics

• Youngest in division to be promoted to ‘Senior Consultant’ with 3 years’ work-ex (against average of 6 years)

• Led a 20 member team in deploying audit analytic services for risk identification and enhanced reporting

o Successfully executed pilot projects for EY US Assurance Team resulting in additional demand of 4000 man-hours

($1M revenue impact annually on service line)

o Achieved 10% increase in resource utilization by exploiting synergies within team

o First consultant to be appointed career counselor to three resources, for overall leadership potential

• Established strategic partnerships with 2 major Service Lines in US and Europe office for creation of a new data and

control analysis platform

o Developed ‘data collector’ extraction model for Finance and O2C process; improved audit efficiency by 40%

o Identified 4 internal and 2 external clients by performing feasibility study of the platform

o Applauded with ‘Sparkle Award’ (top 2 performers out of 150 within division)

• Designed and implemented the supply chain analysis framework for Reliance Industries Jamnagar manufacturing

division (world’s largest grass-root refinery)

o Ideated and developed the ‘Smart Aging Tool’; detected INR 4.2M of overdue Inventory

o Identified 3% potential over payment for highest vendor through review of the procurement process

o Successfully leveraged credentials of engagement to sell services to 2 more clients in similar industry

• Examined KPIs and spend pattern for India’s leading offshore IT Company for Travel Cost Optimization

o Effected changes in the client travel policy resulting in annualized cost savings of $5M

Deloitte Touche and Tohmatsu AERS India Pvt Ltd Hyderabad,

India

Consultant, Data Quality and Integrity services Jun 2008 – Jan

2010

Data quality assessment, development and creation of SAS queries for financial reporting

• Analyzed financial statements and provided data analysis solutions for one of the top 3 American retailers.

o One of 20 analysts selected in EDA specialist Team to design journal entry testing routines using SAS

o Developed pilot module to identify potentially unusual postings in the income statement

o Reduced computation error from 15% to 0% by automating validation and documentation procedures

OTHER ACHIEVEMENTS & PERSONAL INTERESTS

• Social: All India Coordinator for India-Redefined (NGO with 10,000 members)

o Worked directly with the CEO and led a 15 member team to handle North India operations

o Organized 12 eye-checkup camps and hygiene drives across 3 states; increased membership by 75%

• Chief Executive Head and Co-owner, The Sultans, a $10,000 sports franchise within ISB with a team size of 33

• Secured 1st position in national level inter-college 100m sprint (completed 100 m in 11.5s against national record of

10.4s)

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