PUNEET KHANNA New Delhi +91-704******* ad074t@r.postjobfree.com

SALES & MARKETING STRATEGIC ACCOUNT MANAGEMENT BUSINESS DEVELOPMENT KOL ENGAGEMENT ~ PHARMA

Offering 20+ years of sales and marketing experience across pharma sector

Business Development Sales & Marketing Key Account Management Business Strategy Market Research Hospital Sales KOL Engagement Brand Development Product Launch Innovation Channel Partner Management Team & Stakeholder Management

A sales and marketing professional with 20+ years of experience in pharmaceutical company well versed in establishing various brands that optimize profitability, revenue growth and market share for the company.

Proficient at creating sustainable competitive advantage for the assigned brand, interacting with key stakeholders of organization to plan, develop, communicate and execute key marketing strategies to achieve divisional objective.

Worked as Zonal Business Manager with Abbott Healthcare Pvt Ltd managing Sales and Distribution for Abbott Critical Cardiology Division for North India encompassing states of Delhi, Punjab, Haryana, Himachal Pradesh & J&K. Currently handling ACS (Acute coronary syndrome) portfolio and TET (thromboembolic therapy) portfolio of products.

Executive with in-depth knowledge of business development, distribution channel management, logistics, client relationship management, and market/ competition analysis

Business strategist capable of driving new business initiatives, analyzing competitor moves, designing suitable products to surpass competition, seeking product penetration, maximizing business growth and delivering top and bottom-line growth.

A go-getter driving sales through collaboration with cross-functional teams delivering results in dynamic work environment.

Havinng vast experience of handling cardiac brands and good exposure of launching cardiac brands in the indian market.

Brand handled are Acitrom,Dablexa,lmwx,aggribloc,epetifab,caat,nicoduce in abbott healthcare and Telma,Telma-H,Telma-AM,Telma-beta and rivaxon in Glenmark pharma

Brand handled in cipla respiratory are Duolin,Budecort,foracort,asthalin,etc.

Having rich exposure of working in govt institutions like RML Hospital,PGI,Safdarjung hospital and Gb pant hospital.

Havig good professional relations with leading cardiologist,Consulting physicians,chest physicians,and paed.

KEY CAREER ACCOMPLISHMENTS

Recognized as Star performer and Best Zonal Business Manager in the Entire BU for year 2016.

Selected to attend star awards as zonal business manager in Hongkong in 2010, Bangkok in 2015, Dubai in 2017.

Improved sales in the challenging regions of Madhya Pradesh, Bihar and Uttar Pradesh.

Facilitated promotion of 3 ABMS to ZBMS,5 KAMS to ABMS.

Received individual Gold Awards from BU Head, Year.

Successfully Launched new molecules like Reteplase and Dabgiatran in Indian market and handled Injectables and oral portfolio.

Received outstanding performance award for FY-20-21 in Glenmark pharmaceuticals.

Having experinece of turnaround performance in Abbott healthcare and Glenmark pharma.

Received Best zone award in Cipla respiratory.

PROFESSIONAL EXPERIENCE

CIPLA PHARMACEUTICALS LTD 13TH JULY 2021 TO 21st March-2022

ZONAL BUSINESS MANAGER

RESPIRATORY NEB-2 DIVISION

TEAM SIZE-TM-85,ABM-18-RBM-4

BUSINESS VOLUME 90 CR.

LOOKING RESPIRATORY PORTFOLIO.

GLENMARK PHARMACEUTICALS LTD.

SALES MANAGER-

ZOLTAN DIVISION FEB 2020 TO 7th JULY2021

TEAM SIZE-52 FSO,10 DSM,3 ZSM

BUSINESS VOLUME-63 CR

TERRITORY-ENTIRE NORTH INDIA

LOOKING CARDIAC PORTFOLIO

ABBOTT HEALTHCARE PVT LTD Feb 2004 – AUG-2019

Growth Path

Zonal Business Manager, Mar 2010 – AUGUST 2019

Area Business Manager, Mar 2007 – Mar 2010

Territory Business Manager, Feb 2004 – Mar 2007

Team Size: 33, 5 Area Managers and 28 Key Account Managers

Business: INR 18.45 Cr

Territory: North India including Delhi, Punjab, Haryana, J&K, and Himachal Pradesh.

Joined the organization as Territory Business Manager. Received promotions due to exceptional performance showcased in delivering business growth, service delivery, customer management, brand development and product management.

BUSINESS DEVELOPMENT STRATEGIC PLANNING

Conceptualizing and implementing winning business strategies to drive business growth and volumes.

Implementing major key initiatives at zonal level in the areas of Market Development, Distribution expansion & Sales Operation.

Managing multiple territories and sales advisers to achieve region forecast for each brand.

Ensuring all Sales Force metrics such as calls / day are being met to drive business objectives.

Driving identified initiatives in the Zone to achieve the overall customer reach and sales objectives.

Adopted a zone struggling with low sales with target achievement of <90%

-reorganized the zone with depooling; motivated the team members; ensured their career progression.

-Zone ranked among the best zone in the entire BU with 107% achievement; promoted maximum team members.

PRODUCT LAUNCH PROMOTIONS MARKET ANALYSIS BRAND POSITIONING

Assisting in the product launch across the zone; launched cardiac molecules in the Indian market like Tirofiban, eptifibatide, Reteplase, Fondaparinux, Dabigatran, Nicorandil And rivaroxaban.

Analyzing market trends; assessing consumer preferences; tracking competitor activity; reviewing IMS data for market penetration.

Engaging in different promotional activities for brand development; participated in various conferences, national and zonal advisory boards, Symposias, RTMS, CMES, GCPS, camps to increase brand visibility.

Analyzing the markets; anticipating future changes to create competitive advantage.

Developing marketing plans to boost territory specific marketing capitalization; providing market feedback to PMT/HO

Challenged to establish new brand like Dablexa in the Indian market; identified right set of customers for the brand

-zone ranked among the 2nd best zone in the division with >100% achievement.

KOL ENGAGEMENT TEAM & STAKEHOLDER MANAGEMENT

Engaging with Key Opinion Leaders (KOL); organizing scientific programs to seek maximum engagement and increase sales.

Dealing with KOLS and pharmacists, purchase department for procuring orders for products.

Leading recruiting efforts to fulfil vacancies with the right talent for the team and the company.

Fostering collaboration of sales team with multiple functions such as medical field team, key accounts team, and marketing.

Managing stockiest and trade relationship by anticipating proactively and resolving issues, minimizing stockiest and field force attrition.

Guiding and mentoring team members; monitoring their performance and ensuring their career progression.

PREVIOUS EXPERIENCE

Territory Business Manager, Alembic Pharma Mar 2001 – Feb 2004

EDUCATION

Bachelor of Pharmacy (B. Pharma), Rajiv Gandhi University of Health Sciences, 2001

REFERENCE

1)MR.ANIL KOTHIYAL-998**-*****-Glenmark pharma

2) MR.ARGHA CHATTERJEE-992*******-Abbott Healthcare pvt ltd.

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