Sivakumar Subramanian

Chennai - India

e.mail: adiunv@r.postjobfree.com Cell: +91-984*******

CAREER OBJECTIVE

Medical Diagnostic and Surgical Products:

Successful profit-driven Sales, Marketing & Technical professional qualified by over 20 years of visible achievements in territory management, sales development, team management, Key account management. Performance in sales productivity, customer relationship management and account penetration. My personal vision as a professional is to top the marketing performance consistently.

PROFESSIONAL EXPERIENCE

Company Profile: Carl Zeiss is a German based global leader in the optical and optoelectronic Medical Technology. Particularly in the field of Ophthalmic Diagnostic, therapeutic, surgical equipment and full range of consumables, also in to microsurgical microscopes for Neuro, ENT, P&R and Dental. Leader and Research microscopes and Industrial Quality solution etc..The company's production centers are located in Europe, North America, Central America and Asia.

December 2018 - Till date

With Carl Zeiss India Pvt. Ltd, as Key Account Manager (South Region) – Medical Product Division (Ophthalmology Capital Equipment, Consumables, Refractive & Vision Glasses) based at Chennai, India

January 2016 – December 2018

With Carl Zeiss India Pvt. Ltd, as Team Lead (ASM) - Medical Product Division (Ophthalmology products & Consumables) with a team.

February 2013 – January 2016

With Carl Zeiss India Pvt. Ltd as Sales Manager – Medical Product Division (Ophthalmology Capital and Consumables Products)

February 2009 – January 2013

With Carl Zeiss India Pvt. Ltd, as Application Sales Specialist - Medical Product Division (Ophthalmic and Non-Ophthalmic Products)

February 2008 – January 2009

With Carl Zeiss India Pvt. Ltd, as Sales Executive – Medical Product Division.

Job Profile:

As Key Account Manager: Current Role

Responsible for growing the company's revenue by ensuring that key clients are satisfied with the services provided, identifying new business opportunities, and attending all meetings, conventions and training workshops.

Develop trust relationships with a portfolio of major clients to ensure they do not turn to competition with a thorough understanding of their needs and requirements

Expanding the relationships with customers by continuously proposing solutions that meet their objectives

Ensuring the correct products and services are delivered to customers in a timely manner

Serve as the link of communication between key customers and internal teams

Resolve any issues and problems faced by customers and deal with complaints to maintain trust

Playing an integral part in generating new sales that will turn into long-lasting relationships

Preparing regular reports of progress and forecasts to internal and external stakeholders using key account metrics

Nurturing the relationships over time as strategic partner and advisor to the client, discovering new opportunities to work together for mutual benefit.

Establish the strategy to build long term relationship with the Key Accounts

Develop and implement an account plan to grow the revenues at the account above market average.

Deliver on revenues on the Annual Sales Plan in line with Sales budget defined.

Accountable for the commercial performance & growth in share of wallet of the Focus account

Collaborate with Service In charge to develop joint initiatives and provide appropriate customer care.

Work with cross divisional teams to meet the objectives and goals of the focus account program

Facilitate executes necessary seminars, meetings etc with Key Decision makers of the account, along with respective divisions in - Build connects with Global Account Managers/decision makers at My Client in respective divisions.

Follow up on actions post these meetings & enables the internal sales/operations process to deliver product or service.

Build strong communication with the sales, service and operation teams that support the account to establish high CAS scores

Connect them through online meetings and webinars with BU heads of India and HQ

Maintain Key Relationships with:

External: Decision - makers within the key accounts

Internal: Sales/service/application representatives and BU heads/sales managers that work with the respective account.

In Previous Roles : Team Lead, Sales Manager & Application Specialist

Responsible for medical product business in part of Southern region (Tamil Nadu & Kerala) with team of 8 colleagues. Planning business strategies, focusing on key clients and customers, processing business orders, Govt. tenders and related activities. Conduct training programs for the team members. Coordinating with various dealers and business partners.

Team Management – Daily/ Weekly / Monthly reporting from team members, Evaluating and assigning task for non-performers,

Handling key accounts - Starting training centres, Specific strategies, Long term business growth strategies and future developments.

Direct Sales case to case and projects handling, Funnel management to derive and finalize the deal through opportunities to delivery and successful installations in capital equipment of Ophthalmology (Diagnostic & surgery) Neuro, ENT, Plastic and spine surgery.

Primary contact person for all imaging solutions for internal external telecasting.

Trainer for new colleagues and dealer.

Managing Installations, Demo and software/Firmware upgrade…Installation of imaging software licensed and non licensed versions.

Participating in national and international conferences and training programs and teleconference activities.

Consistently achieving given target year to year.

Key Achievements:

Converted many orders from competition for a hospital project in very first year.

Closed many high value orders for abroad and local projects from competitors and completed the project

Successfully handled many conferences, CMEs, RTMs and road shows

Conducted many training programs for new sales and application team and dealers.

Best sales team of AIOS 2017 in terms of Sales & Order Incoming.

Best Sales Performance (National Level First Position) in Year 2019

Promotion in year on year with consistent performance

Other Experiences:

From 1999 to 2008 (New Delhi, Hyderabad and Chennai)

Sun Medical System [Authorized distributor for Sony Medical &Broadcast Products in India]

Joined as customer support engineer-Sales and Service at Delhi and moved to Hyderabad to take care of AP market in and shifted to Chennai as Manager to handle medical and broadcast business, also discharged the duty of branch in charge.

Job Profile

Responsible for Sales and marketing of Medical and Broadcast equipment.

Handled Various Sony B&W and Color Imagers, DICOM Imager, Medical Monitors, Color Single CCD and 3 CCD Cameras, Surveillance Cameras, Medical Recorders, Medical Film Stations and spares and Consumables.

Having Extensive touring experience all over India

Responsible for recruitment and training of service engineers.

Managed the needs/requirements for sales and service activities by indenting to H.O. and Principle.

Successful account retention record of 98% on Sales and service-related payments.

Performing demo, product presentation in customer places and conferences

Generated more AMCs’, Inventory control, Monthly reporting (KPIs) to Management and Principles.

Sales and Marketing Experience with respect to LC, TT, High Sea Sales and INR with good track record.

Handled a big dealer network for consumables in Southern Zone.

Closely worked with other companies for mutual business development.

Experience in Sales and Servicing Video Lenses of Carl Zeiss, Canon and Fujinon.

Key Achievements:

Handled Southern Region- increased the business in to three-fold by strategical planning.

Handled big dealer network for medical consumables

Achieved target years to year.

1994-1995 Indian Institute of Technology, Chennai.

As Engineering Apprentice in Electrical and Electronics Dept. Trained for

Maintenance of electrical and electronics equipment in the department.

TRAININGS RECEIVED

Training acquired

• Attended Trainings in India and Abroad.

• Frequent training programs on products & upgradations

• Personality development, Team Management, Team Summit, Executive development, and many sales training.

• Key Account Management Training

PROFESSIONAL STRENGTHS

Key Account Management: The long term relationship in all level (Corporate) with Key accounts like LV Prasad Eye Institute, Sankara Nethralaya, Aravind Eye Hospital, Narayana Nethralaya and Sanakara Eye Society / Corporates like Dr.Agarwal Eye hospital, Taking utmost care in resolving their issues and giving top priority to them since they are most critical and major chunk of market share within the territory and across country too and would also be a good referral point for future business.

Keeping them updated about the latest happenings in technology and products introduced. Developing business strategies by making them to explore their experience/expertise about the technology to the market and acquire the business share against competition.

Notable interpersonal skills capacity to relate to all levels of management, staff and customers.

Dedicated to exceptional customer service; able to cultivate positive rapport and nurture relationships by offering service beyond expectation.

Excellent project management skills with effective combination of assuming multiple responsibilities and innovation to consistently meet objectives.

Recognized for outstanding work ethics, integrity, product knowledge, expertise and commitment to corporate goals.

Solution Sales - Wet labs / Digitalization / Mobile vans / Training centers / Workshops / Patient Care Management / Global relationships

Deep understanding of individual customer model of business

Very tech-savvy. Helps understanding the equipment psyche and deliver goods with utmost customer satisfaction.

COMPUTER LITERACY

Comfortable working on computers.

Well versed with the use of MS Office documentation tools, Power point Presentations, internet explorer and other office automation tools.

Apart from the general software, quite efficient in working on software packages.

EXTRA-CURRICULAR ACTIVITIES

Received many certificates, awards and rewards for sports, cultural and other activities during my school and college career.

Candidate of National Cadet Cops / National Service Scheme in School

Allrounder in college cricket team and 2 times captain of the team.

Actively Participating in Social Service activities conducted by locality and by office.

ACADEMIC QUALIFICATIONS

XII (1991)

Completed my Higher Secondary Examination in the year 1991 from Government Higher Secondary School, Kanchipuram District in Tamilnadu.

PROFESSIONAL QUALIFICATIONS

Diploma in Electrical &Electronics Engineering (1994)- 3 years with 6 semesters

Post Diploma in Medical Electronics (1997) 1-1/2 years with 3 semesters

Bachelor of Computer Application (BCA) under correspondence education University of Madras (2004) - 3 years

REFERENCE IN UAE

Mr. Vadivelu Subramani

Building No. 13344

Ruwais Housing Complex, Al Ruwais

Abudhabi, UAE.

Ph : +971*********

+971*********

PERSONAL PROFILE

Date of Birth : 30th June 1974

Nationality : Indian

Marital Status : Married

Languages Known : Tamil (Mother Tongue), English, Hindi, and comfortable in Telugu

Date:

Place: Sivakumar Subramanian

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