API, Neutraceuticals, Digital Marketing and Formulations Marketing

BU Head.

Vice President and BU Head

1. Accountable for the Revenues and Expenses of the New SBU.2. Business Management

Accountable for Growth, Revenues, Profits and Expenses of FIDOZE.Key Acheivements1. Ensuring Optimal Account loss and Business Momentum and integrating FIDOZE with ERP system.2. Sales of USD 8 Million - March,123. Net Profit - 14%4. Product Pipeline for the next 3 - 4 years scheduledKey Learnings1. Business Value Chain Analysis.2. Delegation of Accuountibilities, Responsibilities and 2. Cost Comptitiveness through optimisation

Accountable for Revenues, Profits and Expenses for the New Business Vertical ( FIDOZE ) dealing in CRAMS/ Finished Formulations Marketing / P to P formulations Business for the Indian Pharmaceutical MarketKey Acheivements0. Started this Business from Scratch with only 1 additional dedicated resource ( Man Power )1. Sales of USD 1 Million in FY,09. Net Profit - 12%2. Sales of USD 3 Million in FY,10. Net Profit - 10%3. sales of USD 6 Million in FY,11. Net Profit - 10%4. Identification, Program Management, commercialisation and supplies of "Quick to Market Products".5. New Business ManagementKey Learnings1. Product Evaluation - Built a team of 2 people with members possessing requisite skill base and access to Information.2. Product Development - Was Instrumental in hiring the Product Development Head required for FIDOZE3. Regulatory Approval Process - Individually Handled Relationships with the officials in the DCGI, Delhi office and Zonal regulatory representatives.4. Formulation Manufacturing Process - Was Instrumental in hiring the Production and PPIC Head required for FIDOZE5. Quality Systems - Integrated Biocon's Existing quality talent pool with FIDOZE. 6. Legal requirements - Handling and finalising Loan License agreements with manufacturing facilities, after requisite Due Deligence.7. Logistics and Transportation : Set up team for the same.8. IP Knowledge and Integration of the existing IP resource with FIDOZE.

Accountable for Revenues from Marketing and Sales of API from West India, East India and Andra Pradesh.Key Acheivements 1. Territories handled contributed to 60% of the all India sales.2. Managed a team of around 10 people3. Key Account Management - Accounts contributing more than USD 1 Million annually.4. By the end of this Tenure, annual contributions from some Key accounts were as follows : DRL : USD 15 Million, Lupin : USD 12 million,Glenmark : USD 10 MillionCipla : USD 10 million 5. Proposal Drafted and submitted for Creating a New Business Vertical Involving CRAMS / Outlicensing formulations / P to P formulations Marketing / Contract Manufacturing and Marketing of Formulations...6. Proposal for the creation of the the New Business Vertical was accepted and granted financial approval. Key Learnings1. Interdepartmental Relationship management.2. Problem Solving3. Material Management : Forecasting and Avialability4. Team motivation and Performance...Sharing Learnings5. Conflict Management6. New Business Planning and Proposal

Accountable for Revenues from the Entire Western Territory Key Acheivements1. Taking charge of the entire territory with zero customer attrition.2. Customer Relation Management with the newer customers.3. API Sales of Western india increased by 150% by March 2004 as against March 2002.4. Build a team of 4 people to manage Sales, Marketing, Receivables and Admin Key Learnings1. Leadership - Team Building - Team Performance2. Delegation3. Monitoring and Supervision4. Administration5. Self Motivation

Marketing and Sales of Active Pharmaceuticals Ingredients.Accountable for 50% Revenues in Western india.Key Achievements1. Commercialisation and supply of 5 New products to customers2. Top 5 customers for the Organisation were all my customers from my TerritoryKey Learnings and Deliverables1. Technical understanding of the New Products, including an overall understanding of the Human Physiology and Anatomy.2. New Product / Customer Fit - Design and Implementation3. Payment Recoveries and Sales Management

Marketing and Sales of Active Pharmaceuticals Ingredients ( API ) - Western india.Accountable for 50% Revenues from Western India.Key Achievements1. Doubled the monthly sales in a period of 6 months.2. Two big accounts added.Key learnings and Deliverables1. Customer relationship management for sustaining on going business - Existing Customers2. New Customer Evaluation process - Increasing Business3. New Customer Acquisition Strategies - Design & Implementation - For Increasing business4. Sales Negotiations.5. Existing product - New Customer Mapping