Keyur Desai Email & Phone Number

California, United States

California, United States

Seattle, Wa, Us

Seattle, Wa, Us

Irvine, Ca, Us

Aliso Viejo, Ca, Us

Strategic leader for Commercial Operations responsible for all aspects of Sales and Marketing operational support functions, including Incentive Compensation, CRM/Data Management, Promotional Program Management, Fleet & Sales Reporting/Analytics. Driving process re-engineering to align with Compliance and Legal standards.● Drive process optimization initiatives focused on data management, technology enablement tools and customer centricity approach to analytics; rationalized tools and resources leveraged by field personnel to deliver more impactful and timely insights● Developed long term technology road map to support existing and future applications to support Commercial needs, with a focus on simplification, standardization and scalability; Optimized team structure to align with Information Technology capabilities as well as external vendor support● Recruited to help drive cultural transformation of the organization as it pertains to Commercial Operations functions and team, focusing on building alignment across Avanir around roles and responsibilities; proposed optimization of Commercial Operations functions to allow for greater scalability for future growth and career development● Led team through process re-engineering in accordance with guidance from Compliance, Legal and Human Resources to prepare organization for post-DOJ Resolution environment; involved a complete redesign of existing business processes pertaining to Promotional activities, with attention to change management and adoption by impacted stakeholders (e.g., sales/marketing personnel)● Established Commercial CRM Strategy and Roadmap, nested in common use cases and capabilities across functional areas (Marketing, Sales, Support, Operations, etc.); aligned needs with Customer/Patient Journey mapping with a focus on scalability, agility and user experience● Active member of the Avanir Leadership Council, Commercial Leadership Team

San Diego, Ca, Us

• Global leader for Commercial Operations (focused on Sales and Service operations) driving standardization of business processes, policies and technology enablement applications• Product Owner for Salesforce.com Transformation Initiative concentrating on business process overhaul of Opportunity and Forecasting (instrument, services, and software sales) capabilities for the Sales organization• Built a benefits business case framed around a global commercial framework that spans all functional areas (Marketing, Sales, Service, Support, Finance, etc.) that illustrates desired capabilities based on industry best practice recommendations• Lead organizational change management initiatives focused on end user training and adoption• Deliver reporting and business analytics capabilities using existing Salesforce.com reporting capabilities, as well as Cognos BI and Tableau• Collaborate with Global Information Systems (GIS) to revamp Global Governance and Operating Model to support enhancements and prioritizations for new capabilities to impacted systems• Act as Liaison between Commercial Operations, Sales/Service and GIS for documentation and interpretation of requested technical enhancements• Helped establish Global Process Owner functions that will act as point person for all critical Commercial functional areas and capabilities (e.g., Campaign to Opportunity, Opportunity to Quote, Reporting/Analytics, etc.)• Work with Compliance and Internal Audit functions to establish policies around system access and privileges, data visibility, data retention policies

Indianapolis, In, Us

• As a part of the West Region Salesforce.com division, primarily responsible for Client Engagement and Project Oversight as well as Business Development activities• Act as a client advocate to help deliver projects on time and on/under budget, while developing a trusted relationship• Provide strategic guidance around cloud roadmap and demonstrated use cases for SFDC for a given client’s needs• Support pre-sales processes including but not limited to requirements discussions, RFP/SOW preparation and review, resource planning• Perform some project management related activities for ongoing projects• Lead client project teams throughout the course of client engagements

Gb

• Responsible for driving business development and managing solution delivery teams focused on the Healthcare & Life Sciences vertical• Sold and delivered 1st Hospital/Provider Salesforce.com Project – a Social Intranet built on SFDC’s Communities product, replacing SharePoint to foster greater collaboration and information exchange amongst the client’s 25,000 employees• Sold ~$1.5M in Salesforce.com Projects in first year with the firm (Individual and Team Sales)• Co-design lead for Patient Digital Care solution framework – the 1st Certified Fullforce solution for Hospitals/Providers• Lead project team to deliver a robust solution built on Force.com to support Clinical/R&D study dissemination and collaboration (Real World Evidence) for a major Pharma client• Responsible for Practice Development opportunities including onboarding and training of new hires, solution accelerator design and delivery as well as internal Salesforce.com application design/development• Responsible for pipeline management as well as vendor/alliance relationships for all Healthcare opportunities

Dublin, Coolock, Ie

• Responsible for all of Allergan Medical franchise ($1B Annual Revenue) sales operations needs supporting over 500 field personnel• Lead a team of business analysts and consultants that provide analytics and business intelligence to all levels of sales and marketing leadership• Collaborate with Executive Management to develop and assess effective compensation plans and business unit operational strategies • Overall Business Owner for Salesforce.com within Allergan Medical’s Sales, Marketing, & Customer Service groups• Leading initiative to foster greater collaboration across AGN Regions (LATAM, Canada, APAC, EAME) to enhance synergies with respective Salesforce.com implementations and Business Intelligence strategies• Led delivery of Allergan’s first integrated Salesforce.com / Business Objects Mobile Analytics solution • Leverage external data to gain information regarding market share loss/gain, and other competitive analyses• Coordinate with Incentive Compensation Compliance teams to ensure all incentive plan documents meet SOX Compliance standards, and administration adheres to Allergan Incentive Compensation Plan Standard Operating Procedures• Responsible for departmental budget as well as vendor managed projects

Thousand Oaks, Ca, Us

• Business process owner for integration of sales and marketing data as they relate to Sales and Marketing compensation and sales reporting reports• Responsible for redesigning Amgen’s Data Integration and Reporting Strategy; working to develop a holistic business and IT strategy to meet the needs of varied clients internally as well as achieve overall systems efficiency by building for scale and functionality• Coordinate major and minor alignment data loads in CMA (Customer Master and Alignment system) and Orion (field SFA application) by working with Sales Operations, POA, Sales and Marketing Information Systems (SMIS) and external vendors• Assist business groups in maximizing the quality of data and implementation of business requirements within the SFA application to adhere to Amgen’s Sales and Marketing CRM strategy (Seibel solution)• Responsible for business enhancements to all systems for Sales and Marketing alignment and reporting functions and documentation of business process, system loads and QA for customer and sales force alignment processes• Manage vendor and customer interaction to ensure timelines and data load formats are met

Thousand Oaks, Ca, Us

• Collaborated closely with the POA to meet reporting deadlines for the Inflammation Business Unit’s Rheumatology, Dermatology and Regional Medical Liaison (RML) Sales Forces and provide reach and frequency reports and metrics in a timely manner to the Sales Force, the POA and the National Sales Directors • Provided strategic support of Inflammation Business Unit (IBU) activity and sales data to assist management with decisions that maximize the Sales Force capability to target professionals and accounts to enhance sales for and productivity for Enbrel • Managed, maintained and updated alignments for the Rheumatology, Dermatology and RML Sales Forces in coordination with various systems groups, e.g., CMA, RDS, Compass, Orion and also several external vendors (e.g., ZS Associates and Health Products Research)• Maintained close working relationship with vendors and core Amgen team to improve, update, and ensure quality of Professional/Rx/PlanTrak data, Account/DDD data and Activity data

• Collaborated closely with Regional Management to present useful analyses of their business needs/challenges, and forecasting of revenue growth through reports & presentations• Coordinated a Performance Improvement Program with Area Management to enhance lesser performing sales representatives with in-depth analyses on representative and product performance• Identified and evaluated industry level developments and changes, e.g., competitive information, product performance comparisons, and assessing the effects of new regulation to the Pharmaceutical industry

Mba, Finance

B.S., Physiology/Neuroscience