Ashutosh Rathi

• 1. Rapid Diagnostic Strategy – Africa |Pharma and Diagnostics.
• Designed an Africa-wide rapid diagnostics strategy, piloted in Nigeria, to expand HIV, hepatitis, malaria, and TB LAM testing; developed a GTM roadmap leveraging operational efficiencies and data-driven insights.
• Delivered ~$5.2M revenue growth in Nigeria (+21%), secured ~$5M incremental sales, boosted HIV screening in pregnant women (41% -> 60%), unlocked $1.2M malaria sales, expanded TB LAM penetration (50.5M), and secured $2M World Bank funding – pilot scaled to 16 African countries
• 2. Digital Engagement and Project Management Office (PMO) – Web Platform Migration, + Social Listening | Digital health.
• Ran PMO for a multi-country web platform migration (9 go-lives in 6 months), integrating HCP CRM into product sites, and driving annual cost savings through consolidated hosting and maintenance.
• Led multilingual social media listening across 9 languages using Sprinklr (~20K+ mentions analyzed); generated actionable insights on HCP engagement, campaign performance, and pharmacovigilance signals that shaped content and improved ROI
• 3. China Revenue Growth and Turnaround Strategy | Architectural Products
• Quantified China's $2.1B non-residential metal ceiling market, identifying $1.7B+ addressable opportunity; built segment prioritization framework, GTM shift to early specification sales, and salesforce restructuring (generalist -> segment-led)
• Delivered 3-year strategic project sales growth from $40M to $100M, creating segmentation + GTM playbooks, projecting 24% CAGR and 6X EBITA growth by 2030; secured leadership approval for phased investment plan, reducing sales expense ratio from 6.7% to 3.0% - expanded mandate to 5 key APAC market sizing and GTM planning
• 4. Cost Optimization and Sales Acceleration - Contribution Improvement Program | Cement, Industrial Products
• Led cost optimization and sales acceleration program across 10 clusters, identifying INR 150Cr+ EBITDA impact (FY25) and building INR 170Cr pipeline; initiatives spanned onboarding and reactivation of 25% churned dealers (1,000+ dealers, +1.3MnT volume), channel restructuring, and MS gains (5–10%)
• Delivered recurring monthly savings of INR 17–19Cr through freight capping, depot resizing, rail/road mix optimization, procurement levers, and energy efficiency; built KPI dashboard for ~16K dealers to track execution with CEO/COO
• Drove repeat business by expanding Africa diagnostics strategy from Nigeria pilot to 16 additional countries and securing mandates for Europe market sizing and APAC GTM expansion (5 markets)

5. Go-to-Market Strategy – Russia and 11 Emerging Markets | Pharma and life science

• Directed GTM strategy in Russia, optimizing portfolio and field force deployment (64 reps, 7 FLMs, 12 MSLs) to expand TA coverage to 86%, delivering $33.6M incremental sales and $31.8M margin uplift (+9.1% growth)
• Scaled Russia pilot framework to 11 emerging markets, enabling prioritized brand/customer focus and securing a 1-year client extension

6. Product Sales Forecasting Model | Pharma and life science

• Built dynamic sales forecasting model integrating historical trends, external events, and sensitivity analysis, improving accuracy and market share retention vs. static legacy approach.
• Introduced event-based forecasting (progressive, waning, constant impact scenarios), aligning predictions with market growth trajectories to strengthen competitive positioning and strategic planning

7. Incentive Compensation Plan Assessment – 12 Emerging Markets | Pharma and life science

• Designed IC assessment framework (data pipelines, dashboards, KPIs) across 12 markets, raising sales target attainment from 96% to 102% and boosting MR payouts by 92%
• Realigned IC budgets within 0.5–2% of sales in 5 key markets, reset sales quotas in 7 countries to reduce under/over-performance, and stabilized retention in high-turnover markets (China, Turkey, Russia, SE Asia).

8. Trade Acceleration Strategy – Thailand | Pharma and life science

• Built customer profiling framework (446 high-value pharmacies driving 89% contribution, 91% sales index) and SKU sensitivity analysis, identifying 22 high-impact products
• Optimized stock availability and trade spend allocation, unlocking ~$1M incremental sales and rechanneling $250K investments (+19%) to priority customers; aligned stakeholders via national sales conference workshops

9. 5G Strategic Roadmap | Telecom

• Partnered with C-level executives launching a direct-to-consumer channel (D2C) targeting 100M 5G customers; built centralized monitoring frameworks and streamlined city launch processes
• Directed end-to-end execution via centralized operations center, improving decision-making efficiency and ensuring on-time delivery of strategic objectives

10. Operational Efficiency – Solar Power Plants | Renewable Energy

• Established business operations center for real-time site monitoring and developed O&M playbook (“bluebook”), standardizing best practices across plants
• Identified and resolved root causes of daily losses (~1MRL), boosting productivity and enhancing operational control across solar assets

11. China Therapeutic Portfolio Expansion | Pharma and life science

• Analyzed China pharma market (~85% concentrated in 9 TAs), designed capability assessment (market access, team capability, portfolio synergies), and recommended 3 priority and 4 secondary TAs for expansion
• Facilitated workshops with China affiliates and global NPL team, securing alignment and driving portfolio expansion roadmap for high-growth TAs

12. APAC Portfolio Strategy – 5 Markets | Pharma and life science

• Built TA and portfolio strategy for Philippines, Malaysia, Vietnam, Thailand, and South Korea; screened 100+ molecules and identified 15 high-potential products via gap analysis across 50+ ATC3 categories
• Enabled launch of 3 originators and 2 first-to-market products through sourcing, licensing, and tech-transfer partnerships; improved NPI performance by 20% across APAC

13. Pharmacies and HCPs Segmentation and Targeting – Vietnam | Pharma and life science

• Designed segmentation for ~21K pharmacies (A-D framework) and 1,400+ HCPs, optimizing resource allocation (+3K priority visits, ~5.7K low-value visits), boosting coverage from 24% to 57%
• Delivered 14–19% sales growth across 3 key product lines by expanding into 4.4K high-value pharmacies; validated targeting with 88% accuracy against hospital sales data

• Launched tax meter product with integrated campaigns, achieving 15% market share growth.
• Designed incentive programs, acquiring 250+ customers and creating $6M pipeline.
• Pioneered e-commerce expansion via aggregator partnerships, securing $1M+ deals