Summary
Overview
Work History
Education
Skills
Additional Information
Certification
Timeline
Generic
Bijal Shah

Bijal Shah

Gurgaon

Summary

Experienced healthcare leader with over 20 years in General Management, Operations, Marketing, and Sales across global multinational corporations like Philips, Medtronic, and Johnson & Johnson. Proven track record in driving business growth, operational excellence, and team leadership in a multicultural environment to deliver upon organizational operating plans and expand organizational capabilities through strategic planning and execution excellence. Set up systems and processes for overall operations from sourcing to manufacturing, regulatory and quality, sales and marketing, turnkey project management, service delivery and installations, commercial finance, and HR, BD towards delivering high growth in revenue and profitability.

Overview

28
28
years of professional experience
1
1
Certification

Work History

Group Chief Operating Officer

Trivitron Healthcare (P) Ltd
03.2025 - Current
  • With 15 USFDA, CE-certified manufacturing facilities in India, USA, Finland, Turkey & China, supported by several R&D tie-ups with global leaders, Trivitron spearheads innovation in Newborn
  • Screening, In-Vitro Diagnostics, Imaging & Radiology, Renal Care Portfolio, Radiation Protection
  • Critical Care, and Operating Room Solutions
  • Trivitron manufactures and distributes exceptional medical technology products to 180+ countries
  • Lead the Manufacturing Operations across 10 mfg sites in India and 5 at Intl locations
  • Monitor, analyse and improve Operational KPI’s – production output, yield, capacity utilisation and enhancement to achieve AOP
  • Set systems and processes to improve efficiency and productivity
  • Improve Financial KPI’s – CAPEX, OPEX, Procurement budgets, Costs and Inventory
  • Optimisation, Cash flow and P&L management
  • Business growth strategies - Regular reviews to keep performance on track with AOP
  • Identify new growth opportunities in market - Contract manufacturing, OEM, JV, Tech
  • Transfer projects

Chief Operating Officer

Medtech Solutions, Blue Star Engineering & Electronics Ltd
03.2022 - 03.2025
  • Blue Star is India's leading conglomerate with revenue of $1.16B, a network of 30 offices, 7 modern manufacturing facilities, 3500 employees, and 5500 channel partners
  • Bluestar E&E is 100% subsidiary with Medtech and Industrial Solutions business units
  • Lead commercial and industrial P

Medtech Consultant

Consultant Med Devices – India & SEA
Kuala Lumpur
10.2018 - 01.2020
  • Rapidly growing $8.5B ASEAN med-devices market offers an excellent growth opportunity for new- age start-ups to established enterprises
  • With my 18 years of hands-on experiences with global health-tech corporations across the region, handled some exciting consulting assignments from
  • M&A due diligence to market entry/ expansion strategies
  • Having Indian citizenship alongwith
  • Malaysian resident pass, helped me provide broad based coverage in the region.

General Manager

Philips - Health Systems
Kuala Lumpur
02.2017 - 09.2018
  • Royal Philips of the Netherlands is a leading health technology company focused on improving people’s health and enabling better outcomes across the health continuum from healthy living and prevention, to diagnosis, treatment and home care
  • Philips leverages advanced technology and deep clinical and consumer insights to deliver integrated solutions
  • The company is a leader in diagnostic imaging, image-guided therapy, patient monitoring and health informatics, as well as in consumer health and home care
  • Position summary:
  • Lead and grow the Philips Health Systems business P&L in Malaysia with Diagnostic Imaging, Image guided therapies, Patient Monitoring, Ultrasound and Healthcare Informatics systems business units reporting directly along with functions like Operations, Supply Chain, Customer Service, QA&RA and
  • Finance
  • Focus on building local capabilities and driving growth through effective team and customer engagement at all levels and in all sectors of healthcare continuum
  • Build a healthy funnel of Order
  • In Take (OIT) to deliver profitability objectives and deliver upon Annual Operating Plan (AOP)
  • Key Acheivements -
  • Established a clear vision and strategic 3-5 year growth plan within first 60 days o Market Opportunity and Account Mapping exercise o Key stake holder mapping and Voice of Customer (VOC) o Identifying drivers/ barriers and enablers of growth
  • Identified gaps in structure and designed robust BU and Customer focussed org o Hired top local talent to drive BU focus o Optimised sales and support functions to drive better customer engagement o Beefed up Project and Operations Management team o Enhanced Service Efficiency with Customer delivery manager and FSE’s
  • Introduced and successfully executed Key Account Management Program o Identified Key accounts in Public and Private o Appointed KAM to drive engagement and ramp up revenues o Multi level contact with C Suite and key stake holders
  • Enhanced GoToMarket Model with optimal direct vs distributor model o Appointed non exclusive and focussed partners to drive account conversion o KOL engagment program thorugh direct sales and product team o Clinical and Application support to drive adoption
  • Box to Solutions selling mindset and launched managed services solutions o OPEX model to overcome CAPEX challenges o Innovative models of equipment financing o Value based selling to drive market penetration
  • Drive business growth through process and people focus o Leverage SFDC to manage robust funnel of projects and accounts o Set Operating mechanism to track weekly progress of key metrics o Recognize and reward efforts to motivate and engage employees o Promote team work and high-performance culture
  • Key Trainings –
  • Insead - Strategy in the age of Digital Disruption – 5 weeks Online Program
  • Lean Daily Management Program
  • Problem Solving Skills
  • Media Training

General Manager

Medtronic Malaysia
Kuala Lumpur
01.2014 - 01.2017
  • Medtronic is a $26 billion global healthcare solutions company committed to improving the lives of people through medical technologies, services, and solutions
  • Position summary
  • Full P& L and GM responsibility of Minimally Invasive Therapies Group business in Malaysia
  • Three
  • Business Units – Early Technologies, Surgical Innovations and Patient Monitoring & Recovery report directly along with support functions like operations, HR, customer service, regulatory, finance and technical Services
  • Responsible for smooth integration and collaboration post acquisition with other
  • Medtronic Business Units and represent as one enterprise at all Government / Private Sector administrative and healthcare authorities
  • Key Achievements
  • Established a high performing customer focused organization with BU structure and coordinated support functions
  • Acquired and retained top talent in industry with solid bench strength
  • Designed a “Malaysia Growth Plan” within first 30 days on the job
  • Attracted investments from corporate and successfully executed on growth plan
  • Expanded the team size from 25 to 75 in 3 quarters improving market reach and customer coverage
  • Established robust Go – To – Market strategies for direct and distributor models
  • Achieved overall country revenue and margin budgets for 8 quarters in a row
  • Delivered annual operating plan (AOP) @ 60% YOY growth in FY2015 winning Country of the Year in Asia award
  • Led cross collaboration initiatives with CVG & RTG group leveraging strengths across BU’s and diverse Medtronic portfolio
  • Honors and Awards
  • Country of the Year Award - 2015
  • President’s award – 2015
  • Sales Excellence in SEA for EbD and VT – 2015
  • Director Product Marketing
  • Emerging Markets – Asia, EEMEA & LATAM

Head of Product Marketing Emerging Markets

Medtronic, Covidien
09.2012 - 12.2013
  • Report directly to the VP EM Marketing and accountable for Planning, Directing and Controlling marketing activities to accomplish budgeted financial objectives specific to the emerging international markets of Latin America, EEMEA and Asia
  • Pacific
  • To lead the development of strategic marketing plans for all products and ensure consistent implementation at the regional level
  • The position oversees development of plans for new products/programs in existing business lines in collaboration with R&D and other functions
  • Marketing – Upstream
  • Product and Portfolio Life Cycle Management (region, country)
  • Product Development process – R&D collaboration
  • Business Plan Formulation/Opportunity Identification
  • New Growth Platforms, Market Development Planning
  • Product Launch Commercial Planning, Voice of Customer Research
  • Strategic Customer Segmentation (Institutional Level)
  • Marketing – Downstream
  • Product Launch Execution – Commercial Plan Optimization
  • Long term revenue Forecasting and logistical mapping
  • 3-5 Year Growth/Investment Plans
  • Market Development and Commercial excellence
  • Cross functional collaboration
  • Customer Training and development initiatives
  • Key Achievements
  • Aligned with global portfolio, did gap analysis by understanding EM customer needs
  • Generated new product ideas through internal & external customer VOC
  • Collaborated with R&D and Manufacturing teams in China and US to drive an idea through
  • Product Development Process (PDP) and roll out prototypes for 2 new products in FY 2013
  • Executed launch activities across EM – positioning, pricing, rollout staging, distribution of communication plan and commercialisation
  • Collaboration with global Marketing functions, Medical Affairs, and R&D to align and co- ordinate new product plans
  • Business Analysis, Metrics, monthly dashboards and program updates

Sales & Marketing Director

Medtronic, Covidien
Mumbai
07.2009 - 08.2012
  • P&L responsibility for the Vascular therapies - Compression Care, Dialysis Vascular Access and VNUS
  • Radio Frequency Ablation business in India
  • Leading the team and business towards the top line and bottom-line goals through investments in right resources and sustainable long term profitability
  • Key Achievements:
  • Tripled the sales revenue - $2Mn to $7Mn in 3 years for the BU
  • Improved Sales Margins by 16% positively impacting the Operating Margins
  • Managed additional investments in the P&L from Covidien with HC approvals expanding team strength from 5 – 48 in 2 years
  • Launched new business VNUS pan India, exceeding the revenue targets for the launch year in 6 months
  • Revamped the distribution set up by delayering the channel network and improved coverage across all metros, tier II and III cities pan India
  • Expanded from 5 to 35 distributors in 9 months
  • Set up facilities for Customer Education and Training improving KOL management and customer engagement
  • Led the team towards Clinical Consultative Selling and effective customer relationship building through variety of training programs
  • Extensively travelled across India creating network of KOL’s from various segments like
  • Vascular Surgeons, Nephrologists, Intensivists, Orthopedic Surgeons, Neuro Surgeons
  • Interventional Cardiologists, Radiologists and administrators of leading institutions both public and private
  • Improved coverage through additional outsourced sales force through HC lease
  • Mentored two Regional Managers to the level of Business Manager in one year
  • Honors and Awards
  • President’s Sales Excellence in Asia – 2010
  • MD’s Exceptional Employee of the year in India

Sales & Marketing Director

GE Healthcare India Pvt Ltd
Gurgaon
05.2008 - 06.2009
  • Drive double digit growth by attaining leadership position in both Cardiology and Radiology imaging segment
  • Ensure there is a good understanding of the market & competition in the team
  • Analyse & validate the market opportunities for Medical Diagnostics business
  • Work with MD – South Asia, imparting strategic solutions and long term vision to the sales organisation
  • Key Achievements:
  • Achieved OP 2008 of $15M in Sales with >25% GOPY
  • Delivered double digit growth in all four regions driving monthly target culture
  • Focussed on improving distribution and coverage in Tier II cities with concept of stockists
  • Followed strict pricing controls avoiding any price erosions
  • Focused on creating awareness through MPS resource lecture series on CIN/ CI-AKI
  • Increased Pond Size for CEMR procedures through KOL Speaker programs
  • Conducted 2 International Speaker Symposiums and participated in 4 national conferences through Case Based Workshops/ Quizzes
  • Launched Product Specific Campaigns with strong emphasis on clinical differentiation
  • Established an Operating Mechanism of weekly QMI meetings and Sales Tracker Analysis
  • Monthly Sales Reports and Quarterly Regional Review Meetings
  • Introduced Infrastructure updates – CT/MR/ Cath & NM installations
  • Created 2 RM’s internally and 2 RM’s through external hiring
  • Completed the Sales & Marketing Org of 48 employees as planned in session C
  • Restructured territory distribution for effective coverage and improved productivity
  • Conducted Annual Sales Meeting and awards night recognising talent.

Johnson & Johnson Medical
Mumbai
06.2002 - 05.2008
  • Experience in a full range of sales and marketing activities including Strategic & Tactical business planning, customer education and training, regional channel and KOL management for Cardio and
  • Endovascular devices
  • Key Responsibilities:
  • Plan & Manage a multi crore territory to increase Sales, Market Share & Profitability of
  • Medical Devices, Diagnostics and Consumables
  • Develop new & effective marketing strategies; maintain excellent customer relations
  • Analyse competitor products, their strategies and prepare counter attack plans
  • Plan & monitor new product launches, Pre-sales, Product Life Cycle Management
  • Help form and manage key alliances/partnerships with industry vendors
  • Champion creative marketing initiatives including seminar series, Sponsorships & Continued
  • Medical Education with Key Opinion Leaders
  • Provide industry insights and recommendations to Regional Planning Team
  • Prepare customer deliverable collateral - presentations, approach notes, brochures etc
  • Prepare sales execution plans and monitor the sales pipe line
  • Key Achievements:
  • Launched the world’s first Drug Eluting Stent – Cypher in India
  • Over achieved sales objectives/ KRA’s every eligible year
  • Worked as a coach to Malaysian sales team
  • Doubled the territory sales every alternate year
  • First to launch new endovascular products
  • Max new accounts developed in a year
  • Member of the company’s “Fast Runners Club “& “Million-dollar club”
  • Rewarded OTW trip to USA, Greece & Japan

Sales Executive

Gulf Oil India
04.2000 - 05.2002

Sales Engineer

Industrial Hydraulics, Hagglunds Denison Ltd
09.1997 - 04.2000

Education

Advance Program in Sales Management -

IIM Kolkata
India
01.2004

MBA - Management Studies

SIMSR, Mumbai University
05-2002

Bachelor of Mechanical Engineering -

DMCOE – Mumbai University
India
01.1997

Diploma - Mechanical Engineering

Somaiya Institute, Mumbai University
01.1995

Skills

  • Manufacturing Operations – Medical devices Mfg, production, end2end factory operations
  • General Management – Commercial and Industrial (Manufacturing) Operations
  • Strategic Planning and Execution – business modelling for growth, transformation
  • People Management – career progression planning, engagement, development
  • Functional Management – setting up systems and processes, cross functional collaboration
  • Strategic Marketing, New Product Development/ Introduction, customer connect
  • Service Operations – service quality and delivery, improving capabilities and efficiency
  • Advocacy with govt agencies and Industry bodies

Additional Information

  • Honors and Awards: , Country of the Year Award President’s Award Sales Excellence in South East Asia President’s Sales Excellence in Asia MD’s Exceptional Employee of the Year in India

Certification

  • AI tools workshop to improve personal productivity
  • Country Manager Academy - Urgo Medical
  • Lean daily management and problem solving - Philips
  • Strategy in the age of digital disruption - INSEAD

Timeline

Group Chief Operating Officer

Trivitron Healthcare (P) Ltd
03.2025 - Current

Chief Operating Officer

Medtech Solutions, Blue Star Engineering & Electronics Ltd
03.2022 - 03.2025

Medtech Consultant

Consultant Med Devices – India & SEA
10.2018 - 01.2020

General Manager

Philips - Health Systems
02.2017 - 09.2018

General Manager

Medtronic Malaysia
01.2014 - 01.2017

Head of Product Marketing Emerging Markets

Medtronic, Covidien
09.2012 - 12.2013

Sales & Marketing Director

Medtronic, Covidien
07.2009 - 08.2012

Sales & Marketing Director

GE Healthcare India Pvt Ltd
05.2008 - 06.2009

Johnson & Johnson Medical
06.2002 - 05.2008

Sales Executive

Gulf Oil India
04.2000 - 05.2002

Sales Engineer

Industrial Hydraulics, Hagglunds Denison Ltd
09.1997 - 04.2000

Advance Program in Sales Management -

IIM Kolkata

MBA - Management Studies

SIMSR, Mumbai University

Bachelor of Mechanical Engineering -

DMCOE – Mumbai University

Diploma - Mechanical Engineering

Somaiya Institute, Mumbai University

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