DINAR S. MHATRE

Key Accomplishments

• Current Business Size & P&L handled $ +140MM (Self Care) - 1 brand $ +100MM
• Self Care First Mindset, Expansion, Innovation, Growth – Grew the organic & acquired business 8X in 9 years ($ 18MM to + $140MM). Dual engine model of HCP prescription + FMCG led distribution model
• Heading the end2end Professional Strategy for Consumer Health across Essential Health (Johnson's Baby) & Skin Health (Aveeno Mega brand, Neutrogena & Regaine) by strategizing the GTM (Nursing & Maternity Homes, Dermatologists) ecosystem
• Digital First - Unlock New Opportunities for Growth & Margin: Digitize, Data & ROI Mindset
• Fit for Future organization: Shape & Build excellence across the functions of Medical Affairs, Commercial Excellence & Professional HCP team to drive the strategic imperatives, deliver strong growths and deliver the aspirational Long Range Strat Plan for Consumer Health sector
• Transform HCP Engagement models - Building Brands Rooted in Science, endorsed by HCP, building a CH business
• Competency Framework - Develop Senior Managers (+150) on identified needs in critical areas (Effective people Mgt -Coaching, Results oriented, Inspiring leader, Effective communication skill, Agile mindset).
• Leading the Professional strategy development & entry strategies for existing /new therapy areas - Collaborate with key stakeholders (Regional, Global Biz Development team) to identify strategic and relevant opportunity spaces in CH to enable the Strat Plan aspirations for India

Key Accomplishments

• Transform HCP Engagement models - Building Brands Rooted in Science, endorsed by HCP, building a CH business
• Built & Shaped the Medical Affairs function to be the Strategic Partner to help improve patient care by establishing scientific leadership with various stakeholders (Associations, KOLs)
• Co-create with external stakeholders for patient centric healthcare (improved outcomes and better patient care) - Guidelines , RWE , Consensus for key therapy /brands.
• Strengthen PARTNERSHIP: Build advocacy to co-create & transform HCP engagement
• Build the Commercial Excellence function - Capability, Training, SFA
• Strengthen innovative digital platforms (TABLEAU, VEEVA, LMS); converge multiple Internal & External data sources into the Data Lake - provide meaningful analytics to drive data driven decision making.
• Work with R&D, Medical and Franchise team globally to identify, scope & size out the new pipeline, formats, biz models to include into the long term Biz opportunities

Key Accomplishments

• Part of the core team which delivered (2015) an India specific acquisition ($18MM), led the Strategic business acquisition case as Business Lead, Integrated the new Businesses within the larger J&J organization as an Integration Head.
• Delivered the P&L two years ahead of the acquisition case as a Business Unit Head consistently since 2015 till current (2023).
• Grew the acquisition business 8X in 9 years in a profitable way which helped establish Self Care as the 2rd largest pillar in India consumer Biz & set up India as the “Thought leader” for building the Global Restoration platform outside the conventional J&J OTC areas.
• Acquisition enabled to strategize & build up a new HCP capability team (+ 450 team) to cover 70K HCPs (now +100K HCPs since 2020).
• Build in commercial excellence & Training teams & Regional Medical Affairs team to support the business systems, building the science & evidence approach , compliance & Biz delivery
• Enterprise approach (across all 3 sectors - Janssen Pharma & Med Devices) to collaborate & leverage HCP equity strength areas to kickstart a strong portfolio approach for the acquired brand.Lead
• HCP metrics delivery across 2 additional franchise verticals – Johnson’s Professional Selling & Derma Professional Selling with a team of more than +200 sales reps and Managers.

Key Accomplishments

• Re-ignited the Benadryl equity in 2012-2015 with newer insights based DTC communications & launched newer extension to fill the need gaps in the Cough market (Dry Cough, Wet Cough, Lozenges), quoted as the among the top “break through innovation in India” by Nelson's Breakthrough Innovation report in 2015 (selected among +17K FMCG brands for relevance, distinctiveness & endurance for a period of 18 months post launch)
• Worked with APac R&D and Technical teams on an “OTC Innovation platforms” to ensure “speed to the market” & overcome the multi country Regulatory timelines for brand launches & extensions – Benadryl extensions for India and Asia Pac developed with the “Chassis model” in 2013-2015
• Innovative Integrated Marketing Communications (IMC) for Benadryl (Cough & BIG Golden Voice) with Radio & On-ground partnerships with BIG FM & Movie Integration with Amitabh Bachhan (Shamitabh) to drive concept of Dry & Wet Cough market creation.

Key Accomplishments

• Set up the concept of Professional Marketing & Sales for J&J consumer health in India (+100 outsourced Reps & Internal Managers)
• Build and strengthen the equity of the Professional model to drive the relevance and Equity of the consumer brands of Johnson's Baby, Aveeno, Listerine brand anchored around Science & evidence of Baby skin health at the Pediatricians, Obgyns, Maternity homes (Neonats)
• Set up the professional model and the revenue ecosystem for the Maternity homes (+5K nursing homes, corporate hospitals)
• Build a KOL (Key Opinion leader network, Advisory boards, Pediatric skin care guidelines (AWHON) with IAP & FOGSI. Worked with Indian Dental Association (IDA) for Listerine seal & catch them young award programs.

Key Accomplishments

• Conceptualization and execution of the business case & financials for a separate OTC BU for Abbott India – a first for Abbott in Asia Pacific region
• Build up a strong +250 Retail team structure to enhance direct distribution to + 100K trade outlets and supplement the existing reach of the 250 shared HCP field structure
• Successful switch for leading Digestive antacid brand (Digene) with a rainbow strategy activating key growth levers - Brand & Portfolio footprint, FCGG Distribution setup, new brand extensions (formats and molecules) & a dual Business Model (Consumer and Prescription) to drive consumer share gain across category segments
• Product innovations / extensions across HCP and Consumer spaces ensured the brand becoming #1 in the Antacid category over the 2 year period
• Profitable delivery of the BU P&L resulting in more switch cases being approved within 1 year - Cremafin (Laxatives) and Brufen (Pain)

Key Accomplishments

• Consistent Delivery of a CAGR of +15% (2X market growths) on a portfolio of + $ 50MM
• Integrated working with the Business Head to ensure the Price Restricted portfolio (Low Gross Margin) delivered on the profitability and added incrementally to the Local P&L
• Handling the Trade/Channel switch of Mega brands like mature brands portfolio of Combiflam ($18 MM), Avil ($ 8MM) & Soframycin ($ 8MM ) via efficient channel management. Handled channel sales for Rabipur vaccine (Anti Rabies)
• Actively shaped and build up the Retail /Channel /Consumer expertise for OTC brands with a dual focus on Prescription as well as consumer centric FMCG model
• Integral Part of Tier 2 markets model setup which worked on improving the market accessibility to Tier 2 Markets of Mass brands through Channel / Trade / Customer initiatives
• Experienced handling mature brands Rabipur (ARV) $23 MM mio & Daonil (OAD) $ 5 MM which are also established leaders in their respective therapeutic categories
• Core member of the Integration team(Asia Pac) which worked post the Symbion Consumer acquisition in Australia

Key Accomplishments

• Shaping business transfer (Rx to DTC switch) P&L cases , handled the transition of the Global portfolio of Brands from Novartis Pharma to Novartis CHC within 1 calendar year
• Strategizing the transition & building the strategy and field teams on Rx to OTC. Operationalizing the dual model of promotion at the HCPs and the Consumers to resurrect the brand equity & drive consistent growths
• Respiratory Health (Otrivin, Triaminic), VMS (Sandoz franchise), Pain (Voltaren Gel)
• Part of the Global Brand Team (GBT) representing the Asia Pacific region at the global forums on Sandoz & Otrivin
• Integral part of the acquisition team which worked on Paras OTC brands which were on the block

Key Accomplishments

• Experience in handling matured brands transition from Prescription to OTC switches - Respiratory (Benadryl), Antacids (Gelusil) & Oral Care (Listerine) and delivered +25% growths in the 2 year consecutively with the dual model
• Professional endorsements in the form of the Indian Dental Association (I.D.A) seal for Listerine & Consumer Friendly Packaging for Waterbury’s & Listerine Mouth Wash
• 2nd OTC switch in India for Benadryl and Gelusil in the country after GSKs Crocin in late 1990's

Key Accomplishments

• Experience in handling Consumer Categories / Brands in Pain (Anacin), Oral Hygiene (Forhans range of Toothpaste and Brushes) & Feminine Personal Care Products (Anne French)
• Drove the Toothbrushes business by growing by > 25% during the tenure via smart consumer & media initiatives

Key Accomplishments

• Responsible for FMCG/OTC category/brands like Revitalizer (Thirty Plus), Gripe Water (Pinkoo Gripe Water) and Glucose supplements (Apcose D).
• Worked in Sales for 1.5 year in upcountry handling independent territory in Rural Markets of Maharashtra