Dr Mukund Kamath
Vice President - Sales/Marketing
Mumbai
Summary
Top-notch Commercial Leader with proven track record of successfully growing Pharma, OTC & FMCH businesses. Strong background in strategic planning, financial management and team development. Skilled in identifying opportunities and implementing practical business strategies with commitment to staying informed about latest trends, technologies and best practices. Experienced in leading growth across India, Saudi Arabia and Gulf markets.
Overview
17
17
years of professional experience
12
12
years of post-secondary education
Work History
Full time Consultant - Pharmacy Retail Channel
Colgate Palmolive India Ltd.
2022.11 - Current
- Designed the new Go-to-Market Strategy to scale our business by 5 times within a 3-year timeframe in this channel
- Leading a team of 150 medical representatives to drive advocacy to positively impact offtakes from traditional, key account and online pharmacy stores
- Fostering collaboration in Expert & Consumer Sales teams to fulfill demand led growth
- Remapped people deployment to drive reach efficiency within salient markets
- Driving execution of the newly rolled out strategy in Dental Offices and Chemist channel
- Capitalizing distribution / assortment opportunities that are enabling quick wins
- Established cross-functional processes for on-ground opportunity mapping & fulfillment.
- Enhanced communication among team members, fostering a collaborative and supportive work environment.
Vice President - Sales and Marketing
Torrent Pharmaceuticals Ltd.
2022.11 - 2023.10
- Crafted strategic marketing plans to drive growth prescription and OTC business portfolio (+19% in YTD Sep’23)
- Established OTC distribution system of 200 DMS enabled stockists in 3 months flat, clocking Rs 86 Cr (YTD Sep’23 (Ach109%)
- Demonstrated proficient skills to engage over 450 sales representatives
- Established cross-vertical performance goals with clear milestones to monitor progress
- Increased brand growth through collaboration with prescription Sales / Marketing teams (YTD Sep'23 Growth of Shelcal +24%, Unienzyme +28%, Tedibar +42%)
- Expedited prescriptions from family physicians (GPs) by +32% through GP dedicated (Sigma) team of 150 medical representatives (Sales INR 22 Cr (YTD Sep’23)
- Guided Channel Sales, advertising, new product development and eCommerce
- Stewarded 3 engaging campaigns with TV and 360 support for key brands
- Established processes to identify solutions to potential risks (Cross channel Sales, Inventory, Pricing).
- Directed marketing strategies to increase brand awareness, generate leads, and grow market share within highly competitive industries.
- Enhanced company profitability by implementing strategic business plans and optimizing operational processes.
Customer Development Team Leader
Colgate Palmolive Arabia Ltd.
2018.08 - 2022.11
- Expedited growth of Saudi Pharmacy business revenue in under 3 years to INR 20 Cr
- Through consumer awareness, joint branding programs, and shopper acquisition initiatives
- Delivered a solid 4% share of market for Meridol Toothpaste (in Nahdi TP Category exit Nov’22) to establish Colgate’s premium and therapeutic positioning
- Spearheaded partnerships on large shopper focused initiatives with key pharmacy accounts including Nahdi, Dawaa, Sulaiman Habib, Boots
- Streamlined customer margin pay-out structures and drive pay-for-performance culture (+23% ROI)
- Facilitated cross-functional collaboration on promos, incentives & campaign materials
- Orchestrated efforts to deliver solid 43% growth in handling distribution of Key SKUs and maintain On-Shelf Availability and planogram compliance at all-time highs of 97%+.
Business Head - Professional Oral Care
Colgate Palmolive Middle East Exports Ltd.
2015.08 - 2018.07
- Remapped dentist outreach program across key Middle East and North Africa markets to facilitate shared revenue sales achievement of INR 56Cr in 11 mapped markets
- Opened and closed location and monitored shift changes to uphold successful operations strategies and maximize business success.
- Coordinated with local distributor teams across markets to identify high potential dentists, pharmacies and key accounts
- Led a team of 4 Professional country leads and 70 medical representatives to drive prescription led demand and dental office sales in the 11 markets
- Deployed unique prescription tracking innovations to measure ROI per dentist met.
Business Unit Lead
Pfizer India Ltd.
2015.01 - 2015.07
- Transformed INR 800 Cr stagnating business unit to 9% growth in flat 6 months
- Deployed novel channel loyalty initiatives to boost secondaries & reduce inventory days
- Implemented 1st of its kind cross category bundling initiates to increase depth of outlet penetration to over 350,000 pharmacies
- Delivered solid growth on In-Market Sales for Becosules (+86%) & Gelusil (+ 24%) through innovative media & customer activations in pharmacies & wholesale channels
- Led sales team of 380 Med Reps & 26 Line Managers – focused on demand generation activities at doctors & chemists
- Founded Pfizer India's 1st dedicated OTC distribution network for Becosules Performance.
- Oversaw budget development and management, ensuring optimal allocation of resources for maximum ROI.
Business Head - Professional Oral Care
Colgate Palmolive India Ltd.
2008.05 - 2014.12
- Secured a sales revenue of INR 40 Cr (37% 3YCAGR) with P&L accountability
- Fostered relationships with 12 channel partners to drive sell-in penetration of Colgate's portfolio in Dental Clinics (+27% Sales Revenue)
- Developed in-depth knowledge of each client's business through research and regular on-site meetings.
- Facilitated a solid 20% increase in CSR program reach through partnerships with 10+ NGO and government entities
- Successfully launched Colgate Whitening Devices to drive exponential share of the whitening segment
- Transformed GTM strategy for Colgate Sensitive Pro Relief to deliver +26% sales growth
- Created Colgate's first ever digital engagement program for HCPs & students (Dentistfirst.co.in).
Deputy General Manager
Unichem Laboratories Ltd.
2007.05 - 2008.04
- Launched Unichem’ foray into Dermatology from scratch (products, people, distribution, Marketing Strategy deployment)
- Accomplished topline revenue of INR 4Cr in the 1st year of operation with 90-member talented field team
- (116% Ach.)
- Envisaged roadmap including product pipeline, people and marketing spends to maximize BU P&L efficiency in first 1.5 years of operations.
- Enhanced team productivity by providing ongoing coaching and mentoring to staff members.
Education
Executive Education Program: Business Administration -
Indian Institute of Management - Kolkata, India
2009.01 - 2010.04
Executive Education Program: Marketing Management - undefined
Indian Institute of Management - Kozhikode, India
2008.01 - 2009.04
M.D.: Community Health & Preventive Medicine - undefined
Lokmanya Tilak Municipal Medical College - Mumbai, India
1999.01 - 2002.04
Bachelor of Medicine & Surgery (M.B.B.S) -
Dr D Y Patil Medical College - Navi Mumbai, India
1992.01 - 1998.04
Skills
Strategic planning
undefinedWebsites
Timeline
Vice President - Sales and Marketing
Torrent Pharmaceuticals Ltd.
2022.11 - 2023.10
Full time Consultant - Pharmacy Retail Channel
Colgate Palmolive India Ltd.
2022.11 - Current
Customer Development Team Leader
Colgate Palmolive Arabia Ltd.
2018.08 - 2022.11
Business Head - Professional Oral Care
Colgate Palmolive Middle East Exports Ltd.
2015.08 - 2018.07
Business Unit Lead
Pfizer India Ltd.
2015.01 - 2015.07
Executive Education Program: Business Administration -
Indian Institute of Management - Kolkata, India
2009.01 - 2010.04
Business Head - Professional Oral Care
Colgate Palmolive India Ltd.
2008.05 - 2014.12
Executive Education Program: Marketing Management - undefined
Indian Institute of Management - Kozhikode, India
2008.01 - 2009.04
Deputy General Manager
Unichem Laboratories Ltd.
2007.05 - 2008.04
M.D.: Community Health & Preventive Medicine - undefined
Lokmanya Tilak Municipal Medical College - Mumbai, India
1999.01 - 2002.04
Bachelor of Medicine & Surgery (M.B.B.S) -
Dr D Y Patil Medical College - Navi Mumbai, India
1992.01 - 1998.04
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