KUNDAN JYOTI
Bangalore
Summary
Commercial Excellence Manager at Alcon Laboratories India | Ex Novartis Field Force Operations | Ex HUL | Ex GlaxoSmithKline CH
Proven track record in Growth Strategies & implementing Go To Market strategies exposure to Pharma & Medical Devices, FMCG, Consumer Healthcare & Lifesciences consulting industries, having a total work experience of 12 years
Overview
12
12
years of professional experience
Work History
Commercial Excellence Manager
Alcon Laboratories India Pvt. Ltd.
Bangalore
07.2023 - Current
- Spearheaded the GTM Field Force expansion initiative (Salesforce of the Future 2025) for the Cataract business (Intra-Occular Lens & Cataract Surgical consumables) aligned with Global guidelines & organizations broader objective for the year to win against heightened competition
- Demonstrated business partnership with the Commercial leaders in Go To Market restructuring & Capacity Optimization initiative for Contact Lens business unlocking growth by focused customer engagement at high potential accounts with increased market penetration
- Led a Global campaign for India market to drive growth strategy by unlocking incremental IOL business on the Grow Segment Customers (High Market Potential but Low Market Share)
- Closely collaborated with Brand & Marketing team & commercial leaders to build New Product Launch plans & Strategies & decide on KPIs determining pre & post launch metrics (Launch of a new Surgical Phaco-Vitreoretinal Device & advanced technology contact lens in premium segment)
- Leading deployment of enhanced AI/ML capability that empowers medical reps with 360 degree customer view and data science backed recommendations to do effective pre call planning thereby making every call an Impactful Sales Call
- Timely and accurate Customer Profiling & Segmentation ensuring principles & guidelines embedding new GTM strategies. Post segmentation analysis - Segment Change Impact Analysis vs Last Year, Call Capacity Analysis, Field Force Sizing, Segment refinement based on insights & Field priorities
- Accurate, timely & efficient Quota To Payout process, Design & Suggest Sales Incentive Framework incorporating organization SIP guidelines & nuances of GTM changes.
- Drove Strategies & Analytics in identifying potential opportunity for Surgical equipment business based on competition landscape study, aging of the device & Surgical Procedure profiling data
- Partnering with Commercial & Brand team to accelerate growth in designing & implementing Campaigns & share campaign related insights
- Leading & about to launch a new Account Planning Module that enables reps to do effective account planning (Account Objective, SWOT Analysis, Strategies & Tactics, Barriers, Stakeholders & Team member, Sales Plan) & dashboard showcasing metrics against the target.
- Monthly present to the Country/Global Leadership team in MORs detailing about the strategies execution, Challenges & Support needed & Way forward
Manager, Field Force Operations
Novartis
Hyderabad
12.2021 - 07.2023
- Driven the Patient Support Program by ensuring daily analytics on Patient Journey stages - Start Forms, Benefit Verification, Prior Authorization, Appeal, Triage
- Build POC on Augmented Reality Platform powered with AI/ML technology - Analyze and suggest strategic content to the right customers in right time for a quality customer engagement
- Ensure Master Data Management, timely closure of customer data change requests, lead CRM & MDM governance call to highlight achievements & risk areas
Asst. Manager, Centre Of Excellence
Hindustan Unilever Ltd.
04.2020 - 11.2021
- End-to-end management and onboarding of Nutrition Portfolio on the B2B Order Management App (Shikhar), design banners and creative notifications, analyze metrics like CTA & CTR & enable commercial schemes to promote adoption of the app & demand generation
- End-to-end SFE and sales analytics of Unilever Health Science (300+ field force).
- Design the right KPIs for incentive compensation based on marketing priorities, manage and ensure the required dashboards and tracker development, align with business heads, HRBP, and finance, and roll out.
- End-to-end management of the SFA tool (Phyzii), requirement gathering, development from the vendor, master management, user management, and BI reporting and validations.
- Monthly, present to SLT the insights and analytics to discuss Progress, Risk & Opportunity, Support Required, and Action Items.
SFE Executive, Expert Marketing
GlaxosmithKline Consumer Healthcare
05.2016 - 03.2020
- Providing analytical services in the area of sales force effectiveness includes: 1) Sample Management 2) Monthly Sales Analysis 3) Retail Chemist Prescription Audit 4) Segmentation & Targeting 5) Travelling and Training the Field Force
- Effective implementation of Business Planning & SFA tool (Salesforce + Veeva) to ensure the regular tracking of doctors on their loyalty and potential attribute
Sr. Analyst
Aoh Hewitt
09.2015 - 05.2016
- Lead HR Analytics projects for 10+ MNCs by publishing Engagement Surveys, Calculating Engagement Scores & Manager Scorecards based on RWA principles & recommendations and Action plans
Programmer Analyst
Cognizant Tech Sols.
04.2013 - 09.2015
- Incentive Compensation, Goal setting, plan design, Scorecard and monitoring for the sales forces of a leading pharmaceutical firm in US
- Developed dashboards, automation on Excel VBA & SQL to generate 100s to scorecards
Education
B.E. - Information Technology
Rajiv Gandhi Technical University
BhopalHigher Secondary School -
B.N. College
PatnaSecondary School -
St. Karens High School
PatnaSkills
- Functional Skills - GTM Strategies & Framework, Growth Strategies, Brand & Campaign Management, Commercial Excellence & SFE, Data Analytics & Data driven Story Building
- Industry Exposure - Pharma, Medical Device, FMCG, Consumer Healthcare, Life Sciences Consulting
- Technical Skills - Advance Excel & VBA,SQL, Python, Alteryx, Business Intelligence & Visualization - Power BI, Tableau, Automation, Design PowerPoint Presentation & Story Building
Accomplishments
- Alcon 2024 - Rewarded for the value "Speed, Ownership & Accountability" for demonstrating solution mindset & bring efficiency in Incentive process computation
- Novartis - Multiple "Spirit Awards" for excellence in operations & process
- HUL & GSKCH - Awarded for implementing entire incentive & SFE KPIs on Power BI dashboard
Affiliations
- Painting
- Listening to music & Playing Guitar
- Cooking
Timeline
Commercial Excellence Manager
Alcon Laboratories India Pvt. Ltd.
07.2023 - Current
Manager, Field Force Operations
Novartis
12.2021 - 07.2023
Asst. Manager, Centre Of Excellence
Hindustan Unilever Ltd.
04.2020 - 11.2021
SFE Executive, Expert Marketing
GlaxosmithKline Consumer Healthcare
05.2016 - 03.2020
Sr. Analyst
Aoh Hewitt
09.2015 - 05.2016
Programmer Analyst
Cognizant Tech Sols.
04.2013 - 09.2015
B.E. - Information Technology
Rajiv Gandhi Technical University
Higher Secondary School -
B.N. College
Secondary School -
St. Karens High School
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