Lokesh Raghuvanshi
New Delhi
Summary
Dynamic sales leader with a proven track record at SIEMENS Healthineers, adept in marketing and stakeholder management. Excelled in elevating customer relationships and strategic business planning, achieving significant market share growth. Skilled in competitive analysis and project planning, consistently delivering innovative solutions and driving sales excellence.
Overview
16
16
years of professional experience
Work History
Regional Modality Manager North & Nepal– Advance Therapies
SIEMENS Healthineers
Gurgaon
06.2022 - Current
- OV (Order Value) /TO (Turnover) /SM (Sales Margin) and Market Share Development: To Plan and monitor the development of OV/TO and Market share and to take appropriate actions to meet the targets
- Sales Support - Provide support to the RMs, Key Account Managers to help achieve the necessary market share objective
- Building strategic relationships with major customers & delivering high value to customers with an objective to have loyal and long-lasting customers
- Playing an integral role in new business pitches to the C-Suite/Senior Executives & Group Purchasing Organizations
- Champion and Own the Business on following aspects – Strategy, Business Model, Order to Cash Cycle, Product Usage, Product Challenges – Customer Expectations vs Product Capabilities, Customer Value creation and Total Solutions Approach
- Being a central, pivotal point of contact for the Advance Therapies Business Unit, follow a Solution Centric approach built around strategic offering of AT product portfolio & mobilize resources as needed
- Constant Communication with the Market: Utilize all channels of communication available to be in touch with the market (Product Publicity/Advertisement, Direct Mailers, trade Exhibitions) to remain responsive to the market needs
- Clinical Content: Create/Update the clinical content in Sales presentation with latest clinical Content/Images in the sales content explaining the features of our products
- Pre-Sales Application Demo: To plan and execute pre-sales applications demo to ensure that the prospect is converted into orders
- Regional Modality Training: Plan, organize the regional Modality Trainings to KAMs, RSMs
- Competition Tracking: Gather Market intelligence to understand competition strategies and proactively prepare counter measures
Key Account Manager North – Medical & Surgical
Stryker India Private Limited
Gurgaon
03.2020 - 05.2022
- Key Account Management: Key elements of the role are Strategic thinking, Relationship building, Collaboration & Analytics with following objectives:
- Growing and developing existing clients through account specific growth strategies
- Building strategic relationships with major customers & delivering high value to customers with an objective to have loyal and long-lasting customers
- Playing an integral role in new business pitches to the C-Suite/Senior Executives & Group Purchasing Organizations
- Champion and Own the Account on following aspects – Strategy, Business Model, Order to Cash Cycle, Product Usage, Product Challenges – Customer Expectations vs Product Capabilities, Customer Value creation and Total Solutions Approach
- Being a central, pivotal point of contact for the Key Accounts, follow a Solution Centric approach built around strategic offering of Stryker’s product portfolio & mobilize resources as needed
- Develop and maintain accurate account and territory record
- Collect & maintain Account Receivables under agreed threshold
Product Specialist – Diagnostic X-Ray Systems (Govt. Business All India & East- Bangladesh)
Philips India Limited – Health Systems
Gurgaon
11.2016 - 03.2020
- Sales & Business Development: Market Segmentation & Customer profiling in assigned territory
- Overseeing the sales & marketing operations, thereby achieving increased sales growth for Diagnostic imaging products like CT Scan, MRI Systems, Cath labs, Digital Radiography Systems, Surgical Mobile C-Arm Systems etc
- Conceptualize and develop Consultative-selling skills in order to become preferred partner for our customers
- Actively participating in organised scientific programs, seminars, conferences & creating awareness and generating interest for our products among customers
- Gain and maintain market information and knowledge in order to obtain and maintain the targeted market share in assigned product category
- Develop and maintain accurate account and territory record
- Collect & maintain Account Receivables under agreed threshold (AOP)
- Product Management: Develop product knowledge and act as subject matter expert for Diagnostic Imaging Products
- Deliver product presentations, technical discussion, attending Pre-Bid Meetings and Product Demonstrations & technical documentations
- Recognize and understand competitive products, features, strengths in relation to the company’s products and develop the competition counter information to develop business development strategies
- Analyse requirement and design technical solution
- Identify product USP’s by feature –benefit analysis and create unique value proposition for Philips Products
- Deliver product training to sales team/channels; develop content & training material/tools
- Plan & execute Pre Sales Demo for DXR product range in order to convert lead into order
- Government/Institutional/Corporate Sales: Identify Key Personnel/Buying Centre in Client Organisation & build relationship
- Requirement elicitation & Analysis
- Key Account Management & Tender Business Management
- Managing activities pertaining to negotiation/finalisation of deals (techno-commercial) Viz Tender Management from inclusion of our products in the tender list, submitting quotation & necessary documents till final approval after negotiation
- Channel Management: Identifying & network with financially strong & reliable distributors/channel partners resulting in deeper market penetration and improved market share
- Periodic monitoring the performance of channels
- Organizing training programs for Channel partners in order to keep them abreast with latest market offerings of the company & competition
- Client Relationship Management: Developing relationships with Key Accounts
- Strengthen relationship with corporate & institutional clients by suggesting the most viable Solutions with respect to customer’s vision
- Create value for Philips portfolio
- Develop & execute solution strategy around the value proposition
- Create positive user experiences, thereby securing repeat business and increased business outcomes
Key Account Manager – Delhi/NCR (Clinical Diagnostic Equipment & Consumables)
Beckman Coulter India Pvt. Ltd. – Clinical Diagnostics
04.2016 - 11.2016
Key Account Manager – Delhi/NCR (Medical Equipment & Consumables)
Carestream Health India Pvt. Ltd.–Medical Division
11.2012 - 03.2016
Key Account Manager – Delhi/NCR (Medical Equipment & Consumables)
Fujifilm India Pvt. Ltd.–Medical Division
11.2010 - 10.2012
Asst. Manager- Sales
ECE Industries Limited–Elevator Division, New Delhi (B.K Birla Group Company)
New Delhi
06.2009 - 10.2010
Education
PGDM/MBA - Marketing & Finance
Birla Institute of Management Technology
Greater Noida01.2009
Bachelor of Engineering - Computer Science & Engineering
Truba Institute of Engineering And Information Technology
Bhopal, M.P01.2006
Skills
- Marketing
- Product Management
- Stakeholder management
- Project planning
- Competitive Analysis
- Strategic Business Planning
- Customer relationship management (CRM)
Languages
- English
- Hindi
Accomplishments
- Successfully achieved OIT & Revenue Targets in 2018 (OIT 131% & revenue 200%) & in 2017 (OIT 190%) as Product Specialist for DXR.
- Won the biggest Govt. DR tender order for 20 units from HLL for Philips India in 2018.
- Won DR order from Safdarjung Hosp. New Emergency Block (Philips 1st DR system in Safdarjung Hosp. Delhi in 2017).
- Worked for 19 Unit Veradius Unity C-Arm tender at HLL till final submission & clarification stages in 2018.
- Part of the team that won 20 units of Mobile Diagnost WDR Bangladesh Govt. order.
Personal Information
Date of Birth: 09/26/83
Synopsis
MBA (PGDM- Marketing & Finance), Birla Institute of Management Technology (BIMTECH), Bachelor of Engineering (B.E), Computer Science & Engineering, 15+ years in Healthcare/Capital Medical Equipment & Consumable business holding various positions in Sales, Business Development, Channel Management, Key Account Management & Product Management., Team player, Strong analytical skills, Leadership skills, Excellent Communication, Managerial skills
Timeline
Regional Modality Manager North & Nepal– Advance Therapies
SIEMENS Healthineers
06.2022 - Current
Key Account Manager North – Medical & Surgical
Stryker India Private Limited
03.2020 - 05.2022
Product Specialist – Diagnostic X-Ray Systems (Govt. Business All India & East- Bangladesh)
Philips India Limited – Health Systems
11.2016 - 03.2020
Key Account Manager – Delhi/NCR (Clinical Diagnostic Equipment & Consumables)
Beckman Coulter India Pvt. Ltd. – Clinical Diagnostics
04.2016 - 11.2016
Key Account Manager – Delhi/NCR (Medical Equipment & Consumables)
Carestream Health India Pvt. Ltd.–Medical Division
11.2012 - 03.2016
Key Account Manager – Delhi/NCR (Medical Equipment & Consumables)
Fujifilm India Pvt. Ltd.–Medical Division
11.2010 - 10.2012
Asst. Manager- Sales
ECE Industries Limited–Elevator Division, New Delhi (B.K Birla Group Company)
06.2009 - 10.2010
PGDM/MBA - Marketing & Finance
Birla Institute of Management Technology
Bachelor of Engineering - Computer Science & Engineering
Truba Institute of Engineering And Information Technology
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