L Sankar Babu
Chennai
Summary
Accomplished sales professional with over two decades of experience in medical device sales and marketing. Recognized as a top sales producer, driving significant sales volume and developing successful channel networks. Skilled in cultivating relationships with key accounts, understanding their needs, and establishing high-profit accounts with exceptional retention rates. Extensive knowledge of the medical device marketplace, including products and competitors. Proven track record of strategic sales planning and revenue growth.
Overview
27
27
years of professional experience
1
1
Certification
Work History
Director Sales
DIO Digital Implant India Pvt Ltd.
05.2017 - Current
- Launched DIO Digital Implant in South & East India as a subsidiary of DIO Corporation, Korea. Leading a Team of Sales Professionals, Dentists, T&E Managers, Planning & Production Team for DIOnavi Digital Solutions - First Digital Guided Navigation Implant System in Indian Market through Direct sales and Support to Clinics, Dental Chains, Dental Colleges & Corporate Hospitals.
- Managed the Business with Digital Solutions like 3D Printers, Intra Oral Scanners and Cone Beam CTs.
- Increased profitability by Exclusive Engagement Programs and Clinical Support with Key Accounts & Institutions.
- Built a strong & exclusive network for the business growth by Customized Patient Care Solutions. - DIOnavi, UV Active & Digital Full Arch.
- Partnered with Dental Labs for DIO Implant Prosthesis.
- Highest installation of Intra Oral Scanners in the Country.
- First to Start Full Arch Digital Solutions in the Country.
- Completed more than 20000 Digital Guided Surgeries in the Country.
- Created a Niche Market for Digital Implant Solutions for DIOnavi with 95% Market Share in Guided Surgery
- Enhanced customer satisfaction levels by addressing concerns promptly and providing tailored solutions.
- Achieved regional sales targets through effective territory management and relationship building with contribution of Over 65% Sales Revenue to the Company Year after Year since 2022
- Achieved the Market Leadership Position in the Key Markets like Tamil Nadu, Telengana, North East States for the past 3 Years.
- Created a New Business Model through Dental College MOU by Educating Interns & PGs on DIO Implant Solutions & retained DIO Exclusivity in More than 12 Colleges like Saveetha Dental College, Vishnu Dental College, Bapuji Dental College, VMS Dental College, BIDS etc.,
Key Account Manager- South & East India
Geistlich Pharma India Pvt Ltd.
05.2016 - 05.2017
- Launched Geistlich Biomaterials in South & East India Market through Dealer Network & direct sales to Clinics, Dental Chains, Dental Colleges & Corporate Hospitals.
- Launched the Start-up Operations for Geistlich Pharma in India as Direct Subsidiary of Geistlich Pharma AG.
- Established the Dealer Network across the region and built a strong & exclusive Business network for the business growth.
- Initiated Value-added activities for the business growth with Corporate Hospitals and Institutions.
- Organized Training Programs on Bone Regeneration & created a New Business model through patient awareness programs & Dealer Education Programs.
- Achieved 100% Sales Target in the First Year of Inception.
- Successfully appointed Exclusive Dealers in South & East India to increase the sales volume.
- Major Order for 300 Units of Bio-Oss Bone Graft from Saveetha University in Oct'16.
Associate VP - Sales
Unicorn Denmart Ltd.
10.2015 - 04.2016
- Led a 25 Member team of Sales & Service Engineers & 5 Branch Sales Managers/Regional Managers for Driving Sales Revenue & Growth Targets of Entire Range of Dental Equipment like CBCT Scan, OPG X Ray Units and Digital Sensors in Radiology, Microscopes, Bio Lasers, Physio dispensers & Piezo Surgery Units in Advance Surgery Range, Dental Chairs, Compressors, Suction, Autoclaves for Clinical Set up with New Accounts, Institutions, Key Accounts, Dental Chains and Corporate Hospitals in South & East India.
- Established the Dealer Network across the region and built a strong & exclusive Business network for the business development.
- Ensured the Continuous Service Support to the customers by extensive coordination from Sales & Service Coordinators.
- Initiated Value-added activities for the business growth with Corporate Hospitals and Institutions.
- Organized Training Programs on Laser Dentistry & created New Business model.
- Launched Dental Lab Division Epica Labs and established the Business Model in Delhi NCR & North India.
- Installed First ever Hard Tissue Laser in Kerala and West Bengal in Nov'15.
- Got Major Breakthrough in Institutional Business with Radiology Range in South India.
Regional Sales Manager- South India & Sri Lanka
Nobel Biocare India Pvt Ltd.
02.2007 - 09.2015
- Launched & established the Dental Implants, CAD/CAM Scan and Customized Solutions Business in South India with a Team of 20 Sales Managers, Sales Strategy includes business plan & implementation, Key Account Management, New Business Acquisitions with Institutions & Dental Chain Business. Built a strong business base by executing Value added activities to Dental Chain of Clinics and Key Accounts. Expanding Business in Overseas Markets like Sri Lanka.
- Developed New Accounts & trained them On Implants through Nobel Fellow Programs, Hands on Demonstration, Live Surgical Demonstration, Continuous Dental Education, and Counselling Sessions & Public Awareness Programs.
- Grown the Key Account's Business & retained them among the Top 5 in the Country.
- Successfully Built Institutional Business base and Corporate Hospital business in the region.
- Developed a New Business Referral Model with Network Dental Labs to Satellite Dental Labs with Customized CAD/CAM Solutions.
- Created a new base with 34 customers in year 2007 to 900 + Customers with continuous growth year after year with a Business of INR 10 Million to INR 210 Million.
- Achieved the budget within 10 Months in the Year 2008 & 2009, 2012, 2013.
- Trained more than 150 Doctors through 15 Nobel Implant Training Programs (Nobel Fellow Programs) between 2007 -2011.
- Built a New Base for Business in Educational Institutions (MCODS-Manipal, Yenopoya, Sri Ramakrishna-Coimbatore, Azeezia -Kollam, Ragas -Chennai, Krishnadevaraya & Ambedkar- Bangalore), & trained more than 200 PGs.
- Retaining the Key Accounts - Rajan Dental, Acharya Dental, Dr.S.M.Balaji, Dr.P.Senthil Kumar on Top 5 Customers of the country for the last 5 years by supporting them to conduct the Training Programs for budding Implantologists, Introducing the Advance Solutions Like Zygoma Implants, All On 4, Nobel Active and Nobel Clinician.
- Started the New Business in the Corporate Hospitals - Manipal Hospitals, Bangalore, Cosmopolitan Hospitals, Cochin, KIMS-Trivandrum, Dental Chains - Vasan Dental & Alliance Dental (Apollo White Dental) and retaining them as Top Dental Chains of the Country.
- Successfully relaunched CAD/CAM Customized Solutions Business by Installing 3 NobelProcera 2G Scanners in South India in 2013.
- 100% Club Achiever-2007 & 2008 & 2009 & 2010 & 2011-Independent Role.
- Highest Performer of 2008 & 2010.
- Awarded Million $ Club for 2009 in Hai Zhou, China in Asia Pacific Meet.
- Achiever of Gold Tier Million $ Club 2010 at Hong Kong in Asia Pacific Achiever's Meet.
- Awarded Best Practice of the Country and Achiever for 2011 in Asia Pacific Meet at Kota Kinabalu, Malaysia.
- Consecutive Best Team Overall Performance for 2012 & 2013 in Asia Pacific Meet at Macau.
- Awarded 2nd Place in Team Overall Performance for 2014 in Asia Pacific Meet at Kota Kinabalu.
- Consistently grew the Business over 30% over three years since 2012 with Regional contribution of more than 35% to the Country every year.
- Collaborated and received the Biggest Order of 1000 Implants worth INR 10 Million from Saveeta University, Chennai for the year 2015.
- Successfully appointed Delmege & Forsyth & Co as Dealer for Srilanka Market, with Registration of complete range of Products in 2014.
Key Accounts Manager -T.N
Baxter India Pvt Ltd.
09.2005 - 02.2007
- Company Overview: Renal Division
- Led a 10-member Clinical & Sales Team & Dealer Network, driven sales revenue & growth targets of Peritoneal Dialysis Fluids, Home Dialysis Machines & Accessories through dealer network and Key Account Management.
- Developed the Key Account's Patient base through Activities like Home Dialysis Care Centre at Hospitals for counselling Patients, CMEs, Patient Meets, Nurses Training Programs, Public Awareness Programs etc.
- Kept track of Secondary Sales & conducted regular reviews for Sales & Clinical Team.
- Organized CMEs, G.P.Meet, Counseling Centers, Kidney Awareness Programs etc & improved demand for patient services & increased own product referrals.
- Renal Division
- Gained Business from Important Key Accounts like, Rohini Hospital-Thanjavur & Kaveri Medical Centre- Trichy which was competitor (J.Mitra & Co) Key Accounts.
- Achieved the Icon of the Month-May'06, June'06 & Nov'06 and Star of Year 2006 & Best Key Accounts Manager of 2006.
Territory Manager - TN
Allergan India Pvt Ltd.
12.2002 - 09.2005
- Company Overview: AMO
- Led a 3-member team, driving sales revenue & growth targets of Intra Ocular Lenses & Phaco Machines in Tamil Nadu and Kerala, developed channel network and Key accounts management.
- Handled appointment of distributors, dealers and stockists, set up targets for the channel & salesmen, ensured optimum stock levels, and guided their sales team to achieve targets.
- Kept track of Secondary Sales & regularly conducted reviews with channel sales team.
- Planned and implemented promotional campaigns like CMEs, G.P.Meet, and Counsellor's Training program, Eye Care Awareness Programs & improved demand for customer services & increased own product demand.
- Monitored competition and reported with strategies & recommendations to Management.
- Trained, Motivated, and mentored the front-line sales team to achieve the team's target.
- AMO
- Received All India Best Achiever (2nd) Award in 2003 by Top Management in recognition of outstanding performance.
- Received award in 2004 for being among the All India top 3 Achievers.
- Achieved highest All India Productivity in Sales.
- Started and developed business of INR 4 Million per year with prestigious key account - Joseph Eye Hospital, Trichy which was a regular client of immediate competitor- Bausch & Lomb.
Representative - East India
Glaxo SmithKline Pharma
05.1998 - 11.2002
- Company Overview: Qualigens Diagnostics - Division
- Responsible for sales and collections of diagnostic kits in Calcutta, South Bengal & North Bengal, Jharkand area by direct marketing activities.
- Generated demand from customer and executed the order through the dealer network / stockists.
- Developed the dealer & stockist network; driven sales targets, trained and motivated them to perform and meet targets.
- Handled Customer Quality Queries and ensured swift feedback / action.
- Qualigens Diagnostics - Division
- Received Best Performance Excellence Award in sales & collection for 2 consecutive quarters (Oct-Dec 1999 & Jan-March 2000).
- Achieved 142% of sales target in 2001 last Quarter and an annual overachievement of 128% of sales target.
- Increased the Sales of Diagnostic Kits in Major Institutions like IOC Hospital, Haldia, NTPC Hospital-Farakka, S.E.Railway Hospital-Garden Reach, Calcutta with a growth of 120% in both sales and collections.
- Highest seller of Liquid Handling Instruments at a Zonal level in the Year 1999.
- Achieved major breakthrough at B.M.Birla Heart Research Centre for Disinfectants, which was a Johnson & Johnson's 'A' class Customer at Calcutta.
Education
MBA - Marketing
Vinayaka Mission University
01.2010
B.Sc - Biochemistry
Shri Nehru Maha Vidyalaya College of Arts & Science
Coimbatore, Tamil Nadu01.1998
Diploma in Optometry - Optometry
Bharat Sevak Samaj
Chennai, India05-2013
Skills
- Market expansion initiatives
- Client relationship management
- Customer engagement strategies
- Effective communication
- Collaborative teamwork
- Establishing strategic relationships
- Revenue growth strategy
- Execution and oversight
- Effective partner relationship management
- Team leadership
- Effective leadership
- Employee training
- Mentoring proficiency
- Inspiring performance
- Sales training expertise
- Revenue growth
- Lead conversion strategy
- Pipeline development
- Digital marketing strategy
- Sales training and leadership
Accomplishments
- Achieved Market Leadership through effectively helping with the Dentists with DIOnavi Solutions in South & Eastern India Market
- Collaborated with Sales team & Post Graduates at SRMC Dental College in the Clinical Evaluation of UV Implants on Diabetics Patients
Certification
- Leadership Training, Nobel Biocare AG, 2014-05-01
- Disney's Approach Straight From Heart, Disney Institute, 2011-01-01
- Developing Sales Excellence, Dew-Point International Ltd., 2010-01-01
Languages
English
Hindi
Tamil
Bengali
Telugu
Timeline
Director Sales
DIO Digital Implant India Pvt Ltd.
05.2017 - Current
Key Account Manager- South & East India
Geistlich Pharma India Pvt Ltd.
05.2016 - 05.2017
Associate VP - Sales
Unicorn Denmart Ltd.
10.2015 - 04.2016
Regional Sales Manager- South India & Sri Lanka
Nobel Biocare India Pvt Ltd.
02.2007 - 09.2015
Key Accounts Manager -T.N
Baxter India Pvt Ltd.
09.2005 - 02.2007
Territory Manager - TN
Allergan India Pvt Ltd.
12.2002 - 09.2005
Representative - East India
Glaxo SmithKline Pharma
05.1998 - 11.2002
B.Sc - Biochemistry
Shri Nehru Maha Vidyalaya College of Arts & Science
MBA - Marketing
Vinayaka Mission University
Diploma in Optometry - Optometry
Bharat Sevak Samaj
L Sankar Babu
- Title: Director Sales
- Date of Birth: 1977-06-07
- Marital Status: Married
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