Mohammad Iqbal Paul
Srinagar
Summary
Commercial leader with 30+ years of progressive experience across IVD diagnostics and pharmaceuticals, including 13+ years in diagnostics business expansion and national sales leadership. Currently serving as Business Head - Key Accounts, with a proven record of scaling CLIA business, driving strategic account growth, strengthening distributor ecosystems, and delivering measurable revenue outcomes across India. Recognized for building high-performing territories, leading cross-functional execution, managing principal-company coordination, and translating market opportunities into sustainable business growth.
Overview
35
35
years of professional experience
Work History
Business Head - Key Accounts
Medsource Ozone Biomedicals Pvt. Ltd.
Srinagar
04.2026 - Current
- Own the strategic key account growth agenda, focusing on high-value relationships, business expansion, retention, and long-term revenue development.
- Lead structured account planning across priority customers, aligning sales execution, service support, distributor engagement, and leadership reviews.
- Drive account-level funnel governance, opportunity conversion, business review cadence, and performance visibility for leadership decision-making.
- Partner with internal teams and channel stakeholders to strengthen customer experience, accelerate adoption, and improve commercial outcomes.
- Support national business priorities through disciplined execution, market intelligence, competitive response, and senior stakeholder engagement.
National Manager - Sales Coordination, CLIA
Medsource Ozone Biomedicals
05.2023 - 03.2026
- Led national sales coordination for the CLIA business, enabling structured development of Maglumi business across India through the core team.
- Built operating rhythm for state-wise funnel reviews, installation tracking, distributor coordination, and market development priorities.
- Coordinated imports and business alignment with principal company Snibe to support product availability, sales execution, and growth momentum.
- Contributed to 380+ CLIA installations within one year, with monthly turnover exceeding ₹3 crore.
- Supported annual sales planning through forecasting, budget preparation, expenditure scheduling, and national objective tracking.
Area / Regional / Zonal Business Manager
Medsource Ozone Biomedicals
11.2010 - 04.2023
- Established and developed the J&K territory from an early-stage market into a high-performing business zone.
- Expanded the J&K business to annual turnover of more than ₹5 crore through focused market development, customer engagement, and channel productivity.
- Earned expanded responsibility for Punjab and Himachal Pradesh based on successful territory penetration and operational performance.
- Improved distributor coordination, customer coverage, sales execution, and operational discipline across assigned multi-state markets.
- Strengthened relationships with key customers, diagnostic centers, channel partners, and internal stakeholders to sustain business growth.
Territory Manager (progressed from Medical Representative)
Ciba-Geigy / Novartis India Ltd. / Sandoz Pvt. Ltd.
11.1991 - 06.2010
- Progressed from medical representative to field sales officer and then territory manager, demonstrating consistent performance and contributing to organizational growth.
- Managed doctor engagement, product promotion, relationship development, and sales planning to enhance market execution across assigned territory.
- Developed disciplined field management practices and customer-first execution strategies that supported leadership development in diagnostics.
- Built a strong foundation in pharmaceutical sales, customer engagement, field execution, and territory development.
Education
Bachelor of Science -
University of Kashmir
Srinagar, Jammu & KashmirSkills
- National business leadership
- Revenue ownership
- Strategic key account management
- IVD diagnostics
- CLIA platforms
- Maglumi growth
- Channel architecture
- Distributor productivity
- Sales funnel governance
- Performance dashboards
- Annual planning
- Forecasting
- Budgeting
- Principal-company coordination
- Imports planning
- Multi-state territory development
- Penetration
- Cross-functional leadership
- Executive stakeholder management
- Negotiation
Accomplishments
- 30+ years of commercial experience across diagnostics and pharmaceuticals with progressive responsibility in sales, territory development, and national coordination.
- 13+ years of IVD diagnostics experience spanning CLIA business development, distribution management, and national sales execution.
- Scaled CLIA business performance to 380+ installations within one year and monthly turnover exceeding ₹3 crore.
- Built the J&K diagnostics business to more than ₹5 crore annual turnover through market creation, channel development, and customer expansion.
- Expanded leadership responsibility from J&K to Punjab and Himachal Pradesh, demonstrating multi-state commercial management capability.
Leadership Scope
65, 15, C-suite
Leadership Strengths
- Strategic thinker with strong execution discipline and market realism.
- Relationship-driven leader with credibility across customers, distributors, and internal teams.
- Commercially focused, with strength in forecasting, funnel reviews, and revenue acceleration.
- Hands-on business builder experienced in developing territories, scaling platforms, and sustaining customer trust.
Awards Recognition
- Best Vendor Award from Snibe (principal company) in recognition of outstanding national business performance and partnership.
- Multiple performance and leadership recognitions across diagnostics and pharmaceutical tenure for territory development and revenue growth.
- Consistently recognized for scaling CLIA business, building high-performing teams, and strengthening principal-company relationships.
- Acknowledged for market creation in J&K and successful multi-state expansion into Punjab and Himachal Pradesh.
Personal Information
- Date of Birth: 05/15/66
- Marital Status: Married
Key Accounts Managed
- Lifecell Healthmap
- Indus Group Hospitals
- Metropolis Diagnostic
- Span Mex Healthcare
Profile Snapshot
34, 65, 6, 13
Timeline
Business Head - Key Accounts
Medsource Ozone Biomedicals Pvt. Ltd.
04.2026 - Current
National Manager - Sales Coordination, CLIA
Medsource Ozone Biomedicals
05.2023 - 03.2026
Area / Regional / Zonal Business Manager
Medsource Ozone Biomedicals
11.2010 - 04.2023
Territory Manager (progressed from Medical Representative)
Ciba-Geigy / Novartis India Ltd. / Sandoz Pvt. Ltd.
11.1991 - 06.2010
Bachelor of Science -
University of Kashmir