Monika Nayyar
Commercial Excellence Manager
Delhi,DL
Summary
Healthcare commercial leader with 10+ years of experience driving growth, commercial transformation, and strategic initiatives across pharmaceutical and medical device sectors. Proven expertise in enhancing sales effectiveness, enabling data-driven decision-making, optimizing commercial processes, and leading cross-functional teams. Skilled in Commercial Excellence, portfolio strategy, CRM transformation, KPI governance, go-to-market execution, and customer engagement. Known for adaptability and consistently meeting changing organizational needs.
Overview
11
11
years of professional experience
Work History
Commercial Excellence Manger
Dentsply India Pvt Ltd
04.2025 - Current
- Led regional Commercial Excellence initiatives across India and emerging markets, driving strategic projects that improved sales execution, process efficiency, and alignment with global COE (Centre of Excellence) practices.
- Owned Salesforce (SFDC) and CRM transformation initiatives, managing requirements, solution design, implementation, adoption, and continuous improvements to enhance commercial operations.
- Enabled data-driven decision-making through executive dashboards, sales analytics, pipeline insights, forecasting, KPI reporting, and periodic business reviews with leadership teams.
- Optimized territory planning and resource allocation by analyzing sales performance, market potential, customer coverage, and business trends to improve field effectiveness.
- Conducted regular sales performance reviews with sales leaders to identify process gaps, improve sales execution, strengthen opportunity management, and drive productivity improvements.
- Established customer, dealer, and opportunity governance frameworks while partnering with cross-functional teams on segmentation, portfolio prioritization, and commercial process improvements.
Institution Manager
Dentsply India Pvt Ltd
08.2022 - 03.2025
- Led institutional and government business operations across 150+ strategic accounts, establishing a structured sales–channel engagement model to strengthen coverage, governance, and bid readiness.
- Drove Institutional business growth across government and large private accounts, increasing tender participation and win rate by 50% through early stakeholder engagement and specification influence.
- Built and maintained a robust institutional pipeline, tracking tenders from pre-bid to execution, contributing ₹25Cr in annual revenue.
- Acted as the primary interface with procurement authorities, KOLs, and internal stakeholders, enhancing institutional relationships and long-term account sustainability
Group Product Manager
Integrace
03.2021 - 07.2022
- Managed an Rx and OTC portfolio worth ₹85 crore, including Esoz, Stiloz, Sensur, and Collasmart.
- Expanded the peripheral arterial disease market for Stiloz through ABI (Ankle Brachial Index) clinics and a targeted discounting model, increasing brand share to 46%.
- Launched Sensur on e-commerce platforms and achieved a top-50 position in the pain management category.
- Developed business expansion plans and customized marketing initiatives that delivered a 50% conversion rate within the first six months.
- Drove customer engagement through Vkonnect, a scientific engagement platform designed to support doctors’ needs.
- Led life-stage-based initiatives and scientific programs including Best of Orthopaedic Techniques and Global Live Summit.
Brand Manager
Translumina Therapeutics
02.2020 - 03.2021
- Managed the DES category with a business size of ₹105 crore and delivered 9% YTD growth.
- Increased brand usage through clinical engagement initiatives such as SECURE Registry and HEARTSMART PMS.
- Conducted market opportunity assessments and developed scalable market development programs, webinars, case observations, proctorships, and conference participation strategies.
- Designed customized digital and clinical engagement strategies for KOL development.
- Conceptualized and implemented a first-in-industry 3-day digital conference featuring 200+ national and international KOLs, 100 case presentations, and 2,500+ viewers.
Brand Manager
Abbott
01.2019 - 02.2020
- Managed the Telpres (Telmisartan) portfolio in cardiac therapy with a business size of INR 75 crore and achieved 101% of target.
- Developed the CV Risk Assessment Tool, a first-of-its-kind patient education initiative to improve compliance and drive brand usage.
- Successfully launched two new products: Telpres LN and Telpres Trio.
- Created product differentiation in a generic market by introducing the smallest tablet size for a key SKU.
- Developed and executed brand communication and customer engagement plans.
Area Business Manager
Abbott
05.2017 - 12.2018
- Managed and developed a five-member team across gastroenterology and gynaecology therapy areas in a hybrid business model.
- Partnered with marketing and medical teams as part of the Brand Future Advisory Board to shape strategies and promotional mix.
- Supported successful NPI launches and market development initiatives tied to key financial objectives.
- Received certificates of excellence for outstanding sales contribution in financial years 2016 and 2017.
Management Trainee
Abbott
07.2016 - 04.2017
- Organized in-clinic BTL activities to improve patient awareness, diagnosis, and stakeholder engagement.
- Recognized as the best participant in the Abbott All India training program and topped the Estrabet Premier League for detailing and communication skills.
Summer Intern
Sanofi India Ltd
04.2015 - 06.2015
- Designed the brand plan for Sanofi’s innovative global brand ‘Targocid’ and redefined positioning for Targocid by perceptual mapping through the data gathered by primary research meeting Intensivist
Education
MBA - Pharmaceutical Management
Narsee Monjee Institute of Management Studies
Mumbai01-2016
Bachelor of Pharmacy -
Delhi Institute of Pharmaceutical Science And Research
01-2014
Skills
Strategic Planning & Execution
Project & Program Management
Business Analysis & Strategic Insights
Cross-functional Stakeholder Management
Omni-Channel Marketing orchestration
Complex Problem Solving
Team Leadership & Empowerment
Timeline
Commercial Excellence Manger
Dentsply India Pvt Ltd
04.2025 - Current
Institution Manager
Dentsply India Pvt Ltd
08.2022 - 03.2025
Group Product Manager
Integrace
03.2021 - 07.2022
Brand Manager
Translumina Therapeutics
02.2020 - 03.2021
Brand Manager
Abbott
01.2019 - 02.2020
Area Business Manager
Abbott
05.2017 - 12.2018
Management Trainee
Abbott
07.2016 - 04.2017
Summer Intern
Sanofi India Ltd
04.2015 - 06.2015
MBA - Pharmaceutical Management
Narsee Monjee Institute of Management Studies
Bachelor of Pharmacy -
Delhi Institute of Pharmaceutical Science And Research