Nagasreenivasu Akula

• Heading Phenomenex for two major sales Hubs & responsible for revenue of Chromatography consumables, HPLC, GC, SPE & accessories from Indian Subcontinent
• Supervised a team consisting of 13 plus associates including two District Sales Managers, and 10 account managers (inside/outside) along with Sales Admin member.
• Facilitated 17% YOY growth and empowered region to grow from $4.5 million to $5.5 million in 2021 and a high single digit core growth in 2022.
• Devised strategies for retaining accounts and enhance the growth accounts by diligently following DBS tools like VM/DM, Funnel Management, VS 2.0, PSP & Key Account Management.
• Attracted new clientele and developed customer relationships by hosting product-focused events resulting in addition of new account revenue by 0.45Mn.
• Assessed each location's individual and team performances, analyzing data trends to determine best methods to improve sales results from various market segments ranging from Pharmaceuticals, Clinical BA/BE, Biopharma, Food & Env., Healthcare & Diagnostics.
• Established, reviewed, and updated territory boundaries and distribution routes to maximize service while effectively controlling expenses.
• Delivering polished sales presentations, completed ARCs with major accounts with increased Price & Shipping Charges, promoting brands and product.
• Directly, or indirectly, innovates the processes from lead validation product and service delivery, working with marketing, customer service, operations, and delivery providers to ensure the highest level of supply chain management is delivered to customers.
• Essential job responsibilities:
• Drive Value Selling Culture at all levels through innovative solution selling approach along with a culture of candidness, dignity, and transparency throughout the region
• Responsible for the business for Tamilnadu, Kerala, Telangana, Andhra Pradesh, Karnataka by providing dynamic leadership for the Sales organization to ensure financial objectives are met.
• Improve business opportunities and grow revenue across the product portfolio for Pharmaceutical labs, Labs, Chain labs, and Government Institutes.
• Identify and drive the implementation of opportunities for change that will support continued improvements to Sales, internal processes, and performance through DBS tools.
• Develop a strong leadership within a team by implementing SFDC which would result improving Core Opportunities; observe customers and gain insights beyond VOC;encourages the team to pool their insights to resolve if there are new data to consider, to drive business growth.
• Builds organizational capability and strength to increase efficiency and scale across the Region.
• Uses sound and robust analyses of data to understand risks and settle a course of action and guides the team
• Ability to prioritize the critical few and work within the timelines and resources; Allocates appropriate resources to solve problems based on importance and impact
• Responsible for the CPTK (Channel Partner Tool Kit) process for Channel Partners to renew the Distributor Agreements and cultivate Compliance and right Business Process.
• Work closely with the Marketing Team, KAMs, and the customers across the region to help prioritize marketing events, Marketing Campaigns, CMEs, Conferences, etc
• Achieved regional sales objectives by coordinating sales team, developing successful strategies, and servicing accounts to strengthen business relationships.
• Finalized sales contracts with high-value customers.
• Collaborated with senior executives to evaluate performance in regional area and develop strategies to expand revenue generation.
• Developed and maintained positive relationships with clients in assigned sales territories.
• Participated in sales calls with direct reports to strengthen customer relationships and uncover possible opportunities for growth.
• Effectively recruited and hired highly talented individuals bringing exceptional skills and expertise to sales team.
• Executed successful marketing campaigns to generate new business and expand customer base.
• Developed sales strategy based on research of consumer buying trends and market conditions.
• Evaluated costs against expected market price points and set structures to achieve profit targets.
• Executed successful promotional events and trade shows.
• Contacted key accounts regularly and achieved high satisfaction scores by routinely re-assessing needs and resolving conflicts.
• Conducted product demonstrations and presentations to potential clients to capture more sales.
• Developed and managed budgets to confirm proper use of resources and maximize profitability.
• Generated detailed sales reports and forecasts to analyze performance and track progress.
• Modeled strong negotiation skills to help team members close tough deals with lucrative clients.
• Attended industry conferences and trade shows to stay up-to-date with market trends and customer needs.

• Responsible for revenue of over $ 6M from South Region (Telangana, AP, TN, Pondicherry, Karnataka & Kerala).
• Delivered a double digit 12% YOY Sales CG by consistently meeting the monthly goals.
• Built new business avenues by applying direct sales and channel-based strategies, bringing in more than $ 4 M in the year 2020 .
• Achieved district sales goal of $ over 7 M in 2018 by resolving problems, training the associates, and completing action plans
• Roles &Responsibilities:
• Accomplish sales & profit objectives for the territory through daily contacts with potential customers
• Provide technical assistance and troubleshooting to scientists in the areas of HPLC, GC, and SPE daily
• Forecasting sales and Funnel management requirements and preparing annual sales targets
• New product push planning, strategies for launch
• New Business Development.
• Coaching team members and enhances their technical skills, new tools for the company.
• Database Management.
• Follow-up territory marketing plans to accomplish sales, customer support & technical assistance objectives for HPLC, SPE, GC, and related accessories. Implementation of account action plans, reviewing performance, and improving current account sales & support programs for my territory
• Development of marketing plans following company objective to accomplish sales objectives for HPLC, SPE, GC, and related accessories
• Daily contact with my inside team and sales manager to ensure ongoing customer follow-up and satisfaction. Provide daily, weekly, and monthly progress reports with regards to my current game plan
• Provide HPLC, SPE & GC technical seminars and/or presentations for account educational and value-added service purposes. Positioning of Phenomenex products into long-term partnerships that ensure increased future revenues
• Planning yearly goals with the corporate team and territory design based on the geographically
• Traveling with team members PAN India to support technically
• Managing Deminar team member’s column inventory for Deminars in pan India and review their activities and ROI reports

• Established relationships with key decision-makers within customer's organization to promote growth and retention.
• Reached out to potential customers via telephone, email, and in-person inquiries.
• Identified and pursued valuable business opportunities to generate new company revenue and improve bottom line profit.
• Generated new business with marketing initiatives and strategic plans.
• Negotiated and closed long-term agreements with new clients in assigned territory.
• Developed new proposals, contracts and procedures to draw in more clients and streamline work operations.
• Compiled product and customer data to generate informed profit projections.
• Performed client research and identified opportunities for account growth, account penetration and market expansion.
• Established key performance indicators to track and analyze business progress and adjust strategies accordingly.
• Kept meticulous client notes and updated account information in company databases.
• Developed process to analyze customer feedback to incorporate insights into product development strategies.
• Monitored market trends and competitor activities to identify areas of potential opportunity.
• Achieved sales goals and service targets by cultivating and securing new customer relationships.

• Achieved sales goals and service targets by cultivating and securing new customer relationships.
• Demonstrated products to show potential customers benefits and advantages and encourage purchases.
• Engaged in product training, demonstrations, consumer awareness, branding, and acquisition initiatives to raise awareness and revenues.
• Exceeded sales quotas and increased profitability through effective sales strategy and business planning.
• Managed accounts to retain existing relationships and grow share of business.
• Implemented systems and procedures to increase sales.
• Achieved established KPI for company, regional team and individual performance through teamwork and focus on customers.

Nature of Work:

• Trained in Chiral method development on polysaccharide-based chiral columns at Phenomenex USA R&D, Torrance, California.
• To suggest and develop a suitable method, chiral column for customers by using HPLC in Normal Phase, Reversed Phase, and Polar Organic modes (Chiral isomer separations for analytical and preparative).
• Continually expanded knowledge of Chiral product line.
• Researched product's technical specifications and accurately communicated information to Pharmaceutical customers in API R&D centers to improve Chiral market share.
• Assisted with demonstrations for Chiral Product Performance to showcase functionality and separation capabilities compared to other existing vendors through Deminar activities across India.

• Nature of work
• To develop suitable methods on HPLC and Preparative HPLC for purification of compounds
• Chiral Method development and purification for large scale (mg to gram level)
• Knowledge of SFC (Super Critical Fluid Chromatography)
• Purification of 1mg to 100mg level on Mass-based Purification system
• Instruments Handled:
• Water Delta Prep
• Agilent 1100, 1200 series Manual and Autosampler Preparative systems
• Agilent 1200 series Mass base single quad preparative system
• Lyophilizer

• Nature of Work
• Performed research into study topics to increase knowledge and to provide valuable contributions.
• Development and validation of an analytical method for drugs and drug substance(formulations), Intermediates, and bulk drugs (API) using HPLC, GC, and GC-MS
• Impurity profiling by identifying the source of generation for unknown impurities by doing various stress studies, isolating the impurities by Preparative HPLC, characterization and structure elucidation by employing LC-MS/MS, NMR, FTIR, and XRD
• Having a good awareness of cGLP, cGMP through continuous oral and visual training
• Developing new methods for Discovery and Generic products
• Validation of analytical test procedures and methods for OVI, Residual Solvents using Head Space GC and Auto Sampler GC
• Calibration of Instruments as per In House SOP
• Preparation of new Standard Test Procedures for the new in-house developed methods
• Analytical methods Transfer to the plants
• Preparing of new validation Protocols, Reports, and Submits as per Regularity Affairs requirement

• With the manufacturing of APIs Bulk & Finished Drugs by following through cGMP and ICHM guidelines
• Which is an FDA-approved APOTEX Canada-based company with one Formulation unit at Hyderabad also an ISO 9001 and 14001-approval company.
• Collaborated with laboratory technicians, production personnel and customers to improve product quality and functionality.
• Advised chemists and laboratory technicians on existing and emerging quality control methods to enhance testing and research capabilities.
• Analyzed lab test findings to monitor quality and provide reports for Pharmaceutical industry.