Nikhil Bhatiwara
Sr. Manager - Tender
New Delhi
Summary
Results-driven healthcare sales professional with 15 years of industry experience, including nine years focused on government business. Expertise in tender management and strategic planning, alongside a solid grasp of the government procurement lifecycle. Experienced in engaging stakeholders to optimize operations and leveraging diverse institutional exposure to drive business growth and build strong relationships.
Overview
2
2
Languages
15
15
years of professional experience
Work History
Sr. Manager - Tender
Terumo India Pvt Ltd
04.2023 - Current
- Establish and maintain collaborative relationships with strategic partners to discover and evaluate new business opportunities.
- Formulates and executes a robust portfolio management strategy in collaboration with business units to enhance market share.
- Evaluated strategic objectives of designated accounts to formulate effective, value-added programs for every account.
- Managed internal and external stakeholder relationships to meet project requirements. Collaborated with the sales team to align customer expectations with organizational goals.
- Formulates, conveys, and executes business plans to attain strategic target business results.
- Potential mapping – conducted all-India potential mapping for government accounts by product, and included product re-use.
- Policies - conducted extensive analysis of various stent reimbursement policies in India, state-wise.
- Conducted a comprehensive pricing analysis to evaluate pricing strategies quoted across various tenders in India.
- GS1 – aligning MPPHSCL barcode protocol with Terumo, and coordinating internal stakeholders.
- Forecasting – coordinating with sales and supply chain for tender requirements for timely, uninterrupted supply.
- Act as the primary liaison among sales, marketing, finance, and regulatory teams.
- Led a two-day workshop addressing gems and related questions.
Sr. Manager - Tender Business
BD India Pvt Ltd
02.2016 - 03.2023
- Meeting planned sales goals through effective tender business conversion.
- Inclusion of BD products within state contracts, medical colleges, and government hospitals.
- Registration of BD in central and state government organizations such as DHS, CGHS, ESIC, Railways, Army, and the Ministry of Health & Family Welfare, etc.
- Oversee and maintain a comprehensive database of regional tenders, focusing on key opportunities.
- Coordinate with government key opinion leaders, public sector healthcare units, and key decision-makers.
- Coordinate with internal teams, such as supply chain, to secure required resources and maximize their utilization to achieve set organizational goals.
- Developed and implemented strategic initiatives to enhance operational efficiency across multiple departments.
- Led cross-functional teams to streamline processes, resulting in improved project delivery timelines.
Key Account Manager
Baxter Healthcare
08.2013 - 12.2016
- Managing sales of IV product portfolio: Closed system IV fluids (entire range), sterile drug reconstitution system and balanced salt solution.
- Implementation of solution provider approach rather than selling approach, by understanding their challenges in managing critically ill, postoperative, and to infection prone patients by providing them customized solutions.
- Segmenting, mapping and prioritizing the accounts according to business potential and hospital administration’s orientation.
- Analyzing and implementing company’s marketing strategies by customizing them as per the account need.
- Providing training and assistance to KOL’s and KBL’s in order to establish the scientific concept involved behind the product.
- Segregation of customers as per their personality traits and their inclination towards various aspects like academics, conference sponsorships and trainings
- Handling the Govt. account tenders strategizing the vital aspects like technical bidding and price bidding in order to streamline the new product entry inside the hospital.
- Headquarter – Delhi
Medical Business Associate
GlaxoSmithKline Pharmaceuticals Pvt. Ltd.
06.2011 - 07.2013
- Achievement of sales targets and contribution to the organizational growth consistently.
- Generated prescriptions from doctors to create demand for primary care products Phexin, Vozet, Calpol, and Parit.
- To review product and market updates to ensure superior product knowledge for customer satisfaction.
- Organized business development activities, including CME programs, round table meetings, and bone mineral density checkup camps, to enhance product visibility and engagement.
- Aligned retailers and distributors through channel management activities to ensure effective stock management and meet prescription demand.
- Achieving the set goals of the company and maintaining a high level of integrity, ethics, and business conduct.
Education
Bachelor of Pharmacy -
08-2010
Skills
Contract management
Strategic planning
Data-driven decision making
Stakeholder engagement
Documentation and reporting
MS office
Works under pressure
Team collaboration
Cross-functional collaboration
Collaboration skills
Problem-solving
Exceptional communication & networking skills
Timeline
Sr. Manager - Tender - Terumo India Pvt Ltd
04.2023 - Current
Sr. Manager - Tender Business - BD India Pvt Ltd
02.2016 - 03.2023
Key Account Manager - Baxter Healthcare
08.2013 - 12.2016
Medical Business Associate - GlaxoSmithKline Pharmaceuticals Pvt. Ltd.
06.2011 - 07.2013
Dehradun Institute of Technology - Bachelor of Pharmacy,
Personal Details
- Sex: Male
- Marital Status: Married
- Nationality: Indian
- Date of birth: May 24, 1986