PANKAJ KUMAR
New Delhi
Summary
Strategic and performance-driven pharmaceutical expert with over 17 years of proven success in biologics, specialty product launches, and cross-functional leadership across Rheumatology, Gastroenterology, and Dermatology. Recognized for consistent business growth, impactful KOL engagement, and team coaching across leading healthcare organizations.
Sales professional with strong background in driving revenue growth and market expansion. Proven track record in leading teams, fostering collaboration, and adapting to dynamic market conditions. Skilled in strategic planning, customer relationship management, and performance analysis. Known for achieving results and consistently exceeding targets.
Overview
18
18
years of professional experience
Work History
Zonal Sales Manager
Johnson & Johnson Innovative Medicine
04.2024 - Current
- Developed and implemented effective sales strategies that enhanced market penetration and customer retention.
- Analyzed sales data to identify trends, optimize product offerings, and drive revenue growth across multiple territories.
- Mentored and trained junior sales staff, fostering a collaborative environment to improve team performance and morale.
Product Specialist
Johnson & Johnson Innovative Medicine
04.2022 - 03.2024
- - Led national launch of Stelara (Ustekinumab), achieving highest patient enrollments in India.
- - Maintained high PCPM while onboarding new centers and optimizing channel strategies.
- - Actively engaged with Rheumatologists, Gastroenterologists & Dermatologists for biologic therapies.
- Collaborated with cross-functional teams to develop strategic product positioning and marketing strategies.
- Analyzed market trends and customer feedback to inform product development and enhancements.
- Managed relationships with key stakeholders to ensure alignment on product initiatives and objectives.
- Conducted competitive analysis to identify opportunities for differentiation in the immunology market.
- Mentored junior team members, fostering professional growth and knowledge sharing within the department.
District Manager
Johnson & Johnson – Janssen Immunology
05.2019 - 03.2022
- - Managed territories in Delhi-NCR, UP, and Uttarakhand.
- - Delivered consistent growth and maintained key accounts despite market dynamics.
- - Mentored team through Janssen’s internal Nirmaan Academy (Buddy Program).
Scientific Business Manager
Cipla Ltd – Actemra Task Force
05.2018 - 05.2019
- - Relaunched Actemra (Tocilizumab) in North and West India.
- - Achieved highest PCPM and brand positioning among Rheumatologists.
- - Qualified for Applause and campaign recognition.
Scientific Business Officer
Dr. Reddy’s Laboratories Ltd
11.2011 - 05.2018
- - Promoted Reditux RA (Rituximab) and Durolane across key accounts.
- - Received 14+ certificates and rewards for top-line contribution.
- - Consistently led PCPM performance in the region.
Field Sales Officer
Intas Pharmaceuticals Ltd
09.2009 - 11.2011
- - Focused on Orthopedic and Endocrinology segments with Terifrac Inj.
Sales Officer
Shreya Life Sciences Pvt. Ltd.
07.2007 - 09.2009
- - Promoted Salmoncal Nasal Spray, achieving high PCPM in Delhi.
Education
PGDBM - Marketing
Sikkim Manipal University
01.2014
Bachelor of Science -
Dr. B.R. Ambedkar University
Agra, India06-2005
12th & 10th -
CBSE Board
JNV Skills
- - Analytical Sales Planning
- - ROI-Driven Execution
- - People-Centric Leadership
- - Effective Time & Priority Management
- - Strong Communication & Active Listening
Languages Known
Hindi
English
Hobbies and Interests
Music, fitness, reading, healthy living, learning
Accomplishments
- - Winner’s Club: FY 2019, 2021, 2022, 2023
- - Qualified for Talent Assessment (People Manager Role – Aug 2023)
- - Topped the Scientific Krosswind Exam (India)
- - Achieved 30+ national awards across Inspire, Applause, and internal programs
- - Mentored peers under Janssen’s Buddy Program; appreciated by BUD Mr. Rachit Garg
- - Successfully developed new headquarters and drove Rx business expansion
Disclaimer
I hereby declare that the above information is true to the best of my knowledge.
Timeline
Zonal Sales Manager
Johnson & Johnson Innovative Medicine
04.2024 - Current
Product Specialist
Johnson & Johnson Innovative Medicine
04.2022 - 03.2024
District Manager
Johnson & Johnson – Janssen Immunology
05.2019 - 03.2022
Scientific Business Manager
Cipla Ltd – Actemra Task Force
05.2018 - 05.2019
Scientific Business Officer
Dr. Reddy’s Laboratories Ltd
11.2011 - 05.2018
Field Sales Officer
Intas Pharmaceuticals Ltd
09.2009 - 11.2011
Sales Officer
Shreya Life Sciences Pvt. Ltd.
07.2007 - 09.2009
PGDBM - Marketing
Sikkim Manipal University
Bachelor of Science -
Dr. B.R. Ambedkar University
12th & 10th -
CBSE Board
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