Rajkumaran Surendran
Coimbatore
Summary
Proven expertise in sales, key account management, and team leadership, driving growth in dynamic organizations. Committed to achieving organizational goals through strategic planning and execution. Strong track record of fostering mutually beneficial relationships with clients and stakeholders.
Overview
17
17
years of professional experience
1
1
Certification
Work History
Sr. Hospital Sales Executive
Hindustan Unilever Limited(Transition of GSK Consumer Healthcare Limited)
Coimbatore, TN
08.2016 - Current
- August 2016 to February 2020: Managed Nutrition segments of Horlicks, Boost ranges & All FMCG ranges of Crocin, Otrivin, Otrinoz, T-Minic, Sandocal & Sensodyne ranges in GlaxoSmithKline Consumer HealthCare Ltd, Chennai for Hospital Channel. Developed new market Base for new launched focused brands of Nutrition & FMCG ranges and created 6L Base. Handled Key Accounts as like Billroth, SMF, Madras Medical Mission, Mehta, KKCTH, Prasanth, Joseph & Apollo Hospitals.
- March'2020 to Jan'2024: Managed Nutrition Portfolio & All Hindustan Unilever FMCG ranges for Hospital channel in Bangalore after merger with Hindustan Unilever Limited. Handled Top Corporate Accounts as like Aster, Manipal, HCG, Ramaiah & Sri Shankara. 120% Achievement with 8L new Base as Individual & 30L as Team Base
- Feb2024 to Oct'2024: Worked in Madurai & Handled key accounts as like Vadamalayan & Devadoss. Created new 4.5L Base in exapnsion market.
- Nov'2024 to Present: Working in Coimbatore and Handling Key Accounts as like Ganga, PSG, SSS, KMCH, Karpgam & other leading accounts. Created 6L Base.
- Executed Key Account Management, Rate Contract, Supply Chain Management, Schemes, Offers, Claim Management, Sales Data Management, Activity Management(Webinars, F2F), Team Management for aligning Supply chain & secondary, Collaborated with General Trade & Modern Trade(Apollo Channels) in all above HQ's.
- TSE supporting management in GT(General Trade) channel for especially new brands sales facilitation & existing Brands supply alignment.
- MT: Modern Trade Support Management in terms of Apollo Distribution Centres channel supplies
- New RS Appointment & Claims: New Distributor appointment document process, schemes, claims supporting process for Distributors.
Senior Territory Manager
Abbott HealthCare Private Limited
Chennai, Madurai, Theni & Hosur
06.2015 - 07.2016
- Managed FreestyleLibre Pro Device and Freestyle glucometer for effective diabetes monitoring.
- Developed affordable solutions for diabetic patients to capture 24-hour glucose readings.
- Established 3L new market base during initial product launch phase.
- Achieved recognition as top 10 sales performer across India.
- Completed certifications for skill development and professional growth.
Territory Business Executive
NOVARTIS HEALTHCARE Pvt LIMITED
Chennai
05.2011 - 06.2015
- Managed disease area for GALVUS (Vildagliptin), a 300 crore brand in diabetic segment.
- Conducted CME sessions with top KOLs, implementing effective strategies to enhance brand reach.
- Achieved over 100% sales targets consistently, leading to regular incentive awards.
- Received multiple awards for outstanding performance each year.
- Coordinated activities with KBL, KAM, and government institutions like IIT and IDA.
- Recognized at Annual Star Award Function in 2011 for achieving 105% sales target.
- Compiled and managed team sales data to ensure accuracy and efficiency.
- Oversaw claims management to streamline operational processes.
PSR
Dr. Reddy's Lab
Chennai
08.2010 - 05.2011
- Managed Gastro, Ortho, and Gynaec specialties, promoting top brands RAZO and RAZO-D in gastro segment.
- Achieved Rs.48 lakhs in secondary business within Chennai pool through strategic initiatives.
- Enhanced client relationships via CME, scientific discussions, POB drive campaigns, and CRM activities.
- Received Gold Rank certificate for outstanding performance in training program as top learner.
Territory Manager
CIPLA
Madurai & South Tamil Nadu
10.2008 - 03.2010
- Managed Respiratory Division, overseeing devices such as Rotacaps, Rotahaler, and Autohaler.
- Achieved 30L in sales through effective team collaboration in Madurai.
- Established new headquarters in Rajapalayam to drive sales growth as individual contributor.
- Built a customer base of 1.3L within two months in Rajapalayam territory.
- Increased sales from 3.6L to 5.8L in Thirunelveli over six months.
- Conducted numerous camps and continuing medical education sessions consistently.
Education
B. Pharmacy - Pharmacology, Pharmaceutical Sciences
Madurai Medical College
Madurai08.2008
Skills
- Key account management
- Customer relationship management
- Contract negotiation
- Schemes operation
- Team collaboration
- Problem solving
- Supply chain coordination
- Sales performance analysis
Certification
- Typewriting English Senior Grade Department of Technical Education Apr, 2006 - No Expiry
- Typewriting English Junior Grade Department of Technical Education Mar, 2002 - No Expiry
- Typewriting Tamil Junior Grade Department of Technical Education Apr, 2006 - No Expiry
Languages
English: Read, Write, Speak, Tamil: Read, Write, Speak, Kannada: Speak
Hobbies and Interests
Music, Hollywood Movies
Awards
Annual Star Award Sales Excellence May, 2012 Highest Sales Excellence Award for Highest YTD in team., TOP 10 WINNER Sales Excellence Jul, 2016 For Highest Sales Excellence in terms of consistency & conversions. High Sales Contribution Award in 2022, In Clinic efficiency Award in 2023 & Recognition for High Growth.
Preferences
- Gt Sales
- Mt Sales
- Key Account Management
- Hospital Sales
Languages
Tamil
First Language
English
Proficient (C2)
C2
Kannada
Intermediate (B1)
B1
Social Media
Timeline
Sr. Hospital Sales Executive
Hindustan Unilever Limited(Transition of GSK Consumer Healthcare Limited)
08.2016 - Current
Senior Territory Manager
Abbott HealthCare Private Limited
06.2015 - 07.2016
Territory Business Executive
NOVARTIS HEALTHCARE Pvt LIMITED
05.2011 - 06.2015
PSR
Dr. Reddy's Lab
08.2010 - 05.2011
Territory Manager
CIPLA
10.2008 - 03.2010
B. Pharmacy - Pharmacology, Pharmaceutical Sciences
Madurai Medical College