RAJSHEKHAR RAO
Business Head
Gurgaon
Summary
Dynamic professional with over 19 years of experience in the healthcare industry, specializing in sales and marketing strategies that drive business success. Proven ability to adapt to evolving market conditions while maintaining a focused and optimistic approach to project execution. Committed to fostering team development and collaboration, ensuring high engagement across functions to achieve collective goals. Results-oriented mindset combined with a deep understanding of the healthcare landscape positions as a valuable asset to any organization.
Overview
19
19
years of professional experience
Work History
Business Head
Stryker India Pvt. Ltd.
03.2020 - Current
- As a Business Head, the prime responsibility is managing GTM strategy, Revenue and Marketing management. The key responsibilities undertaken in the current role are mentioned below.
- P&L Management
- Defining Portfolio Strategy & Roadmap
- Annual Pricing Reviews to ensure policy compliance
- Product Launches & Phase out
- Commercialization plan for each product launch
- Campaigns to ensure boost in new and focus products
- Building Capability
- Marketing Event Process Streamlining - Roles & Responsibilities
- Launch of holistic medical education program on a virtual platform
- KOL development
- Onboarding OEM to enhance current offerings
- Setting Direction
- Planning and Execution of Annual Marketing Plan including Periodic updates
- Five year Strategic Plan finalization
- Ensuring fulfillment of Gross margin and Net Margin goals
- Sales Management
- Management of sales for Sports Med implant business
- KOL management
- Recruitment of new team and channel partners for new territory expansion
- Launched 11 products in the span of 4 years in the organization contributing considerably to the growth of the organization
- Created a virtual platform for National and International surgeons to interact at a common forum sharing expertise across with each other
- Launched virtual training module for Sports Medicine business
- Launched sales tracking tool to ensure secondary sales data compilation and analysis
Marketing Manager
Johnson & Johnson (Medical - DepuySynthes )
10.2008 - 02.2020
- The product segments undertaken in thi profile were Hip, Pelvic, Pediatric and Maxillofacial which together contribute to INR 565 Mio. The brief of the assignments undertaken are as mentioned below.
- Strategic initiatives for promotion of Trauma products
- Ensuring activities for brand recall
- Managing Product life cycle
- Sales data analysis and reporting
- Product campaigns to boost sales of new products. Sales engagement campaigns to engage sales team members
- Working closely with Asia Pacific market development team as an interface between India and the Asia Pacific, global teams
- KOL management with constant tracking and interaction with KOLs in the orthopedic fraternity
- Technical support to sales team for Trauma products
- Development of niche portfolios like Maxillofacial and Pediatrics in association with the concerned surgeon bodies.
- Successfully launched 10 products during the tenure of 9 years in two separate business units
- Launched two of the major products for Trauma changing the market landscape and giving boost in the market share for DepuySynthes
- Joined as Product Consultant in 2008 in Power Tools division, was promoted to Product Manager in 2010 in Trauma. Was promoted to Group Product Manager in Trauma in 2013 and Marketing Manager in 2018
- Faculty at workshop for Clinical Study & Orthopedic Biomechanics representing industry inputs for material sciences.
Senior Executive – Marketing
DSS Imagetech Pvt. Ltd.
10.2007 - 09.2008
- Designing of Product Presentation Schemes
- Strategizing product launch & promotions
- Business Development (New Principals)
- Designing Marketing Tools for Promotion
- Organization of training for customers and employees
- Strengthening Brand Identity by participation in conferences
- Monthly/Quarterly Sales analysis & reporting
- Market Research
- Micro-Imaging Division – All India Level
Regional Sales Manager
Technomed Systems
01.2007 - 09.2007
- Sales and Marketing of instruments
- Handled tenders, bidding, sales, meetings and documentations related to the instruments.
- Service and installation of machines in various Hospitals
- Researched on new products to be launched
- Meetings, Negotiations and Management related to sale and distribution of Instruments
- Handling northern - region sales
- Areas under Control: - Delhi, Punjab, Haryana, U.P, West Bengal, Rajasthan, Madhya Pradesh, Chattisgarh
Manager - Marketing & Promotions
Fiale Pharmaceuticals
07.2006 - 12.2006
- Company Overview: The Company deals with Anti Diabetic Drugs, Gynecology based drugs, Anti Convulsions and other generic Multi Vitamin - B complex drugs. It is an Indore based company established in 1996 with a market spread in Madhya Pradesh,Rajisthan,West Bengal,Maharashtra and Chattisgarh.
- Team leader leading Marketing Representatives of areas under control
- Major Contribution in Area Sales Upgradation (Primary- Secondary)
- Quality management and improvement of drugs
- Increased Public Relations with Area associates
- Researched on new products to be launched
- Designed Product Presentation Schemes
- Areas under control: - Madhya Pradesh
Education
Havard Leadership Program -
Havard University
01.2024
Advanced Program in Strategy for Leaders - undefined
Indian Institute of Management, Lucknow
01.2017
Certificate Program in Digital Marketing - undefined
MICA, Ahmedabad
01.2015
Advance Course in Biotechnology & Intellectual Property - undefined
World Intellectual Property Organization
01.2007
M.B.A - Pharmaceutical Marketing & Hospital Administration
Indian Institute of Pharmaceutical Marketing, Lucknow
01.2006
B.E - Industrial Electronics
Bharti Vidhyapeeth College of Engineering
01.2004
H.S.C - undefined
The Daly College Indore
01.2000
S.S.C - undefined
The Daly College Indore
01.1998
Skills
- P&L Management
- Business Planning
- Product Launch
- Managing Product Life Cycles
- Marketing Management
- Sales Strategy Optimization
- KOL Management
- Sales Engagement Campaigns
Awards
Won the High Performer award in 2012 for product launches in 2011 and their success, Awarded Encore Platinum award for leadership imperatives ‘Lead’ and ‘Shape’ in 2015 and 2018, Awarded Encore Gold award for leadership imperatives ‘Deliver’, ‘Lead’ and ‘Shape’ in 2016 and 2017, Awarded Encore Silver for leadership imperatives ‘Deliver’ and ‘Lead’ in 2015, 2016, 2017 and 2018, Participated in All India Public Schools Tournament in 1998,1999 and 2000, Awarded district and state level medals in Cricket and Judo, Was the house prefect in school
Training
- Trained for Basic and Advanced Trauma fracture fixation under Synthes Medical (P) Ltd.
- Certified Big Picture coach with responsibility of training marketing teams on the same.
- Trained with ‘First Line Leaders’ program to strengthen leadership behavior
- Trained in Essential Coaching Conversations under Leasership learning and development program
- Attended seminar on Health Economics and Market Access conducted by J&J Asia Pacific
- Trained in Foot & Ankle product procedures for trauma and deformities
Timeline
Business Head
Stryker India Pvt. Ltd.
03.2020 - Current
Marketing Manager
Johnson & Johnson (Medical - DepuySynthes )
10.2008 - 02.2020
Senior Executive – Marketing
DSS Imagetech Pvt. Ltd.
10.2007 - 09.2008
Regional Sales Manager
Technomed Systems
01.2007 - 09.2007
Manager - Marketing & Promotions
Fiale Pharmaceuticals
07.2006 - 12.2006
Advanced Program in Strategy for Leaders - undefined
Indian Institute of Management, Lucknow
Certificate Program in Digital Marketing - undefined
MICA, Ahmedabad
Advance Course in Biotechnology & Intellectual Property - undefined
World Intellectual Property Organization
M.B.A - Pharmaceutical Marketing & Hospital Administration
Indian Institute of Pharmaceutical Marketing, Lucknow
B.E - Industrial Electronics
Bharti Vidhyapeeth College of Engineering
H.S.C - undefined
The Daly College Indore
S.S.C - undefined
The Daly College Indore
Havard Leadership Program -
Havard University
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