Rama Durga
Hyderabad
Summary
Marketing leader with extensive experience at Aurobindo Pharma, specializing in product launches and brand management. Achieved significant top-line growth and effectively managed P&L while developing teams and nurturing customer relationships. Expertise in data analysis and regulatory compliance, driving impactful marketing strategies that increase market share.
Overview
31
31
years of professional experience
Work History
Associate Vice president – India and South Africa
AUROBINDO PHARMA
Hyderabad
09.2015 - Current
- South Africa: Marketing Annual marketing plan and budget for the division and effective implementation in the field
- Oversee input preparation by product managers based on the marketing plan.
- Customer oriented campaign and special activities for priority products
- Coordinate with QA, RP, and work as per SAPHRA regulatory requirements.
- New product filing: Coordinate with RAD for dossier submission, monitor query responses and ensure approval from ministry of health.
- Analyze primary and secondary data based on VOLZA/Export data monthly for market understanding.
- Participate in medical conferences and trade shows.
- Monitoring activities within budget and measure ROI
- Field work with local reps in SA and oversee implementation of marketing activities.
- Liase with production and supply chain to ensure stock availability at country level.
- Forecast and review based on secondary demand.
- South Africa sales Ensure monthly target achievement.
- Ensure collection through coordination with distribution.
- Inventory control and management at country level- Minimize expiries and stock outs.
- Aurobindo Domestic Launched two new businesses for IBF chronic – Gynecology and Cardiology divisions.
- Have successfully carried out prelaunch activities which includes, Portfolio and brand name identification, Recruitment of all functions at HO and field, Procurement, Distributor appointments, Training, Business plan for both divisions.
- Responsible for achieving top-line and bottom-line targets of the division.
- Handling a turnover of 80 crores for Antivirals for Aurobindo by launching new products in the ARV segment.
- When I took over the assignment there were huge outstandings which I cleared within a period of 6 months.
- Exposure to handling projects for ministry of health- Government of India.
- Efficiently handling a team of 52 ABMS, 10 Zonal managers; 290 Bes.
- Develop strong marketing plans and ensure implementation of plans in order to drive top line, bottom line and market share.
- Entrusted with the responsibility of preparing divisional marketing plan and budgets; maintain balance between expenditure and revenue; safeguard new product success by proper pre-launch research, launch planning & implementation.
- Instrumental in managing business development while training teams on regular basis through technical presentations; work closely with the existing channel to ensure target achievements.
- Isolate areas of development of PMT and work on areas of development; train RBM’s and ABMs through training programs and briefing.
- Conduct field force review meetings periodically.
- Formulate annual marketing plans for the division and devise proper monitoring mechanisms to ensure successful implementation.
- Guide, support and review the marketing strategy, promotional mix and product portfolio so as to ensure short term and long-term objectives for market share, unit sales and profits.
- Deftly direct and champion campaign, design and deliver learning modules for field staff; develop field relationships to ensure campaigns lead to market share and profits.
- Maintain coordination with internal customers, other functional departments, and field force; organize events and scientific activities to promote brands.
- Conduct activities that are Brand CME’s independently and through Doctor Associations, PMS, Consultancy Agreements, Weekend Programs, Web Conferencing.
Senior General Manager – Sales and marketing
CADILA PHARMA
05.2012 - 08.2015
- Major brands handled: Haem up group, Trigan D, Contrapill kit, Myonext, Alene, Fludac
- Analyzed data to identify gaps in product portfolio, recommended new products and developed launch plan to expand the product portfolio, market share and profits.
- Identified therapy gaps and molecules to be launched in the division; prepared field organogram of 537 field force, 2 AGMs and 4 product managers, NSM reporting to me.
- Planned & conceptualized various strategies to achieve business goals of the branch aimed towards the growth in business volumes as well as profitability.
- Developed a competitive business development and Marketing strategy, uncovering/ creating new opportunities, identifying dynamic and flexible solutions, and managing account activity.
- Generated business from various channel partners for the company while establishing healthy business relations with clients & external associates for securing business.
- Managed the professionals engaged in sales functions, provided technical guidance to the team while setting performance parameters, deadlines & work delegation for them & provided them various accolades to motivate them on regular basis.
- Successfully raised to the position of Sales and Marketing Head in March 2014; efficiently established long term and short-term marketing goals and objectives.
- Meticulously analyzed industry and competitor trends, network with peers in identified benchmark pharmaceutical companies to develop and sharpen sustainable competitive advantage, so as to achieve the pre-decided goals and objectives.
- Cadila Evanext covered multispeciality segments like GP/Physician/Gynecologists and IVF specialists.
- Effectively launched Evanext /Evapride division of Cadila Pharma in January 2013 and achieved the turnover of 72 crores.
- Handled major brands Haem up, Trigan D for Cadila.
- Launched new brands in the infertility segment like Myonext, Alene. Built new product pipeline for Gynecology division.
Deputy General Manager Marketing
ZYDUS CADILA
Ahmedabad
05.2007 - 01.2012
- Major brands handled: Zyrop, Nexiron, Mifegest, Cytolog, Division: Infertility and Gynecology – Mass division - Alidac.
- Functioned as Head of Marketing - Fastest growing division in Zydus during tenure; efficiently managed a team of 3 product managers.
- Instrumental in handling CRM activities for Nephrology division of Zydus; Portfolio included Nephrologicals: Zyrop (Erythropoietin), Tacromus (Tacrolimus), Mycomune (Mycophenolate), Siromus (Sirolimus), Nexiron O (Oral iron), Nexiron injection (Iron sucrose), Prosmart (Tailor made protein supplement for CKD patients).
- Revamped urology division of Zydus Urosciences.
- Handled sales and marketing for the division as a defacto head.
Group Product Manager
EMCURE SCHWEIZ GYNEC
MUMBAI
05.2006 - 05.2007
- Major brands handled: Ferium XT, Ferri, Celol.
- Accountable for reporting to GM Marketing; efficiently handled Gynecology Portfolio with Emcure Scheiwz with a turnover of 38 crores; portfolio included Ferrium XT , ETS, Calcit , Ferri.
- Successfully organized Ferrium XT Golden Nite in Kolkata where the participants were Shreya Ghoshal and Udit Narayan.
- Effectively formed Ferrium XT Premium Club for core group of Gynecologists; launched ETS loyalty program.
- Got exposure to Pain management, Gastro, Physician segment in this division as it was a multispecialty division.
Senior Product Manager
DABUR PHARMA
05.2005 - 05.2006
- Major brands handled: Gestofit, Ovigyn.
- Worked with Dabur Pharma; portfolio included Ovigyn, Gestofit, Richar and Ovigyn and became No 4 brands in one year.
- This division also covered Physicians for Diabetic and cardiac range.
Senior Product Manager
ZYDUS CADILA
01.2003 - 05.2005
- Handled business of Gynecology portfolio, responsible for reporting to GM Marketing and Sales.
- Effectively re-launched Zydus Infertility Division and managed key accounts for driving infertility business; portfolio in infertility range involved Fostine (Highly purified FSH), Menodac (HMG), Vageston (Progesterone), Ovidac (HCG) and Luprofact (Leuprolide Acetate).
- Efficiently managed Mifegest and Cytolog which are in top 3 in abortion management; portfolio included Mifegest, Cytolog, and Menoflav.
- Efficiently launched Patient Cell Aasha ki Kiran for patient retention.
- Successfully built Zyrop from 10 crore to 25 crore in 3 years.
- Effectively designed and launched two tailor made brands for CKD patients: Prosmart and Nexiron O.
- Efficiently built new product pipeline for Nephrologicals; identified the technical details of the product, similar products & competitors in the market and assessed the market scenario for the product to develop marketing strategies.
- Division moved up ranks from Rank no 7 to Rank no 1 during my tenure in Nephrology market.
Product Manager
BIOLOGICAL E LIMITED
HYDERABAD
02.1994 - 01.2003
- Multispeciality division handling Ortho/Gastro/Gyn and paediatric segments.
- Major brands handled: Bethadoxin , Coscopin, Hbfast.
- Joined as Management Trainee.
Education
MBA - Marketing
Pune University
B.Sc. - Microbiology
Pune University
Skills
Product launch and brand management
- Sales forecasting and marketing strategy
- Customer relationship management
- Inventory and channel management
- Team leadership and development
- Interpersonal communication skills
- P&L and budget management
- Data analysis and regulatory compliance
References
Available on Request
Academic Accolades
- Had been the meritorious student throughout academics
- Successfully won National Merit Scholarship at School Level
Profile
30, Associate Vice President Sales and Marketing, Aurobindo Pharma, Hyderabad, 09/2015 - Present, Strategic Planning, Brand Management, Sales & Marketing, Channel Management, Team Management, Leadership Skills, Strong Interpersonal Skills, P & L Management
Timeline
Associate Vice president – India and South Africa
AUROBINDO PHARMA
09.2015 - Current
Senior General Manager – Sales and marketing
CADILA PHARMA
05.2012 - 08.2015
Deputy General Manager Marketing
ZYDUS CADILA
05.2007 - 01.2012
Group Product Manager
EMCURE SCHWEIZ GYNEC
05.2006 - 05.2007
Senior Product Manager
DABUR PHARMA
05.2005 - 05.2006
Senior Product Manager
ZYDUS CADILA
01.2003 - 05.2005
Product Manager
BIOLOGICAL E LIMITED
02.1994 - 01.2003
MBA - Marketing
Pune University
B.Sc. - Microbiology
Pune University
Similar Profiles
A UDAYA BHASKERA UDAYA BHASKER
Senior Executive in Production Department at EUGIA PHARMA SPECIALITIES UNIT -III (AUROBINDO PHARMA LIMITED(unit-IV) )Senior Executive in Production Department at EUGIA PHARMA SPECIALITIES UNIT -III (AUROBINDO PHARMA LIMITED(unit-IV) )
Uma Maheswara RaoUma Maheswara Rao
Senior Operator at Eugia Pharma Ltd (Aurobindo Pharma Limited) Formulation DivisionSenior Operator at Eugia Pharma Ltd (Aurobindo Pharma Limited) Formulation Division
Likhith Reddy DereddyLikhith Reddy Dereddy
Cross-Functional Executive at Aurobindo PharmaCross-Functional Executive at Aurobindo Pharma
Deepthi GovapudiDeepthi Govapudi
Pharma Regulatory Affairs Research Associate - III at Aurobindo PharmaPharma Regulatory Affairs Research Associate - III at Aurobindo Pharma
Anita Ramachandra BhatAnita Ramachandra Bhat
Test Engineer 3 at Ericsson India Private LimitedTest Engineer 3 at Ericsson India Private Limited