Ravi Gupta
Bangalore
Summary
Visionary leader with over 12 years of experience in pharmaceutical and healthcare industries, specializing in global market access strategies, commercialization, and stakeholder engagement to ensure sustainable patient access. Expertise in aligning cross-functional teams, crafting compelling payer-focused value propositions, and navigating diverse healthcare systems to maximize brand success. Proven track record in fostering high-performing teams and successfully overcoming challenges in dynamic global markets.
Overview
12
12
years of professional experience
Work History
Manager - Global Market Access & Pricing, Devices
Novo Nordisk
01.2024 - Current
- Lead multiple functions (Access & Pricing, Rare D Pricing and Devices strategy & Marketing teams) with high-performing individuals of 13, driving commercial excellence through data-driven insights and effective access & pricing strategies across therapy areas.
- Shape and execute global market access strategies for device and therapeutic brands, ensuring alignment with overall brand objectives
- Design and articulate payer-focused value propositions tailored to diverse healthcare systems, particularly across the Top 20 markets, to facilitate successful adoption and commercialization
- Oversee brand responsibilities by developing and executing pricing strategies, conducting commercial assessments, and ensuring alignment with access and revenue growth goals
- Drive strategic foresight by aligning regional and global strategies to address market challenges and foster sustainable growth.
- Develop impactful value-based pricing & contracting strategies, integrating payer insights to ensure commercial success and sustainable patient access.
- Evaluate device commercial ambitions and present to secure executive endorsement for project initiatives.
- Spearheaded global market access strategies for single & multiple Indication brands, paving the way for successful product adoption across different markets, including the US, EU, and APAC.
- Collaborate closely with Denmark and cross-functional teams to enhance brand ownership and deliver exceptional strategic outcomes.
- Provide pricing guidance and mandates to regions and affiliates to ensure consistent and market-aligned pricing strategies.
- Designed innovative pricing evidence generation plans focusing on health-economic evidence to address payer needs, resulting in improved access and favourable reimbursement outcomes.
- Drive payer and pricing research projects through vendors to generate robust out-of-pocket market insights that fits the TPP
- Implement robust performance metrics and feedback systems, set and achieve ambitious SMART goals, fostering a culture of accountability and recognition, facilitate professional growth through training & development plans (IDP) and achieving individual team member advancements.
- Design and execute innovative working models to adapt to increasing role complexities, while promoting diversity, equity, and inclusion within the team.
- Lead recruitment and establish a high-performing and cohesive team aligned with organizational goals.
Associate Manager
Novo Nordisk
04.2022 - 12.2023
- Lead and mentor a diverse team, fostering a culture of high performance and accountability while implementing professional development plans that resulted in substantial team growth
- Drive quality performance of the team members ensuring the overall objective and goals for the team are met
- Ensure timely feedback, talk2grow, IDP discussion and to support team member's growth
- Continuously monitor changing business requirements and mould the projects of team members accordingly with implementation of effective change management
- Ensure timely recruitment and retention of high performing individuals
- Lead the capability building initiatives through talent development as per evolving business needs
- Develop comprehensive pricing analytics and insights for brands including Rare D, ensuring alignment with market access goals and organizational objectives
- Collaborate with cross-functional teams to drive successful product launches and pipeline progression, translating customer insights into actionable pricing and access initiatives
- Engage in stakeholder management by liaising with global operations and senior management, presenting strategic recommendations that drive commercial ambition and brand sustainability.
Global Pricing Manager
Novo Nordisk
05.2020 - 03.2022
- Drive the development and execution of Strategic Pricing Insights from data to inform the global pricing strategies for Rare Disease brands, ensuring alignment with commercial objectives and enhancing market access.
- Execute integrated market access frameworks, utilizing payer insights to ensure sustainable patient access and commercial scalability assigned brand.
- Lead pricing research and value-based pricing models to address diverse market dynamics, including creating tender analytics platforms for informed decision-making.
- Conduct thorough competitive analysis and market landscape assessments to inform pricing decisions and support the commercial viability of products like Esperoct, Sogroya, wegovy.
- Inputs to the key attractive value messages for payer negotiations
- Drive payer and pricing research to comprehend the Target Product Profile (TPP) and willingness to pay, ensuring that pricing strategies were data-driven and market-informed.
- Present strategic pricing recommendations to senior management, securing endorsement for initiatives that contributed to the organization’s mission in the Rare Disease therapeutic area.
Lead Analyst
GSK (WNS Global Services)
07.2017 - 04.2020
- Deliver robust pricing business cases for the EU, leveraging market referencing rules and payer needs analysis to optimize market strategies
- Collaborated with cross-functional teams to create and present comprehensive pricing reports for regional affiliates, facilitating data-driven decision-making and strategic planning.
- Developed and implemented value creation strategies based on European market referencing rules, ensuring compliance and maximizing profitability for key brands.
Senior Associate
CVS Health (Genpact)
09.2013 - 05.2017
- Provide retail pharma business solutions for CVS, leveraging consumer behaviour insights to inform strategies and market share analysis, driving revenue growth.
- Deep dive into the prescription driven sales to generate segmented patient share
- Created and maintained monthly market value and share reports, delivering actionable insights that supported senior management in strategic decision-making.
- Enhanced team performance by driving training initiatives focused on market analysis and pricing strategy development, fostering a culture of continuous improvement.
Education
MBA - Marketing & Finance
KIMS
04.2001 -
Skills
Pricing Strategy
Global Market Access Strategy Development
Value-Based Pricing and Cost-Effectiveness models
Payer Value Proposition and Negotiation
Budget Management and Resource Optimization
Strategic Thinking
Team Management, Leadership, Coaching & Mentoring
Performance management
Cross-Functional Collaboration
Stakeholder Engagement and Relationship Management
Basics of Automation, AI and ML
Accomplishments
- Spearheaded global market access strategies for multiple brands, paving the way for successful product adoption across different markets, including the US, EU, and Japan.
- Designed innovative Pricing solutions based on evidence to address payer needs, resulting in improved access and favorable reimbursement outcomes.
- Executed payer and pricing research aligned with the Target Product Profile (TPP) to shape and optimize pricing strategies.
- Designed and implemented tailored pricing strategies and guidance for affiliates while providing comprehensive training and clear pricing and access mandates to ensure alignment with organizational objectives.
- Demonstrated strategic foresight and adaptability by aligning regional and global strategies, overcoming diverse healthcare market challenges, and driving significant revenue growth.
- Developed impactful value-based pricing & Contracting strategies, integrating payer insights to ensure commercial success and sustainable patient access.
- Successfully led cross-functional teams, fostering innovation and collaboration, while maintaining focus on organizational goals and team development.
Timeline
Manager - Global Market Access & Pricing, Devices
Novo Nordisk
01.2024 - Current
Associate Manager
Novo Nordisk
04.2022 - 12.2023
Global Pricing Manager
Novo Nordisk
05.2020 - 03.2022
Lead Analyst
GSK (WNS Global Services)
07.2017 - 04.2020
Senior Associate
CVS Health (Genpact)
09.2013 - 05.2017
MBA - Marketing & Finance
KIMS
04.2001 -