Ruchi Panchal
Hyderabad
Summary
Accomplished and result-focused senior management professional with 14 years of experience in sales, marketing and business development across diverse organizations. Acknowledged by the senior management for consistently accomplishing business and revenue targets across the professional career. Seeking challenging senior managerial assignments with a reputed organization to utilize acquired skills in accomplishing organizational growth objectives.
Overview
15
15
years of professional experience
Work History
Sales and Marketing, AGM Africa, Middle East, ROW Markets
Jodas Expoim
12.2024 - Current
- Turned around the Africa region: Revived underperforming markets by restructuring distributor network and optimizing pricing strategies resulting in 2X revenue growth within 12 months.
- Initiated and executed GMP filings in South Africa, Nigeria, Southern Africa and Ethiopia, securing regulatory approvals that opened access to high-value institutional tenders.
- On boarded 10+ new clients across Africa, Middle East and Latin America through high-trust partnerships and regulatory handholding.
- Dossier Rescue Mission: Personally intervened in a critical dossier rejection in Tanzania resolving it directly with regulatory authorities and saving a 6-month business delay.
- Built strategic tools like distributor performance matrices, pricing dashboards, and country dossier trackers to ensure commercial agility and regulatory visibility.
- Lead International Business Development for African markets across Oncology, and Contrast Media portfolios.
- Identify new market opportunities, assess commercial viability, and create structured entry plans (regulatory + distributor + pricing).
- Coordinate cross-functionally with RA, QA, SCM, and finance for dossier submissions, launch timelines, and credit management.
- Drive public health engagement: Align product offerings and compliance with donor-funded tender expectations (Global Fund, MOH, UN agencies).
- Planning to open B to C model in Kenya, Tanzania South Africa and Nigeria already established.
- Prepare and lead country-specific regulatory strategy including GMP, dossier lifecycle, and post-registration support.
- Represent the company in external client meetings, trade fairs, audits, and regulatory inspections.
- Establish and enforce commercial SOPs: partner onboarding, institutional sales proposals, documentation formats, and approval workflows.
- Continuously monitor market intelligence, policy shifts, pricing benchmarks, and tender calendars to stay ahead of competition.
International Sales and Marketing, Africa, Middle East, ROW Markets
Celon Labs pharmaceuticals
11.2023 - 11.2024
- Visited various markets & attended conferences like CPHI (enrolled) & IPHEX and for sales generation.
- Developed clients in Africa continent and Middle East and involved in plant approval process as well.
- Responsible for strategic planning and market development.
- Responsible for supply chain and Logistic management.
- Responsible for team management and leadership.
- Responsible for regulatory compliance and follow up the documentation.
- Closed contract in Middle East countries and West Africa 2 countries.
- Participate in regular reviews with clients for understanding current & long-term requirements to provide customized business solutions.
- Registration of the products and identify the scope of other products to increase base.
- Assess daily sales activity management information and other internal information tools to ascertain strategies for accomplishing business goals.
- Guide the institutional sales (Tender & private market) team in identifying and predicting tenders and opportunities for accomplishing organizational sales targets.
- Draft and negotiate quotations with customers; evaluate tender quotations and company offers to finalize mark-up and customer contracts.
- Maintain updated knowledge of relevant products and services available to provide the best solutions for clients and maximize revenues.
- Accomplish business performance measures by delivering differentiated products and services to the client.
- Render quarterly statistics and presentations for the senior management to enable effective decision-making.
- Responsible for all marketing activities, including training and campaigns.
International Sales and Marketing Manager
Kusum Healthcare
03.2020 - 09.2023
- Generated sales in East Africa region like Kenya, Tanzania, Sudan, Uganda and Rwanda and Ethiopia from 0 to 1 Million USD from 2020 to 2023.
- Generated sales in Cambodia and proving marketing support.
- Represented the organization in visiting various markets and attending conferences like World CPHI India 2021, FCCI- Ethiopia 2023, Kenya-KOGS, EAAN, KAUS, KAD 2022 & 2023, Tanzania- KCMC, MAT.
- Involved in end-to-end management of sales activities and implementing sales plans, P&L, Budget preparation and accomplishing business and revenue targets.
- Developed and maintained productive business relationships with existing clients and prospects for effectively closing identified business deals.
- Rendered support to the team in terms of KOL Management. Assess drawbacks and client objections related to organizational products. Coordinated with marketing function for recommending solutions and plans to overcome sales/marketing obstacles.
- Participated in regular reviews with clients for understanding current & long-term requirements to provide customized business solutions.
- Assessed daily sales activity management information and other internal information tools to ascertain strategies for accomplishing business goals.
- Drafted and negotiated quotations with customers, evaluated tender offers to finalize markup and customer contracts.
- Updated knowledge of relevant products and services available to provide the best solutions for clients and maximize revenues.
- Accomplished business performance measures by delivering differentiated products and services to the client.
- Coordinated activities related to recruitment, grooming, and mentoring team members. Assessed team performance and render productivity enhancement feedback and organize training sessions for the team members based on identified training needs.
- Prepared and presented various status reports for the senior management and other stakeholders to enable effective decision-making.
- Designed and executed go-to-market strategies based on market research, competition mapping, and therapy gap analysis.
- Segmented markets into institutional (tender), private hospitals, and retail channels to maximize coverage and profitability.
- Team Building & Market Expansion, Hospital Coverage & Institutional Reach Marketing Execution (CRM, CME & KOL Engagement): Regulatory & Market Development: prelaunch activity, close tracking and handling team of 40 people.
- Kenya and Dubai- Work Permit
Product Manager Domestic Marketing
Mankind Pharma
07.2018 - 02.2020
- Launched BPH segment (Flokind-D and Flokind F), handled all.
- Monitor/track the monthly performance of brands and budgets; deliver the objectives in terms of Sales, Profit margins and Market Shares.
- Developing brand plans for new existing brands: situation analysis - market, customer, competitor, internal; identification of prospects.
- Customer segmentation/profiling, targeting budgeting, building brand communication, SWOT analysis.
- Develop and maintain best practices for marketing activities- from conceptualization to field level.
- Organizing and conducting sales promotion meetings on a quarterly basis for knowledge transfer to the sales team about the divisional and brand level strategies.
- Led a diverse cross-functional team in reviewing and approving all marketing materials, including legal and regulatory reviewers, ensuring brand messaging was consistent with FDA guidelines.
- Managed the marketing direction for all generic products, new product launches, identifying new products for development and evaluating monthly market share reports.
- Prepare creative/media plan briefs for the brand and co-ordinate & evaluate implementation with the team for brand support.
- Prepare brand Market Research (MR) briefs for Usage & attitude studies/Brand Tracks or another customized research.
- To study Mis, IQVIA data on monthly basis for the brand & category and present brand strategy in accordance to management.
- Communicate market strategies to field staff and provide them required information.
- Carry out market/field visits of marketing activities.
- Delhi
Team Leader
Glaxo India Ltd.
Delhi
01.2012 - 07.2018
- Handled marketing of various products like Cephalosporins, Ranitidine, Albendazole, Betamethasone, Multivitamins, Calcium, Clobetasone, Gentamicin, Miconazole, Fluticasone, Salicylic Acid, Clarithromycin, Mupirocin, etc.
- Involved in the preparation of key doctors / pharmacist / product data; responsible for the promotion of product to medical practitioners and generating sales through distribution channels.
- Qtr. meeting/ briefings/handled MCT/ institute entry/ tender breakthrough in AIIMS, LHMC and district hospitals.
- Awarded in PACC quest.
- India
MSR
Lupin India
Ghaziabad
04.2011 - 01.2012
- Increased sale from INR 80000 per month to INR 250000 per month in 9 months.
- Handled marketing of Diabetic segment- Gluconorm PG and Range.
Education
PG Diploma - Marketing Management
IMT Ghaziabad
01-2015
B. Pharma -
ITS college
01-2011
D pharma -
01-2008
Skills
- Strategy Planning
- Sale
- Marketing & Trend Analysis
- Solution Customization
- Lead Management
- Organization Representation
- Brand Enhancement
- Business Development
- Revenue Enhancement
- Liaison & Coordination
- Team Leadership
Languages Known
English
Hindi
Training
- Glaxo Training Program 19, best detailing 2014, 2015, 2016, 2017 (4-year cons)
- Training by Salil in PMT
- Seminar on Pharma Markets
- Seminar on BE
- Seminar on Imports & Exports
Custom Section
U8953558
Timeline
Sales and Marketing, AGM Africa, Middle East, ROW Markets
Jodas Expoim
12.2024 - Current
International Sales and Marketing, Africa, Middle East, ROW Markets
Celon Labs pharmaceuticals
11.2023 - 11.2024
International Sales and Marketing Manager
Kusum Healthcare
03.2020 - 09.2023
Product Manager Domestic Marketing
Mankind Pharma
07.2018 - 02.2020
Team Leader
Glaxo India Ltd.
01.2012 - 07.2018
MSR
Lupin India
04.2011 - 01.2012
PG Diploma - Marketing Management
IMT Ghaziabad
B. Pharma -
ITS college