Overview
Summary
Work History
Education
Skills
References
Hobbies and Interests
Languages
Disclaimer
ADDITIONAL DETAILS
Timeline
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SANTOSH KUMAR JHA

Noida

Overview

23
23
years of professional experience

Summary

A seasoned and dynamic Pharma Sales Leader with over 23 years of experience in driving market transformation, revenue growth, and team excellence across North India. A proven P&L owner currently managing a ₹14+ Cr P&L as a Senior Regional Sales Manager at Lupin Ltd. Expert in strategic market expansion, successful product launches, and building high-performing sales teams. Known for consistently turning around underperforming zones, establishing new divisions, and mentoring future leaders to align with corporate objectives.

Work History

Senior Regional Sales Manager

Lupin Ltd.
11.2019 - Current
  • Spearhead a ₹14+ Cr P&L across 5 states, managing strategy execution and team leadership for business expansion.
  • Lead and mentor a team of 21 (4 ABMs, 17 PSRs), implementing a structured capability-building program that has developed future leaders.
  • Delivered a consistent 103%+ annual achievement, significantly strengthening Lupin's market dominance in Gastro and Ortho segments.
  • Collaborated with marketing and medical affairs to successfully launch new products, securing a 25%+ market share gain in highly competitive segments.

Zonal Sales Manager

Alkem Laboratories
09.2018 - 09.2019
  • Directed a ₹80+ Cr P&L and a 122-member sales force, consistently outperforming targets by 15% through strategic zonal campaigns and KOL alignment.
  • Enhanced the Ortho & Pain portfolio's market positioning through close collaboration with marketing and medical teams.

Senior District Sales Manager

Otsira Genetica (Aristo Pharma)
10.2016 - 10.2018
  • Achieved the highest national growth award for overperformance, demonstrating exceptional sales leadership and strategic execution.
  • Improved doctor coverage by 30% by implementing data-led strategies to optimize territory management.

Divisional Business Manager

Zuventus Healthcare
02.2016 - 10.2016
  • Boosted market penetration by 18% in just 6 months by re-engineering and optimizing key sales processes.

Zonal Manager

Koye Pharma
09.2013 - 02.2016
  • Consistently surpassed zonal objectives with an 18-member team, demonstrating strong leadership and consistent performance.

Medical Representative → Area Sales Manager → Regional Sales Manager

Lupin Ltd.
05.2002 - 08.2013
  • Promoted from Medical Representative to Regional Sales Manager in just 11 years, demonstrating continuous growth and leadership potential.
  • Revitalized the underperforming Noida HQ, driving performance from 78% to 172% achievement within two years.
  • Managed a ₹24+ Cr P&L with a 43-member team (36 PSRs, 7 ABMs), showcasing a consistent ability to manage large-scale operations and drive revenue.

Education

Bachelor of Science (B.Sc.) - Chemistry

L.N. Mithila University
01.1997

Intermediate - undefined

Bihar Intermediate Education Council
Patna
01.1993

Matriculation - undefined

BSEB
Patna
01.1991

Skills

  • P&L Management: P&L ownership, business volume growth (₹14 Cr)
  • Strategic Leadership: Zonal strategy, market expansion, portfolio diversification
  • Team & Talent Development: Leadership pipeline building, large team management (100 members)
  • Market Penetration: Product launch excellence, brand positioning, market share growth
  • Stakeholder Engagement: Key Opinion Leader (KOL) management, cross-functional collaboration
  • Operational Excellence: Data-driven insights, CRM utilization, performance optimization
  • Turnaround Management: Underperforming territory revitalization, performance recovery (78% to 172%)

References

References are available upon request.

Hobbies and Interests

Listening to light music, watching TV, and reading books and quotes.

Languages

English
Bilingual or Proficient (C2)

Disclaimer

I hereby solemnly declare that the above-furnished information is true and correct to the best of my knowledge and belief. SANTOSH KUMAR JHA

ADDITIONAL DETAILS

  • Date of Birth: 01 March 1977
  • Nationality: Indian
  • Marital Status: Married

Timeline

Senior Regional Sales Manager

Lupin Ltd.
11.2019 - Current

Zonal Sales Manager

Alkem Laboratories
09.2018 - 09.2019

Senior District Sales Manager

Otsira Genetica (Aristo Pharma)
10.2016 - 10.2018

Divisional Business Manager

Zuventus Healthcare
02.2016 - 10.2016

Zonal Manager

Koye Pharma
09.2013 - 02.2016

Medical Representative → Area Sales Manager → Regional Sales Manager

Lupin Ltd.
05.2002 - 08.2013

Bachelor of Science (B.Sc.) - Chemistry

L.N. Mithila University

Intermediate - undefined

Bihar Intermediate Education Council

Matriculation - undefined

BSEB

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