SHAMIM AKHTAR
Delhi
Summary
Seeking to join an organization that values market innovation in research products, such as stem cell grafting, and is committed to customer growth and advanced product development.
B- Pharmacy Graduate with over 28+ years of experience in the Pharmaceutical Industry, advancing from a Medical Representative to General Manager -Sales. Extensive expertise across multiple specialties, including Immunology, Oncology, Haematology, Cardiology, Gastroenterology, Ophthalmology, Gynecology, Dermatology, Endocrinology, Nephrology, Neurology, Orthopaedics and ENT.
Career Growth: Demonstrated progressive career development through various roles, culminating in a leadership position as GM-Sales. Comprehensive Industry Experience: In-depth knowledge and experience in healthcare sales, marketing, and business planning. Specialized Expertise: Proficient in managing and developing strategies for diverse medical specialties. Innovative Leadership: Proven ability to lead and execute innovative strategies in healthcare marketing, business planning, and product development.
Core Competencies: Pharmaceutical Industry & Product Knowledge, Regulatory and Compliance Knowledge. Sales Strategy and Execution, Market Analysis and Insights. Team Leadership and Development. Customer Relationship Management, Negotiation and Persuasion, Communication and Presentation Skills, Technology Proficiency, Adaptability and Problem-Solving
Seasoned General Manager with robust experience in operations management, strategic planning, and team leadership. Possess strong skills in problem-solving, decision making, and process improvement. Demonstrable impact made on business growth, competence building among staff members and optimizing operational efficiency in previous roles. Well-versed in fostering productive relationships with partners and stakeholders.
Overview
28
28
years of professional experience
Work History
GM-Sales
Eurolife Healthcare Pvt Ltd
Delhi
03.2023 - Current
- Strategic Planning: Developed and implemented sales and marketing strategies aligned with the company's overall objectives.
- Identify market opportunities, customer needs, and the competitive landscape.
- Sales Management: Lead and manage the sales team to achieve or exceed sales targets.
- Monitor sales performance, analyze sales data, and adjust strategies as needed.
- Build and maintain strong relationships with key customers, healthcare providers, and distributors.
- Marketing Management: Oversee the development of marketing campaigns, product positioning, and promotional activities.
- Ensure compliance with regulatory requirements in all marketing efforts.
- Monitor market trends, customer feedback, and the effectiveness of marketing initiatives.
- Product Management: Developed pricing strategies and product launch plans.
- Provide input on product life cycle management.
- Team leadership: Recruit, train, and mentor the sales and marketing team.
- Foster a collaborative and high-performance work environment.
- Align team efforts with the company's vision and goals.
- Financial Management: Developed and managed the sales and marketing budget.
- Ensure cost-effective allocation of resources to maximize ROI.
- Report on financial performance and forecasted sales revenues.
- Stakeholder Engagement: Represent the company at industry events and conferences.
- Ensure a customer-centric approach in all business dealings.
- Managed inventory and supplies to ensure materials were available when needed.
General Manager
I2Cure Pte Limited
Gurugram
02.2021 - 02.2023
- Product Positioning and Messaging: Developing clear, consistent messaging, emphasizing the importance of hygiene and health protection, was essential.
- Ensured that the antimicrobial products were positioned as a crucial tool in the fight against COVID-19.
- Communicating the efficacy and safety of the products in reducing the spread of viruses and bacteria became a priority.
- Branding and Communication: As trust and reliability became more significant during the pandemic, we had to ensure that the brand's messaging was aligned with public health concerns and government guidelines.
- Collaborative efforts with health organizations, influencers, and governments could boost credibility, particularly in conveying product benefits.
- Digital Marketing and E-commerce Focus: With lockdowns and social distancing in place, a strong digital marketing strategy was needed.
- I had to drive online presence through e-commerce platforms, targeted ads, social media campaigns, and influencer marketing.
- Engaging with customers through virtual channels and providing easy access to products via online retail outlets became essential for success.
- Distribution and Supply Chain Management: Anticipating and managing the supply chain challenges was key.
- I worked closely with the operations and logistics teams to ensure product availability, especially given the surge in demand.
- Strategic partnerships with retailers and healthcare distributors could help ensure that antimicrobial products reach consumers in a timely manner.
- Complied with company policies and government regulations to prevent and detect rule violations and protect organization from fines and lawsuits.
- Created a positive work environment by developing team building activities that encouraged collaboration among departments.
Head-Sales and Marketing
URSAPHARM Arzneimittel GmbH, Germany.
New Delhi Area
03.2008 - 09.2020
- Brand Positioning and Product Launch: Brand Development: Worked on establishing the company's brand presence in India, positioning it as a leader in ophthalmology with cutting-edge, patented technology.
- Sales Strategy and Performance: Sales Leadership: Directed the sales team to expand the company's footprint across India, establishing strong relationships with key opinion leaders (KOLs), ophthalmologists, hospitals, and pharmaceutical distributors.
- Sales Target Setting and Performance Monitoring: Set ambitious, but realistic, sales targets, monitored performance, and implemented corrective actions when necessary to ensure growth.
- Distribution Network: Developed a robust distribution network, ensuring that products reached tier 1 and tier 2 cities, and even remote areas in India, addressing market-specific needs.
- Marketing Communications: Educational Marketing: Given the innovative nature of the products, I led efforts to educate the medical community, including ophthalmologists, on the benefits of the patented technology.
- This included organizing workshops, conferences, and seminars.
- Relationship Management: Key Opinion Leaders (KOLs) and Influencers: Built strong relationships with leading ophthalmologists, thought leaders, and key decision-makers in healthcare institutions, ensuring product recommendations and endorsements.
- Innovation and Adaptation: Customer Feedback Integration: Constantly engaged with both healthcare professionals and end consumers to gather feedback on product performance, which informed future marketing and sales strategies.
- Team Leadership and Development: Team Building: Recruited and mentored a high-performing sales and marketing team, aligning them with the company's goals, and driving a culture of excellence and accountability.
- Financial Management: Budgeting and Forecasting: Managed the marketing and sales budget, ensuring resources were allocated efficiently and effectively across various channels and strategies.
- Monitored competitor products and services and maintained relationships with industry influencers and key strategic partners to identify improvement areas and grow customer base.
- Worked closely with clients to identify needs and challenges and provided solutions-oriented campaign themes.
- Recommended policy changes to improve marketing tactics and strategies.
- Compiled reports on sales figures, competitor analysis, market trends, which were used by senior management for decision making purposes.
- Analyzed competitors' products and services in order to develop unique selling points for our own offerings.
- Collaborated with other departments to coordinate strategic marketing activities.
Zonal Sales Manager
Emcure Pharmaceuticals Limited
Delhi
04.2005 - 02.2008
- Managed an 8-state group, comprising 10 C&F agents and 80 distributors, overseeing total annual sales exceeding ₹65 crores.
- Implemented strategic plans tailored to individual markets to achieve sustained sales growth, quarterly and annually.
- Led sales development across Delhi, Haryana, Punjab, Jammu and Kashmir, Uttar Pradesh, Rajasthan, Bihar, and Jharkhand.
- Monitored the operational performance of the sales team to ensure alignment with corporate profit goals.
- Planned, executed, and reviewed business plans, ensuring effective implementation through regular interaction and review meetings (quarterly and annual).
- Conducted regular fieldwork to gauge market and customer dynamics, enabling an efficient strategy roll-out.
- Developed and implemented annual targets and strategic roadmaps to achieve business objectives.
- Conducted customer management by analyzing sales performance, tracking key metrics, and devising strategies for sales improvement, and customer retention.
- Focused on profit maximization through ROI optimization, and territory viability analysis.
- Launched new products based on market analysis and customer feedback, ensuring successful campaign implementation.
- Analyzed customer feedback to identify opportunities for product enhancement or development.
- Ensured compliance with company policies and procedures related to sales operations.
- Monitored regional sales performance metrics to identify any need for improvement or corrective action.
- Resolved customer complaints regarding sales and service.
- Created reports on market trends, competitive analysis and customer insights to inform strategic decision making process at senior management level.
- Organized and conducted regular meetings with distributors, dealers, retailers and other customers in the region.
Regional Sales Manager
HETERO HEALTHCARE LIMITED
UP, DELHI
08.2004 - 04.2005
- Rate Approval/Contract Management: Ensure rate approvals and contracts for all products in hospitals and institutes.
- Work toward including new molecules in hospital formularies.
- Track tenders from major hospitals and institutes, comparing competitor rate quotations.
- Business Development: Identify new business accounts and opportunities.
- Coordinate with the sales team for stock liquidation and repeat orders from hospitals.
- Correlate demand with patient load, deliveries, and bed strength.
- Differentiate between standing monthly orders and ad hoc purchases.
- Network with prospective clients, and generate business from existing accounts.
- Sales Performance: Consistently achieve assigned sales targets from key government and private institutions.
- Maintain a successful sales performance track record, with consistent business growth.
- New Business Entity Establishment: Establish the entire process of institutional business for HETRO as a new business entity.
- Successfully launch new products, such as RITOCOM, in the region.
- People Development: Groom and develop five future leaders.
- Oversaw regional and local sales managers and staff.
- Created and maintained sales environment to support business objectives.
- Supported sales team members to drive growth and development.
Regional Sales Manager
USV PRIVATE LIMITED
Delhi
04.2001 - 07.2004
- Collaborate with senior executives to establish and execute sales goals for the region.
- Manage and lead a sales team to maximize sales revenue, and meet or exceed corporate-set goals.
- Forecast annual, quarterly, and monthly sales targets.
- Assist sales personnel in enhancing their techniques and performance.
- Develop specific plans to ensure both short-term and long-term growth in the region.
- Educate the sales team through strategy presentations, seminars, and regular meetings.
- Review regional expenses, and recommend improvements to enhance profitability.
- Proven experience in sales management, or a similar role.
- Strong leadership and team management skills.
- Excellent communication and interpersonal abilities.
- Strategic thinking and analytical skills.
- Ability to forecast and manage sales budgets.
Area Sales Manager
USV PRIVATE LIMITED
Delhi
04.1998 - 04.2001
- Technical Presentations: Arrange and conduct technical presentations at customer sites to showcase our products and services, aiming to generate new business.
- Business Development: Explore and identify new business opportunities in alignment with the company's strategic business plan.
- Customer Relationship Management: Manage and strengthen relationships with major customers to ensure customer satisfaction and loyalty.
- Market Analysis: Conduct a comprehensive market analysis, including the study of distribution channels, competitive products and services, pricing strategies, and market share.
- Sales Tracking: Track sales performance, and analyze market share to identify trends and areas for improvement.
- Sales Target Setting: Set achievable sales targets for individual sales representatives and the team as a whole, and provide guidance to meet these targets.
- Pricing Strategy: Develop competitive pricing strategies to position the company favorably in the market.
- Collaboration: Work closely with marketing, product development, and other departments to ensure a cohesive approach to market and customer needs.
Territory Manager
Wockhardt Ltd.
Delhi
08.1995 - 03.1998
- Product Establishment: Successfully established the company's products in various medical specialties, including Cardiology, Diabetology, Dermatology, Gynecology, Neurology, Neurology, Gastroenterology, and Nutraceuticals.
- Adaptability: Proven ability to quickly learn new products and adapt to different market segments.
- Effectively apply new knowledge to launch, manage, and sell new products.
- Capable of multitasking and working effectively in teams.
- Career Advancement: Promoted to Territory Manager after one year, indicating a successful track record and recognition of abilities.
- Facilitated cross-functional team collaboration to address territory-specific challenges.
- Cultivated strong professional relationships with suppliers and key clients to drive long-term business development.
- Established relationships with key customers, vendors, and distributors in the area.
- Set realistic sales targets based on thorough analysis of territory potential.
- Identified areas of improvement for increasing efficiency of operations within the region.
- Maintained direct personal contact with all assigned accounts and fostered relations with new ones.
Education
Certificate in Pharmacovigilance - Pharmacology And Toxicology
URSAPHARM Arzemittel GmbH-Germany
Saarbruken02.2014
Bachelor of Pharmacy - B-Pharma - Pharmaceutics, Pharmacology and Toxicology, Microbiology, Biochemistry
Jamia Hamdard
New Delhi08.1995
Skills
- Sales and Marketing
- Business Management
- Planning, budgeting, and forecasting
- Regulatory affairs
- Skilled negotiator
- Team collaboration and leadership
- Competitive analysis
- Strategic planning
- Skilled negotiator
- Product positioning
Languages
- Hindi, Full Professional
- English, Full Professional
Personal Information
Title: GM - Sales
Certification
Registered Pharmacist- Delhi Pharmacy Council
Work Availability
monday
tuesday
wednesday
thursday
friday
saturday
sunday
morning
afternoon
evening
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Languages
Hindi
Native language
English
Advanced (C1)
C1
Timeline
GM-Sales
Eurolife Healthcare Pvt Ltd
03.2023 - Current
General Manager
I2Cure Pte Limited
02.2021 - 02.2023
Head-Sales and Marketing
URSAPHARM Arzneimittel GmbH, Germany.
03.2008 - 09.2020
Zonal Sales Manager
Emcure Pharmaceuticals Limited
04.2005 - 02.2008
Regional Sales Manager
HETERO HEALTHCARE LIMITED
08.2004 - 04.2005
Regional Sales Manager
USV PRIVATE LIMITED
04.2001 - 07.2004
Area Sales Manager
USV PRIVATE LIMITED
04.1998 - 04.2001
Territory Manager
Wockhardt Ltd.
08.1995 - 03.1998
Certificate in Pharmacovigilance - Pharmacology And Toxicology
URSAPHARM Arzemittel GmbH-Germany
Bachelor of Pharmacy - B-Pharma - Pharmaceutics, Pharmacology and Toxicology, Microbiology, Biochemistry
Jamia Hamdard
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