Sourabh Chawla
Delhi,HR
Summary
Dynamic and results-driven business leader with 17+ years of proven success across International Business Development, Pharma Sales, Government Liaison, Market Expansion, Policy Development, and Strategy Planning. Adept at leading cross-functional teams, driving revenue growth, launching new products, managing key partnerships, and executing go-to-market strategies in highly competitive domestic and international markets. Demonstrated ability to forge and nurture long-standing relationships with government agencies, regulatory authorities, healthcare institutions, and global stakeholders.
Strategic-thinking individual experienced in turning low-performing organizations into top revenue producers. Offering engaging and pleasant personality with expertise improving customer relationships.
Overview
17
17
years of professional experience
Work History
Director – Sales & Marketing
Indian Pharmacopoeia Commission, Ministry of Health & Family Welfare
01.2023 - Current
- Spearheading domestic and international business development, sales, and marketing functions for IPC’s key offerings including Indian Pharmacopoeia, IPRS, Impurity Standards, and National Formulary of India.
- Successfully launched the Digital Indian Pharmacopoeia contributing to wider global accessibility aligning with India's Digital India vision.
- Building strategic partnerships and signing MOUs with government bodies, regulatory authorities (DCGI, CDSCO), industry leaders, and global pharma companies.
- Representing IPC at international trade events, CEO/CXO level meetings, regulatory conferences, and global outreach programs to enhance IPC’s international visibility.
- Identifying new markets and growth opportunities globally; driving business strategy, market entry, and regulatory alignment for increased adoption of IPC standards.
- Leading strategic initiatives for Pharmacovigilance Programme of India (PvPI) and Materiovigilance Programme of India (MvPI) for improved global recognition.
- Spearheaded innovative approaches to resource allocation and strategic planning.
- Leveraged professional networks and industry knowledge to strengthen client relationships.
Country Manager
Ajanta Pharma Ltd.
04.2021 - 12.2022
- Managed full responsibility for 4 specialty pharma divisions: Cardiology, Diabetology, Ophthalmology, and General Medicine.
- Led and developed a cross-cultural team of 14 (2 Managers, 12 Sales Representatives), growing sales to 100%+ achievement from a previous 80% baseline.
- Formulated and executed strategic business plans, budgeting, pricing negotiations, market assessments, and expansion strategies in francophone African markets.
- Built strong relationships with healthcare institutions, government officials, medical practitioners, and industry KOLs.
- Enhanced aftermarket services and training programs to ensure customer satisfaction and continuous revenue growth.
Regional Business Manager (North & Central India)
Zydus Cadila (Now Zydus Lifesciences)
11.2018 - 03.2021
- Led business operations across Delhi-NCR, Western UP, Uttarakhand, MP, Chhattisgarh, and Nagpur.
- Achieved consistent sales growth with performance exceeding 110% and received multiple national recognitions.
- Successfully led high-performing teams of sales managers and therapy managers; mentored 6 direct reports with a team size of over 100 field staff.
- Conducted market research, KOL engagement, territory planning, institutional sales, and scientific events for robust brand positioning.
- Recognized as Top Regional Business Manager – PAN India (2019).
Senior Therapy Manager – Delhi NCR
Zydus Cadila
02.2012 - 10.2018
- Launched multiple new products and established leading market positions.
- Conducted scientific symposiums, physician engagement programs, market research and strategy meetings.
- Developed robust distribution networks, managed institutional sales, and maintained strong KOL relationships.
Professional Service Representative
Dr. Reddy's Laboratories Ltd.
07.2008 - 01.2012
- Excelled in sales performance within Gastroenterology institutional markets, achieving consistent top-10 national rankings.
- Strengthened market presence through customer engagement, scientific discussions, and territory expansion.
Education
PhD - Management
Himachal Pradesh
06.2025
MBA - undefined
Himalayan Garhwal University
01.2019
Bachelor’s - Pharmacy
Maharshi Dayanand University
01.2008
Diploma - Pharmacy
University of Delhi
01.2005
Higher Secondary (10+2) - undefined
CBSE
01.2003
Skills
- International Business Development & Expansion
- Government Strategy & Policy Liaison
- Pharmaceutical Sales Leadership
- Strategic Partnerships & Global Alliances
- Sales Operations & Market Penetration
- Key Account Management & Stakeholder Engagement
- P&L Responsibility & Revenue Growth
- Team Leadership & Cross-functional Collaboration
- Product Launch & Market Access Strategies
- Regulatory & Compliance Management (CDSCO, DCGI)
- Trade Events, Conferences, and Industry Forums Representation
- Market Research & Analysis
- Cross-functional Leadership
- Policy Advocacy & Government Liaison
- Regulatory Compliance (Pharma & Healthcare)
- Business Negotiations
- Product Lifecycle Management
- Training & Team Development
- CRM & Sales Force Automation Tools
- Script review and revision
- Budget control
- Business planning
- Staff development
- Multitasking and organization
- Risk management
- Coaching and mentoring
- Process improvement
- Employee development
- Team collaboration
- International business
- Talent acquisition
- Government relations
Accomplishments
- Successfully launched Digital Pharmacopoeia for IPC.
- Achieved 100%+ sales growth as Country Manager in Congo.
- Top Regional Business Manager at Zydus with 107% growth in 2019.
- Winner of multiple international performance awards (China, Dubai, Singapore) for consistent sales overachievement.
- Launched Sovihep, Dacihep, Pegihep, Entaliv into leading market positions.
- Gold Awards from AWACS for best product launches in 2015 & 2017.
Languages
English
Hindi
French
Timeline
Director – Sales & Marketing
Indian Pharmacopoeia Commission, Ministry of Health & Family Welfare
01.2023 - Current
Country Manager
Ajanta Pharma Ltd.
04.2021 - 12.2022
Regional Business Manager (North & Central India)
Zydus Cadila (Now Zydus Lifesciences)
11.2018 - 03.2021
Senior Therapy Manager – Delhi NCR
Zydus Cadila
02.2012 - 10.2018
Professional Service Representative
Dr. Reddy's Laboratories Ltd.
07.2008 - 01.2012
MBA - undefined
Himalayan Garhwal University
Bachelor’s - Pharmacy
Maharshi Dayanand University
Diploma - Pharmacy
University of Delhi
Higher Secondary (10+2) - undefined
CBSE
PhD - Management
Himachal Pradesh
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