Reading & Solving Business problems
Hi, I’m
Sourabh Kesarwani
Sales Head- North And East India
Lucknow
The way to get started is to quit talking and begin doing.
Walt Disney
Summary
Hardworking and driven sales management professional equipped to revitalize sales operations and align procedures to maximize profits and client acquisition. Successful at improving sales procedures to streamline and strengthen processes. Multifaceted leader with analytical and diligent approach to building and leading strong teams.
with a firm believe the "Job of a Manager is to make Managers"
Overview
18
years of professional experience
5
years of post-secondary education
Work History
HBC Lifesciences Pvt. Ltd.Lucknow
Sales Manager- North and East India
08.2015 - Current
Job overview
- Launched and established organization from zero to monthly business of one crore in seven years of step-by-step expansion of headquarters, by ensuring proper ROI of business and investment.
- Formed strong network of more than 400 distributors to ensure proper supply chain driven by strong ethics of business, that helped in 100% neutralization of dues in time from North to East India.
- Launched different product segments and achieved recognitions as one of best launches in pan India operations.
- Expanded team from zero to 78 in span of 8 years of launch of HBC, with one of best team sustainability and lowest attraction rate.
- Maintained year on year business growth that helped in carrier and elevation of 18 team members in different roles.
- Conducted team meetings to reinforce goals and objectives and set clear expectations about policies and procedures.
- Maintained ethical and positive working environment to reduce turnover and promote high retention rates.
- Maintained relationships with customers and found new ones by identifying needs and offering appropriate services.
- Grew sales and boosted profits, applying proactive management strategies and enhancing sales training.
- Identified, hired and trained highly qualified staff by teaching best practices, procedures, and sales strategies.
- Evaluated performance against goals and implemented appropriate development plans.
- Implemented systems and procedures to increase sales.
- Increased profit margins by effectively controlling budget and overhead and optimizing product turns.
Zydus Cadila Healthcare Ltd.Lucknow
Zonal Marketing Manager- North and Northern East
05.2014 - 05.2015
Job overview
- Proudly launched India's first NCE (Novel chemical entity) “Saroglitazar” a dual P-Par Alpha & Gama agonist, used for Tight Triglycerides & Blood Glucose control for “diabetic dyslipidemia patients” with a team of 3 RMM (Regional Marketing Managers) and 10 AMM (Area Marketing Managers) 10+3 colleagues in U.P., Bihar, Jharkhand & Uttaranchal, covering the specialty “Physicians, Endocrinologist and Cardiologists of “Central North India & East India” to educate the medical fraternity about the concept of controlling total cholesterol, high VLDL there by improving the HDL of the patient with an added advantage of blood glucose reductions with the help to Press 5 and Press 6 studies.
- Taking strong initiative by empowering the team to take initiatives, building strong relations with the “KOL’s and KBL’s” for a strong futuristic business gains & performing team.
- Planning, acting & coordinating the marketing activities in coordination with the business potential & setting the targets for the region with growth momentum.
- Providing right communication & direction to the junior level management, so as to match the pace & growth of the industry.
- Delivering 100% with proper planning, updating, motivating & guiding the team by providing them a platform to discuss & clear their doubts. So as to make the colleagues of the team the best in the industry.
- Organizing press conference, media talks, CME & small group meetings other for better brand & business awareness in the market of the medical professionals so that the benefit of the drug can be passed to the patients.
- Monitoring of clinical trials conducted by the organizations at different regional centres& to minimize any chance of errors, so as to provide the pure & crux data to the core clinical trial team.
- Undertake monthly/quarterly review meet of executives to monitor their activities according to plan & ensure positive business trend.
- Boosted brand awareness and generated leads while managing internal and external marketing and scientific campaigns and programs for medical fraternity.
- Managed marketing budget and associated P&L to develop and execute marketing strategies, budgets and sales plans for consistent business growth.
- Maintained documentation, detailing assignments, in-progress work and completed project milestones by compiling PRP trials on Saroglitazar of 600 patients at different centers of region.
- Recruited and hired capable team members to add value and diverse skills set to develop futuristic and goal-oriented team.
- Managed budget allocation and resource utilization to maximize marketing ROI.
- Devised content strategy to effectively engage target KOL's.
- Conducted market research to identify new opportunities and target markets.
- Wrote and distributed press releases to increase brand visibility on different internationally recognized day like "World Diabetes Day" and "World Heart Day."
Bayer Healthcare Lucknow
Regional Sales Manager
01.2010 - 04.2014
Job overview
- Formed a team of 47 colleagues which was bifurcated as 6+1 Area Business Managers with total team strength of 40 colleagues under 3 separate divisions (Red, Blue, Violet (Red & Blue) & Xarelto (Research &Patent) Product of Bayer Zydus Pharma, General Medicine Business Unit to generate better business leads and establish the concept of researched products of Bayer, that offers higher efficacy and stronger safety while saving lives.
- Xarelto division for the sales growth and market awareness “Xarelto” is a revolutionary “Oral anticoagulant” apart from the old inject-able forms of (LMWH) like “Enoxaparin” Xarelto is a research & patented product of Bayer which is a “Factor Xa inhibitor” with high safety profile under the usage of “Hip and Knee” replacement, or any major surgeries to stop the formation of “Pro-thrombin to Thrombin”
- Launched a complete diabetic division in Bayer with generic product of OHA “Gimibay Range” having compositions like “Metformin + Pio+ Glimipride” where U.P. team has been recognized as one of a top performing team Pan India.
- Launched Yaz (Drospirenone & EthinylEstrdiol) under “Blue & Violet” divisions of Bayer, Yaz is revolutionary low dose and safe oral contraception pill to be used for birth control.
- Launched Glucobay-M (Acarbose + Metformin combination in strength of 25/50mg + 500mg) & my team was recognized for achieving increasing growth month over month basis& one of the top regions in new product launch.
- Achieved regional sales objectives by coordinating sales team, developing successful strategies, and servicing accounts to strengthen business relationships.
- Collaborated with senior executives to evaluate performance in regional area and develop strategies to expand revenue generation.
- Structured strong distribution network, driven with good market practices under thoughtful SOPs to ensure timely realization of payments and hassle-free distribution of products.
- Developed and managed budgets to confirm proper use of resources and maximize profitability.
- Managed team 7 area business managers, 40 sales representatives and consistently achieved high sales targets.
- Achieved monthly business of 2 crore with average PCPM of rupees five lakh.
- Effectively recruited and hired highly talented individuals bringing exceptional skills and expertise to sales team.
- Attended and organized scientific conferences to stay up-to-date with new research products and recent updates of key medical benefits trends that helps to engage medical fraternity.
- Managed revenue models, process flows, operations support and customer engagement strategies.
- Executed successful marketing campaigns to generate new business and expand customer base.
- Coached and promoted high-achieving sales and account management employees to fill leadership positions with qualified staff and boost company growth.
- Maintained financial controls, planned business operations and control expenses while identifying and pursuing opportunities to grow business operations and boost profits.
- Held one-on-one meetings with sales team members to identify practical hurdles of business and resolved with their involvement and ideas generated from field itself.
Cipla Ltd.Lucknow
Business Manager- Central UP
03.2007 - 01.2010
Job overview
- lead a team of 6 territory business managers based at potential cities of central UP.
- Aligned all sales activities towards building Cipla Quadra as a prominent Cardiac cum Diabetic Division in central U.P. among the prominent competitors of the industry.
- Lead one of the highest aspiring campaign “Triexer 10000 Strips in my Region” been acknowleded by the than CDH of Cipla Mr. Manoj Saxena.
- Lead a team of consistent performers with compliance & month over month revenue growth that helped to be invited to participate and contribute in the top level “Divisional Strategy Meet” with the top-level management Divisional Head (Quadra) Mr. Ramesh Juneja & Country Division Head of Cipla Mr. Manoj Saxena on 27th Feb 2008.
- Structured a team of best Brand – Mix performer, by consistent guidance to the team with proper business education.
- Consistent highest contributor & performer for “Triexer Tab” for 3 years and the story has been published in the internal communication of the division pan India by the name “fall in love with Triexer”
- Developed initial sales roadmaps and market strategies to promote successful product launches.
- Successfully coached a batch of freshers under a program "E-sprout" to be appointed at different locations of the country over their diabetic & cardiac understanding, 15 days training program.
Anglo French Drugs And Industries Limited.Roorkee
Medical Sales Representative- Roorkee.
08.2005 - 02.2007
Job overview
- Joined as fresher in pharmaceutical industry, at Roorkee HQ, improved PCPM from 1 Lakh to 2.5 Lakh in span of 1 Year.
- Generated revenue by creating proper awareness amongst Medical Fraternity about drugs marketed by company.
- Implemented diverse marketing and promotional strategies to enhance brand performance in target markets.
- Supplied hospitals and physicians with in-depth information on different drugs marketed by organization.
- Managed sales plan activities, promotions and product launches resulting in expanded revenues and branding.
- Demonstrated products and specific features at customer locations and special events.
Education
Allahabad UniversityPrayagraj
BBA from Commerce
03.2002 - 04.2005
Mary Lucas SchoolPrayagraj
Intermediate from Accounting And Business Management
03.2001 - 04.2002
Bishop Johnson School And CollegePrayagraj
High School Diploma
03.2009 - 04.2010
Bayer Business ServicesMumbai
Enhancing Performance & Feedback Culture from Business Development
03.2012 - 03.2012
Bayer HealthcareMumbai
MSE from Management Skills
03.2010 - 03.2010
Skills
Strategic account development to stay ahead of the hick ups in business by forecasting the futuristic decisions and key accounts
Business development and planning helps to generate leads that motivates profits with structural growth of the organization
Analytical problem solver by effectively using the natures message of two ears to listen more and a mouth to speak content
Territory Management with proper market understanding, it helps to improve the retention of employees that leads to sustained business growth
Empowers high-performing sales teams with consistent motivation both negative and positive that helps to perform and earn
Relationship building, healthy relation leads to healthy and sustained business with proper brand building
Coaching and mentoring by sharpening the axe of knowledge, the wisdom improves positive environment
New Business Development leads to consistent growth and opens newer horizon of opportunities
Time management "being on time is wonderful thing" motto has made the Indigo best Airliance company in Indian Aviation sector, and that's a learning
Accomplishments
- Been Invited by the CDH of Cipla Mr. Manoj Saxena to be a part of "Key strategic team" to make country wide strategies in the year 2008 at Mumbai Cipla HO.
- Promoted to Regional Sales Manager after 1 successful years in the sales department with Bayer in the Year 2010
- Lead chronic "Union Driven" non performing team to a pan India Star Performer that qualified International Trip of Dubai in the year 2010 during my service with Bayer.
- Successfully Launched the global researches of Bayer Healthcare "Xeralto & Yaz" in India and achieved designated numbers.
- Successfully launched and established HBC Lifesciences in North and East India with a business turnover of 1.70 Crore/Month.
Interests
Fitness
Reading and understanding the Capital Market
- The best management book to read and to understand human phycology is Bhagwat Gita, that has the potential to lead solutions to all human driven problems.
- For greater financial management good books to read is "Rich Dad, Poor Dad" that helps to understand why the rich becomes richer and the poor even after earning more becomes more poor and unhappy.
- The only market if understood well has the potential to give 1000%+ results is capital market is understood well and been invested in a planned and disciplined manner.
Availability
See my work availability
Not Available
Available
monday
tuesday
wednesday
thursday
friday
saturday
sunday
morning
afternoon
evening
swipe to browse
Timeline
Sales Manager- North and East India
HBC Lifesciences Pvt. Ltd.
08.2015 - Current
Zonal Marketing Manager- North and Northern East
Zydus Cadila Healthcare Ltd.
05.2014 - 05.2015
Bayer Business Services
Enhancing Performance & Feedback Culture from Business Development
03.2012 - 03.2012
Bayer Healthcare
MSE from Management Skills
03.2010 - 03.2010
Regional Sales Manager
Bayer Healthcare
01.2010 - 04.2014
Bishop Johnson School And College
High School Diploma
03.2009 - 04.2010
Business Manager- Central UP
Cipla Ltd.
03.2007 - 01.2010
Medical Sales Representative- Roorkee.
Anglo French Drugs And Industries Limited.
08.2005 - 02.2007
Allahabad University
BBA from Commerce
03.2002 - 04.2005
Mary Lucas School
Intermediate from Accounting And Business Management
03.2001 - 04.2002