Hi, I’m
Suman Kalra
New Delhi
Summary
"Commercial Excellence Specialist with expertise in sales analytics, pricing strategies, and CRM optimization. Aiming to apply advanced analytics and process enhancements to maximize profitability.”
Overview
21
years of professional experience
1
Certification
Work History
Sebia Diagnostics India Pvt Ltd
Commercial Excellence Manager
05.2024 - Current
Job overview
- Driving Sales Enablement & Effectiveness
- Working on Pricing & Profitability Management
- Tracking Performance, Analytics of Sales Data and sharing insights for continuous improvement
- Cross-Functional Alignment with commercial ops and RAQA for S & OP, Forecasting and inventory management
- Tender Pricing Analysis/GP calculations and recommendation for documentation
- Driving & leading the Funnel Management process within the India sales and marketing team
- Documentation, proposals and validation of rental models and placements
Becton Dickinson India Pvt.Ltd.
Deputy Manager – Sales Operations
01.2022 - 04.2024
Job overview
- Worked with Business Director & Sales / Marketing teams in planning and implementing strategies
- Worked with govt key accounts and handling end to end operations
- Maintained and published performance dashboard monthly – for sales team and regional teams
- Maintained reward and recognition trackers on a continuous and timely basis for incentive and other programs
- Procurement and negotiations with vendors for outsource items/products
- Tender Pricing Analysis/GP calculations and recommendation for documentation
- Worked with compliance & legal team for documentation and support in terms of marketing events, legal agreements & ROR approvals
- Worked on Rental models for placement of instruments
Becton Dickinson India Pvt.Ltd.
Asst Manager – Sales Support & Operations
01.2019 - 12.2021
Job overview
- Worked with Business Director & Sales / Marketing teams in planning and implementing strategies
- Worked on business data to produce reports, highlight findings & recommending changes
- Maintain and publish performance dashboard on a monthly basis – for sales team and regional teams
- Collect data from ECC & SFDC & summaries for monthly regional reviews and mitigation plans(SAP)
- Manage Sales Force Effectiveness (Analytics) to identify needs, develop and implement programs that creates a competitively superior Sales Force.
- Maintaining reward and recognition trackers on a continuous and timely basis for incentive and other programs
- Procurement and negotiations with vendors for outsource items/products
- Tender Pricing Analysis/GP calculations and recommendation for documentation
- Worked with compliance & legal team for documentation and support in terms of marketing events, legal agreements & ROR approvals
- Worked with exports market for billing, shipments and events to capture the complete customer satisfaction.
Becton Dickinson India Pvt.Ltd.
Business Analyst & Sr.Business Analyst
01.2013 - 12.2018
Job overview
- Worked with Business Head, Sales / Marketing and other commercial teams to define and execute on strategic and operational opportunities
- Gathering and understanding the business requirement from the various stakeholders and converting them into data specification
- Collect data from System (SAP), Sales Force (Distributor Sales and Stock) and summarize for regional reviews & meetings
- Maintained all Business trackers for performance at sales level, regional level and overall
- Maintained reward and recognition trackers on a continuous and timely basis for incentive and other programs
- Procurement and negotiations with vendors for outsource items/products
- Tender documentation, price Worked and GP analysis
- Support to Business director for MIS, travel, calendar management
- Efficiently & effectively manage travel expenses and various claims of Business Director
Becton Dickinson India Pvt.Ltd.
Sales & Marketing Coordinator
07.2006 - 12.2012
Job overview
- Coordination with sales team in attaining sales targets
- Generation of reports from SAP, through tracking individual sales associate reports from data received from Supply Chain / Commercial
- Maintaining reward and recognition trackers on a continuous and timely basis and ensure coordination
- Reached out to customers after completed sales to evaluate satisfaction & further immediate service requirements.
- Coordinating actions between the Business Director, Marketing & sales associates along with other functions like Finance, Human Resource, Commercial, Regulatory and Supply Chain.
- Processing of incentive of the Team on Quarterly & yearly basis
- Support to Business director for MIS, travel, Calendar management
TDI International India Ltd.
Sales Coordinator
09.2005 - 06.2006
Job overview
- Creating daily, weekly, monthly & annual sales reports
- Processing of Bills from various clients
- Creating and Managing the Database of all the customers
- Regular follow up for documents and payments under process
- Strong support to the sales team all over Delhi & NCR for any backup requirements – internally & externally
Leading Edge Marketing Services
Office Coordinator
07.2004 - 08.2005
Job overview
- Monthly and Annual updating of records
- Maintenance of salary, Income & expenses accounts, Profit & loss statement etc.
- Salary credit via Electronic transfer else through cheques
- Transfer of funds to respective EPF Accounts
- Preparation of vendor bills of credit and expenses incurred
- Services to work force employed, through mail, phone and other modes
Education
Symbiosis Center For Distance Learning
PGDBA from Finance
05-2006
Delhi University
B.Com from Hons.
05-2004
Skills
- Pricing strategy
- Funnel management
- Cross-functional collaboration
- Data analysis
- Sales enablement
Languages
- Hindi
- English
Hobbies and Interests
- Driving
- Reading
Personal Information
- Husband's Name: Mr. Anurag Kalra
- Marital Status: Married
Accomplishments
- Braveheart Award FY 14
- Director's Trophy FY 15
- Special Recognition Awards
Certification
- Web Designing Course from F Tech, Delhi
Timeline
Commercial Excellence Manager
Sebia Diagnostics India Pvt Ltd
05.2024 - Current
Deputy Manager – Sales Operations
Becton Dickinson India Pvt.Ltd.
01.2022 - 04.2024
Asst Manager – Sales Support & Operations
Becton Dickinson India Pvt.Ltd.
01.2019 - 12.2021
Business Analyst & Sr.Business Analyst
Becton Dickinson India Pvt.Ltd.
01.2013 - 12.2018
Sales & Marketing Coordinator
Becton Dickinson India Pvt.Ltd.
07.2006 - 12.2012
Sales Coordinator
TDI International India Ltd.
09.2005 - 06.2006
Office Coordinator
Leading Edge Marketing Services
07.2004 - 08.2005
Symbiosis Center For Distance Learning
PGDBA from Finance
Delhi University
B.Com from Hons.
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