UMESH SEHGAL
Gurugram
Summary
Dynamic Sr. Chief Commercial Manager (ZSM) with a proven track record at Gufic Biosciences Ltd., excelling in commercial strategy and team leadership. Spearheaded successful product launches and established strong hospital partnerships, enhancing brand visibility and driving growth. Adept at contract negotiation and fostering high-performance teams to achieve ambitious business objectives.
Overview
18
18
years of professional experience
Work History
Sr. Chief Commercial Manager
Gufic Biosciences Ltd.
11.2022 - Current
- Successfully launched and scaled Sparsh Division across North India, establishing strong hospital and nursing home penetration.
- Lead, mentor, and performance-manage a team of 19 CBAs, 5 CBMs, and 2 CCMs, driving consistent productivity and engagement.
- Designed and executed region-specific strategies for hospital onboarding, consultant engagement, and new product additions.
- Established dark warehouses, enhancing supply chain efficiency and service levels in North India.
- Drove multiple new product launches across indoor hospital pharmacies and critical care segments.
- Strengthened corporate brand image and forged long-term partnerships with leading hospitals, increasing market presence.
- Conducted scientific training programs, implementing tailored commercial models to meet regional needs.
- Led formulary inclusions, product approvals, and ensured seamless execution from demand generation to supply.
- Hospital & Nursing Home Business
Regional Manager
Nicholas Healthcare Ltd.
08.2018 - 11.2022
- Led and developed team of 14 key account managers and 3 ABMs in high-potential hospital markets to enhance client engagement.
- Drove hospital business expansion through strategic planning and relationship management, resulting in increased market share.
- Successfully supported formulary inclusions, rate contracts (RCs), and product approvals.
- Maintained high service standards by ensuring timely product availability and coordinating effectively with supply chain teams.
- Led corporate branding initiatives, CMEs, and scientific product training programs.
- Developed strategies for hospital business growth
Regional Manager
Emcure Pharmaceuticals Ltd.
03.2018 - 08.2018
- Promoted key brands including Orofer XT, Orofer Range, Orofer FCM, and Orofer S to increase market visibility.
- Developed targeted customer engagement and sales strategies for each brand.
- Led team of 5 PSRs to achieve territory growth and enhance brand performance.
- Pharma Division
Area Business Manager
Macleods Pharmaceuticals Ltd.
02.2017 - 03.2018
- Promoted brands including Rebagen, Cefrine, Lexanox Plus, and Montemac-FX, enhancing brand visibility and market presence.
- Supervised and coached 6 PSRs to strengthen field execution and improve quality of scientific detailing.
- Conducted performance reviews, joint field work, and product update sessions to align team efforts with business objectives.
- Assisted operations in Oxalis Division
Therapy Manager
Zydus Cadila Healthcare Ltd.
03.2016 - 10.2016
- Focused on developing therapies, counselling patients, and engaging consultants to improve treatment outcomes.
- Established presence in leading corporate hospitals Medanta and Artemis to enhance therapy visibility.
- Promoted hepatitis portfolio including SoviHep and DaciHep.
- Managed operations for Heptiza Division.
Territory Business Manager
AstraZeneca Pharma India Ltd.
11.2011 - 03.2016
- Conducted scientific learning programs to achieve brand growth.
- Cultivated strong consultant relationships within major corporate hospitals.
- Supported primary care initiatives to enhance patient engagement.
Professional Service Representative
Dr. Reddy’s Laboratories Ltd.
08.2007 - 11.2011
- Established effective pharmaceutical sales strategies and strengthened doctor engagement.
- Executed product promotions in gastro, oncology, chest, and dental segments, enhancing market presence.
- Managed operations in Recura Division
Education
PGDBA -
Symbiosis Centre for Distance Learning (SCDL)
PuneBachelor of Pharmacy -
Rajendra Institute of Technology & Sciences
SirsaSkills
- Commercial strategy
- Product positioning
- Sales forecasting
- Market analysis
- Supply chain management
- Contract negotiation
- Customer relationship management
- Brand development
- Team leadership
- Effective communication
- Strategic planning
- Coaching and mentoring
- Business administration
- Team building
- Interdepartmental collaboration
- Multitasking capacity
Accomplishments
- Nepal Trip Award (2008–09)
- No. 1 North Zone – Razo Sales (2008–09)
- No. 1 All India – Clohex Plus & Ketorol DT (2008–09)
- Achiever’s Club Award (2008–09)
- Dr. Reddy’s Idols Award (2009–10)
- V.P. Circle Award (2012–13)
- Monthly Hall of Flame Award (08/01/13)
- No. 1 All India – Neksium (2013)
- M.D. Award (2013–14)
- Zonal Highest PCPM Award (2013–14)
- Highest Call Average & PCPM – North Zone (2013–14)
- Launch Excellence Award & International Trip (2023–24)
- Zonal Star Performer Award (2023–24)
- Highest PCPM & Zonal Revenue Excellence Award – Gufic (2024–25)
Hobbies and Interests
- Reading
- Music
- Traveling
- Soft Skills Development
Projects
Project on “Antidepressants” during final year of B.Pharmacy
Training
- Summer Training (45 Days), Getwell Pharmaceuticals, Gurgaon
- Code of Business Conduct & Ethics – Dr. Reddy’s Laboratories Ltd.
- Safe Rider Program – AstraZeneca Pharma India Ltd.
- Step-Up Leadership Training – AstraZeneca India Ltd.
Personal Information
- Date of Birth: 02/09/84
- Marital Status: Married
Languages
- Hindi
- Punjabi
- English
- Hindi
- Punjabi
Timeline
Sr. Chief Commercial Manager
Gufic Biosciences Ltd.
11.2022 - Current
Regional Manager
Nicholas Healthcare Ltd.
08.2018 - 11.2022
Regional Manager
Emcure Pharmaceuticals Ltd.
03.2018 - 08.2018
Area Business Manager
Macleods Pharmaceuticals Ltd.
02.2017 - 03.2018
Therapy Manager
Zydus Cadila Healthcare Ltd.
03.2016 - 10.2016
Territory Business Manager
AstraZeneca Pharma India Ltd.
11.2011 - 03.2016
Professional Service Representative
Dr. Reddy’s Laboratories Ltd.
08.2007 - 11.2011
PGDBA -
Symbiosis Centre for Distance Learning (SCDL)
Bachelor of Pharmacy -
Rajendra Institute of Technology & Sciences