Unnikrishnan M
Senior Regional Manager
Ernakulam,Kerala
Summary
To be a part of the top management team of an organization, where experience & skills can be effectively utilized for driving the sales & profitability of the company. Collaborative leader with dedication to partnering with coworkers to promote engaged, empowering work culture. Documented strengths in building and maintaining relationships with diverse range of stakeholders in dynamic, fast-paced settings.
Overview
26
26
years of professional experience
5
5
years of post-secondary education
Work History
Senior Regional Manager
Novo Nordisk India Pvt Ltd
2011.08 - Current
- Currently working as Senior Regional Manager, covering Kerala and TamilNadu, for 12 years
- Span of control: 6 Area Managers & 45 Product Specialist.
- Managing business of 300cr annually. Contributed 30% of all India business sales.
- Gained MS in Kerala for Device - 53%
- Maintained MS of TN - 72%
- Tracked KPIs against benchmarking, market trends and competitor activities to develop strategic improvement plans.
- Defined revenue and sales targets and motivated staff to exceed expectations.
- Oversaw daily, weekly and monthly business reporting and leveraged information to optimize forecasting and future business plans.
- Attracted, retained and developed top talent to enhance team performance.
- Drove continued growth across business areas by partnering with first-line management on revised approaches to customer service, sales and operational leadership.
- Cultivated culture of open communication, collaboration and shared accountability for business success.
- Identified and communicated customer needs to supply chain capacity and quality teams.
- Established performance goals for employees and provided feedback on methods for reaching those milestones.
- Set aggressive targets for employees to drive company success and strengthen motivation.
- Managed senior-level personnel working in marketing , medical , SFE team & Logistics.
- Recruited, interviewed and hired employees and implemented mentoring program to promote positive feedback and engagement.
- Successfully managed budgets and allocated resources to maximize productivity and profitability.
- Monitored resource utilization & expenses to improve the ROI.
Project Manager - MAPA
Novo Nordisk India Pvt Ltd
2015.06 - 2016.01
- Building reputation and stakeholder engagement, development and smooth implementation of the India MA&PA roadmap and successful implementation of Changing Diabetes Barometer(CDB) model, realizing growth in operating profit and optimal utilization of MA&PA budget and to establishing knowledge platform to support national Diabetes management needs ensuring effective business outcomes
- Was successful in making NNEF as Knowledge partner for CDB states
- Conducted State Round Table(SRT) in 3 CDB States and prepared summary document, submitted to Government
- Integrated MAPA & Sales team to ensure business outcomes.
Sr Business Manager
Novo Nordisk India Pvt Ltd
2006.04 - 2011.08
- Span of control- 7 Field Executives
- Coaching & motivating the team
- Implementing the marketing strategy
- Managing the sales of Trivandrum & Kollam territory
- Organizing activities - WDD & CME.
- Created, managed, and executed business plan and communicated company vision and objectives to motivate teams.
- Assisted with hiring process and training of new employees.
- Executed business plans to further strengthen and maximize territory sales and profits.
Marketing Executive
Novo Nordisk India Pvt Ltd
2001.06 - 2006.03
- Worked in Palakkad, Malapuram, Calicut hq
- From June'01-Mar'04
- Worked in Kollam hq from Apr'04 - Feb'06
- Promotion of our products & giving latest scientific updates to customers
- Achieving the sales targets & managing stockist
- Demonstrating of our devices & conducting activities.
Territory Representative
SUN Pharmaceuticals
2000.01 - 2001.06
- Worked in Inca Specialties, covered Trivandrum to Tiruvalla
- Promoted Oncology, Anesthesia & Infertility products.
- Managing sales targets & planning activity
Marketing Executive
CIPLA Ltd
1998.03 - 1999.04
Promotion of products to HCP
Acheiving the sales targets
Education
MBA - Marketing
1996.04 - 1998.06
MBA Marketing - University of Madras, with 62%.
Bachelor of Science - Mathematics
1993.04 - 1996.03
B Sc Mathematics with 85% .
Skills
Analytical skillsundefined
Accomplishments
- Total number of Promotions in team: - a. Field Executive to Manager Promotions: - 8 b. ASM to Regional Manager: - 1 c. Lateral Promotions for Field Executives: - 3
- Average Attrition: - 8%
- 2023- Managed business in Kerala & TN, with YTD achievement of 95%.
- 2022- Managed the business of Kerala & TN , with YTD ach of 100% in Total Business. Managing 30% of All india business in Human Insulins.
- 2021 - Managing business of Kerala & TN with a team of 6 ASM & 45 Product Specialist. Managing 30% of All India business in Human Insulins & Devices. YTD Ach in 2021 - 98%
- 2020 - Managing business of Kerala & TN with a team of 6 ASM & 56 Product specialist. Managing one third of South India business for Human Insulins & Devices.
- 2019- Managing business of Kerala & TN with a team of 6 ASM & 56 Product Specialist. Managing one third of Zonal business. Increased the MS of Human Insulin & Devices.
- 2018 - Managing business of Kerala & TN with a team of 65 employees. Managing business of 70% Zonal budget. Managing KOLs & Institutions. Increased the MS of Human Insulin & Devices.
- 2017- Handled a team of 65 Product specialist & 9 Area Managers. Achieved growth in strategic products & increased the MS.
- 2016 - Achieved growth in strategic products & increased MS as expected by the company. Region contribution to all India sales is the highest. Strong in managing KOL & Institutions. Six executives got promoted as Product Specialist.
- 2015 - July'15 to Jan'16 : Worked in Market Access & Public Affairs as Project Manager for a Cross Functional Assignment. Responsible for conducting Round Table meeting in 3 states - Involving Policy Makers, Bureaucrats & KOLs. Prepared a road map for Changing Diabetes in the respective states & submitted to the state Government. Designed the MAPA sustainability model, Integrating MAPA & sales efforts in the Changing Diabetes Barometer states.
- 2015- Region with the highest contribution to All India sales. Two managers got promoted as BDM. Fourteen team members got promoted as Product specialist.
- 2014 - Ranked No 2, Regional Manager all India with a consistent growth of 37% in strategy product. Eleven team members got promoted as Product specialist. One Business Manager got promoted as BDM.
- 2013 - Ranked No 2, Regional Manager with a high growth for strategy products. Gain in MS for all products. Attrition was under control. Was part of International training in Dubai (BAAGI Horizon). Three team members got promoted as BDM. Three team members got promoted as BM. Twelve team members got promoted as Product specialist.
- 2012 - Achieved high growth in all the products. Gain MS in all products. Attrition was under control. One team member got promoted as RM.
- 2011 - All India top Regional Manager
- Increase in Kerala MS - Device 81%, TB 72%, MI 60%.
- Attrition was under control.
- 2010: MI growth - 38%, TB growth- 22%.
- Awarded BM of the Q2
- Top performer for MI- Awarded the EASD,Sweden trip
- 2009: MI gr - 23%, TB gr - 15%
- Three executives got promoted as Business Manager from my team.
- 2008: MI gr - 48%, TB gr - 20%
- All India No. 1, Business Manager in 2007. a. Part of B1 Titan club. b. Attended the NNDU, Chang Mai, Thailand c. Visited the Denmark Factory.
- All India No.3, Business Manager in 2006.
Skill Building Programmes
- Leadership Development Programme, IIM , Bangalore
- Management Development Programme in IIM, Lucknow
- New Managers Training Programme by PINT, U.K.
Projects
1. Organisational Study on United Electrical Industries Ltd. Kollam.- An overall organization study was conducted in UEI Ltd, collected details from the Personnel Dept. and Marketing Dept. about the working of the company
2. Marketing strategies to sustain competitive advantage of USHA Zig-Zag Sewing Machine in Trivandrum and Calicut districts.
Total of 200 customers from two districts were interviewed personally by questionnaire method. Product, Price, Promotion and Physical distribution were studied. 80% of the customers were satisfied with the technology and after sales service provided by USHA, in comparison with the competitor. Several dealers of USHA and the competitor were interviewed to gain insight into the credit policy provided by the company.
Timeline
Project Manager - MAPA - Novo Nordisk India Pvt Ltd
2015.06 - 2016.01
Senior Regional Manager - Novo Nordisk India Pvt Ltd
2011.08 - Current
Sr Business Manager - Novo Nordisk India Pvt Ltd
2006.04 - 2011.08
Marketing Executive - Novo Nordisk India Pvt Ltd
2001.06 - 2006.03
Territory Representative - SUN Pharmaceuticals
2000.01 - 2001.06
Marketing Executive - CIPLA Ltd
1998.03 - 1999.04
University of Madras - MBA, Marketing
1996.04 - 1998.06
University of Kerala - Bachelor of Science, Mathematics
1993.04 - 1996.03
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