Vaddi Sudershan
Hyderabad
Summary
Customer-focused individual with a passion for delivering exceptional service. Strong interpersonal skills, with a talent for effectively addressing concerns. Committed to improving customer satisfaction, and driving positive outcomes.
Overview
14
14
years of professional experience
Work History
Institution Account Lead
Takeda Biopharmaceuticals India Pvt Ltd
Hyderabad, Telangana
09.2021 - Current
- Supervised tender activities throughout Andhra Pradesh and Telangana for significant accounts including TSMSIDC, APMSIDC, Army, SCR, CGHS, NIMS and MNJ.
- Maintained operational flow by managing accounts receivable within set timelines to have Business Continuity
- Resolved troubleshooting tasks such as addressing shelf life issues and managing supplies.
- Coordinated monitoring of yearly timelines for tenders and contracts across designated areas.
- Updated tender tracking system through direct coordination with Regional Institution Lead.
- Collaborated with RIL to develop action plans and provided guidance to the sales team on prospects.
- Implemented joint action plans with RIL for essential product inclusion.
- Engaged with stakeholders to secure placement of Takeda products within the Essential Drug List.
- Developed impactful tactics to enhance win rates in tenders and business opportunities.
- Accurate records maintained for tenders, primary sales, and future sales plans.
- Collaborated with various internal stakeholders to meet account requirements.
- Facilitate important intelligence needed for strategic initiatives.
- Partnered with Takeda Tender documentation team to guarantee timely submission of tenders and representation letters.
- Established lasting relationships with all parties.
- External: Distributors, Tendering Authorities, Finance Department, Bureaucrats, Managing Directors, CMD.
- Internal: Franchise Head, Business & Account Leads, Lead Tender & Documentation Management team, Supply Chain, Distribution, Medical/Marketing/Access Leads, Regulatory team, Regional Institution Lead & Institution Business Head
- Maintained high standards of attentiveness and care across diversified customer engagement methods.
Key Accounts Manager
Becton Dickinson BARD INDIA Healthcare (P) Ltd
Hyderabad
12.2019 - 09.2021
- Oversaw tender business operations throughout Andhra Pradesh & Telangana.
- Played a key role in shaping the region's business plan.
- Partnered with Regional Sales Managers and colleagues to drive business growth within Government Hospitals.
- Secured key contracts with regional tenders such as TSMSIDC, APMSIDC, ESI, Railways.
- Successfully acquired crucial tenders in Telangana.
- Established robust government account foundations.
- Involved in major tenders with products featuring lock-in specs.
- Diligently seek tender opportunities.
- Developed comprehensive knowledge of organizational resources crucial for business operations.
- Drive business excellence while upholding BARD's values and guiding principles.
- Ensure compliance with business ethics.
- Cultivated and upheld robust relationships with customers at all levels.
- Constructed strategic engagement plans targeting regional influencers.
- Identified Professional Education needs to enhance customer awareness.
- Collaborated with cross-functional teams to ensure the delivery of high-quality solutions tailored to client needs.
- Collaborated with internal teams such as marketing, finance, and operations to develop tailored solutions for customers' needs.
- Maintained positive working relationships with retailers and representatives.
- Coordinated with the customer service and support teams to address and resolve key account issues promptly.
- Analyzed sales space capacities based on system parameters, securing high stock availability.
- Monitored market trends and competitor activity to adjust account strategies accordingly.
- Analyzed sales data to identify trends and adjust strategies accordingly.
- Established strategic partnerships with vendors to ensure competitive pricing for customers.
- Division: Oncology, Nephrology, General Surgery and Hemostats
Key Accounts Manager
BIOCON LTD
Hyderabad
07.2017 - 12.2019
- Managed network of key decision makers and distributors spread over Telangana and AP regions.
- Customer base includes top-tier and acclaimed health care providers nationwide.
- The role comprises handling key corporate accounts such as Apollo Group, Yashoda Group, Care Group, Kim's Group, Indo-American Cancer Hospital, Omega Cancer Hospital, Continental Hospitals, American Oncology Institute, Manipal Hospitals Vijayawada, HCG Vijayawada, MGM Cancer Hospitals Visakhapatnam, Max Cure Group, and Star Group Hospitals.
- Analyzing market trends and developing a sales plan.
- Fosters strong business relationships with key customers.
- Fostered robust relationships with distribution and sales teams by maintaining transparency.
- Identify and develop key accounts in the market by devising specific KAM strategies and excellent execution in coordination with business units.
- Meeting designated doctors and engaging them in peer group discussions.
- Implementing marketing programs through digital channels.
- Strengthening relationships with all stakeholders, such as hospital management, doctors, paramedics, retailers, and stockists, to achieve individual and trade targets.
- Coordinating within hospital administration, purchase, and pharmacy departments to boost our brand presence and speed up liquidation.
- Develop and implement an account plan to grow the revenues at the account above the market average.
- Organize regular reviews with key accounts.
- Ensuring the supplies to the target account by coordinating with the operations team.
- Keep abreast of market and customer research to provide knowledge about the market and industry to internal and external customers, and maintain the availability and visibility of products in the accounts.
- Participate in tenders and negotiations at the time of tenders floated by the corporate institutions allocated to me across Telangana and AP state, and to see that our product gets entry into the accounts.
- Exploring new accounts.
- To create trust, long-term relationships with a patient-centric approach with the accounts.
- Divisions handling: Oncology, Metabolics (Diabetic and Cardiology), Critical Care, Nephrology.
Senior Territory Manager
Eli Lilly & Co. India Pvt. Ltd
Hyderabad
04.2013 - 06.2017
- Managing relationships with 90 personal accounts (physicians and endocrinologists) and 80 business accounts (hospital purchase departments, pharmacists, and public institutions) spread across three cities.
- The customer base comprises the most experienced and respected healthcare providers in the country.
- The role comprises key public and government.
- Institutions such as Apollo, Kim's, Care Hospitals, Yashoda Hospitals, Trade Accounts, and the government.
- Accounts such as Railways, A.P.S.R.T.C., S.C.C.L., CGHS, TSMSIDC, and E.S.I. Warangal.
- Executed and controlled demand generation, local purchase, rate contracts, and stock liquidation for all products in these institutions.
- Formulate and implement prepared action plans jointly in collaboration with the Access Team for product inclusion wherever required in government institutions.
- Maintain accurate records of all necessary details of tenders, primary sales, and future plans in government institutions.
- Co-ordinate with the Access team and represent Eli Lilly at the government institutions for the inclusion of products and product specifications in the Essential Drug List (EDL).
- Work closely with the Eli Lilly Access team and the Tender Documentation team to ensure timely submissions of tenders and representation letters.
- Coordinate with multiple stakeholders to service the overall needs of the customers pertaining to government accounts.
- Meet end users and increase the demand generation of our products in the government institutions.
- Build relationships with all stakeholders.
- Develop the sales and business mix from the individual customer.
- Maximize business opportunities for the product portfolio in all sectors of the local healthcare market.
- To create and harness relationships with various customers, and ensure timely resolution of queries.
- Engaging Healthcare Professionals (HCPs) through activities.
- Engaging thought leaders as speakers in scientific programs and developing KOLs in the assigned territory.
- Patient Education Programs and Device Demonstration
- Products Handled: HUMALOG MIX 25/75, HUMALOG MIX 50/50, HUMALOG, TRAJENTA AND TRAJENTA DUO
Territory Executive
Ajanta Pharma
Hyderabad
03.2011 - 03.2013
- Analyzing market trends and developing a sales plan
- Meeting designated doctors and engaging them with the help of CMEs, and peer group discussions.
- Implementing marketing programs through digital channels and in-person interactions to enhance customer touchpoints and brand recall.
- Strengthening relationships with all stakeholders, such as doctors, paramedics, retailers, and stockists, in order to achieve individual and pooled sales targets.
- Coordinating within the hospital administration, purchase, and pharmacy departments.
- Products: Cardio-Diabetic segment.
Education
Post Graduation Diploma In Marketing Management -
Narsee Monjee Institute of Management Studies
Hyderabad01-2027
Bachelor of Education -
Indian Institute of Advance Study Education
Hyderabad01.2010
Bachelor of Degree - B.SC(M.P.C's)
OSMANIAUNIVERSITY
HYD01.2009
Intermediate Education -
board of Intermediate
Hyderabad01.2004
Secondary School Education - SSC
01.2004
Skills
- Key Accounts Management
- Negotiation skills
- Interpersonal communication
- Troubleshooting
- Teamwork and collaboration
- Market analysis
- Effective communication
- Flexible and adaptable
- Calm under pressure
Accomplishments
- Awarded as Best Employee in the South region in 2012
- I received the Power Play Award in 2014 for generating the highest number of new leads
- I got the Customer Delight Award for the year 2016
- I got the Best Performer Award for Quarter 2 in 2019
- Best Sales Performance Award in 2021
Personal Information
- Date of Birth: 10/23/86
- Gender: Male
- Marital Status: Married
Father's Name
Vaddi Narasimha
Hobbies and Interests
Playing Cricket and represented for Hyderabad Cricket Association (HCA)
Languages
- English
- Telugu
- Hindi
- Understanding Tamil
Timeline
Institution Account Lead
Takeda Biopharmaceuticals India Pvt Ltd
09.2021 - Current
Key Accounts Manager
Becton Dickinson BARD INDIA Healthcare (P) Ltd
12.2019 - 09.2021
Key Accounts Manager
BIOCON LTD
07.2017 - 12.2019
Senior Territory Manager
Eli Lilly & Co. India Pvt. Ltd
04.2013 - 06.2017
Territory Executive
Ajanta Pharma
03.2011 - 03.2013
Post Graduation Diploma In Marketing Management -
Narsee Monjee Institute of Management Studies
Bachelor of Education -
Indian Institute of Advance Study Education
Bachelor of Degree - B.SC(M.P.C's)
OSMANIAUNIVERSITY
Intermediate Education -
board of Intermediate
Secondary School Education - SSC
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