VIDESH K NARKHEDE
Kalyan
Summary
Seasoned Regional Sales Manager with a proven track record of exceptional skills in business development and people management. Achieved exceptional sales and revenue growth for organizations associated with by leveraging strategic planning and key account management. Excelled in revitalizing operations and driving significant market expansions through innovative leadership and effective customer engagement.
Overview
26
26
years of professional experience
Work History
Regional Sales Manager
Boston Scientific India Pvt Ltd
Mumbai
09.2020 - Current
- Handling Business of 20 MN$ in current role with growth of 45% in Revenue YOY and OI of 45% YoY
- Handling team of 4 RM & 18 AM/TM with Regional Marketing HC in West
- Revived the operations of BSC in West Region by executing Finance controls and T&E
- DES MS from
- Engaged International KOLs and Conducted very Successful Roadshows with Dr Sanjog Kalra, Dr Arasi Maran, Dr Mohd Rosli and many more
- 3X Growth in Revenue and ROVUS Catheters over 3 years
- Leveraged Regional KOLs for driving IVUS Masterclass, ROVUS COE, IVUS Academy, ROTA COE, ROTA-CUT Workshops etc
- Brought down DSO from 180 days to 120 days and increased ASP by 12-15% over last 2 years
Zonal Manager Sales West, South, Central India & S
Biotronik Medical Devices India Pvt Ltd
Mumbai
03.2018 - 09.2020
- Handling a business of $7.2 million in my current role, with a growth of 25% in revenue and standard margins by 18% year over year.
- Handling a team of 3 RMs and 8 AMs/TMs in my current role.
- Successfully appointed 12 new distributors in the last 12 months and relaunched Biotronik CRM in many new markets.
- Restructured the team and hired new talent to drive the CRM business and launch new products with engaging KOLs in the entire region.
- Brought down bad debts to nearly zero and DSOs from 200 days to 106 days.
- Inventories are brought down to 21 days across the region for smooth rotation and financial cycle at the distributor.
General Manager Sales West
Genworks Health Pvt. Ltd
Mumbai
10.2017 - 03.2018
- Handling All Business Verticals of Genworks Health Pvt Ltd
- Responsible for driving both Top line and Bottom line and to make region profitable for Organization
- Managing work through team of Regional Managers, Circle Managers, Direct reports and Distributors for each business to ascertain committed plan and enable their geographies to deliver AOP
- Coordinating with the support function for the smooth movement of sales by completing documentation from the field, payment confirmations, and realization from the customer, and mobilizing stock to the customer site while recognizing revenue for the organization within the given timelines.
- Realigning teams to drive new initiatives to bundle products with each deal by identifying the need and filling the gap with the portfolio, all in a single go.
- Keeping track of every employee for data entry and logging daily call events and closing by end of day and tracking their movements if needed to ascertain the job is executed by each team member remotely
- Following every day with team for closures and helping them to close the deal at every step to ensure they win
- Drive Multimodality deals in region to protect price erosion and build value partnership with key accounts & Green field projects
- Hiring right talent for each vertical based on level and mapping competencies of current team for improving productivity
Regional Manager
India Medtronic Pvt. Ltd
Mumbai
08.2010 - 04.2017
- Handling Medtronic CRHF Business (West)
- Demonstrated excellence in turning around the performance of West India by creating teams with clear direction for flawless and efficient execution of each individual, turning around the non-performance to a winning team that had not performed well for more than 16 quarters, and closed FY17 with 18.5 Cr, achieving 25% growth with a team size of 5 Direct Sales, 4 Direct Service Engineers, and 4 Contingent Service Engineers.
- Proven expertise in running a pilot in West India by redefining the structure in the CRHF business through the Service Support Model in Mumbai and Rajasthan, and the KSP Service Model in Gujarat, to improve quality and delivery in the lab.
- Re-structuring the West has given organization to upscale the service support model as a commercial model and expanded to newer cities in India to test for viability and acceptability.
- Mix improvement in core products by 40% and new products by 25% in FY17, and led the West region as the first region in all new launches and premium mix improvement over national expectations.
- Flawless execution of newer initiatives to increase patient footfall for CRHF therapies, like the 2 HF Clinic in the West, includes public awareness activities by going directly to the public via print, FM, e-media, newsletters, CDs, movie theaters, YouTube, etc.
- SCA awareness contributed to 300,000 incremental revenue to the West region over six months.
- Prepared the region as the preferred choice for senior management to discuss and implement newer strategies, such as new product launches, R&D team exposure to key KOLs for driving clinical research centers to partner, mass media activities, HF clinic, and local training programs like Mini-MEDLIT and Mini-MEDICE for building the capabilities of cardiologists to perform CRHF therapies, etc.
Clinical Specialist
Abbott Healthcare Pvt. Ltd.
Pune
09.2007 - 08.2010
- Responsible to look after the region of Pune and South Maharashtra while assigned for Pune region, achieved 40% of growth in revenue over 2008 with $ 1.4mn in Pune territory with 50% growth in Xience V Secondary sales
- Responsible for optimizing resources for higher profitability, formulated strategies and market intelligence to streamline vendors/distributors for better focus and deeper penetration in the market
- Developed new accounts with priced at premium like DMH, Aditya Birla Hospital, Sahayadri Hospital, Inlaks Hospital, Noble hospital, Shri Sai Cardiac Centre Kolhapur, Ashwini Hospital Sholapur etc
- AV leadership position achieved in 18 months in Pune Market with divisional margins and higher ASPs
- Focused on low focus products like BDC, GW, ID and generated 20% revenue from TDP range of products and contributed to Distributor profitability and revenue to AV business
- First in India a deal signed with Ruby Hall clinic for Volcano-IVUS deal with lock in for assured business of 12 Cr over 2 years
- Case presentation submitted and accepted by TCT 2009 for Dr MSH, Dr PKG, Dr Rahul Patil and Dr Patil received best case presentation award and case was published in Elsevier Journal
- For Abbott Healthcare – Kolkata handled business for Patna and Ranchi, and was able to achieve 55% growth over 2007 with $765k in assigned territory, with 40% DES MS and 70% Non-DES MS.
- Case presentation submitted and accepted by CCT, JP 2008, for Dr. Shuvo Dutta on complex CTO
Retina Key Account Manager
Novartis India Ltd
10.2003 - 08.2007
- Accountable for growing the revenue generation through Sales, Business Development, Channel Marketing for entire East Zone including Patna, Orissa and Assam
- Achieved #1 position in 6 months in a competitive arena of fierce competition from 2k to 25k for one sitting
- Played a major role for developing New Centres for Visudyne and Lucentis, organized meeting of Retina Surgeons in just 10k per month and named as FFA Forum including Key opinion leaders there by generated more PDT and Lucentis leads which has set example All India and very well recognized forum in just 6 months
- Networked with core sales colleagues to create awareness and generated leads for AMD Range, motivated team members to follow the company policy and track patients for PDT and Lucentis Therapy
- Demonstrated excellence in developing Bhubaneswar Eye Institute (Dr
- T.P Das) to start PDT in Bhubaneswar and complete 14 procedures
- Skilled in networking with Retina Surgeons for PDT and Lucentis Therapy by organizing CME's, Round Table Meetings between Retina Surgeons and General Ophthalmologist
Senior Sales Executive
Allergan India Ltd
Pune
11.2000 - 10.2003
- Excelled as Senior Sales Executive by raising the sales figure from Rs
- 2.61 Lacs to Rs 3.76 Lacs for Pune territory, for acknowledgeable track record Goa region was also assigned where I increased the value from Rs 0.45 Lacs to Rs
- 0.70 Lacs in 5 months
Field Sales Executive
Abbott India Ltd
Mumbai
01.1999 - 10.2000
- Demonstrated excellence in launching New Products and increased Territory Sales from Rs 2.2 Lacs to Rs 4.25 Lacs in 11 months
Education
M.Sc - Zoology - Endo & Rep Phy
University of Mumbai
01.1998
B.Sc - Zoology
University of Mumbai
01.1996
12th -
Kendriya Vidhyalaya
Lucknow, India01.1993
Skills
- Business Development
- People Management
- Performance Management
- Channel Development
- Vendor Management
- Marketing
- Strategic Planning
- Key Account Management
- Negotiations & Collaborations
- Team Building & Mentoring
- Business Delivery Documentation
- Process Enhancements
- Effective Customer Connect
- Liaison/Coordination
- Microsoft Office Suite
- Leadership
- Innovation
- Value Creation
- Productivity Improvement
- Strategic Initiatives
- Contract Negotiations
- Channel Marketing
- Business Innovation
- Account Management
- Program Management
- Customer Relationships
- Business Growth
- Cost Reduction Initiatives
- Alternate Sourcing
- Materials Substitution
- Indigenization
- Inventory Management Techniques
- Integrity Selling
- Coaching Agreement
- High Impact Team Development
Hobbies and Interests
- Reading Case Studies books like HBR
- Driving and Caring about Cars
- Listening Music in variety of sound systems
Languages
- English, Hindi & Marathi
Accomplishments
- Selected for Rising Leaders 2024 Program and only One from IC India Business
- Transformational Leadership Program 2021 from XLRI Jamshedpur
Timeline
Regional Sales Manager
Boston Scientific India Pvt Ltd
09.2020 - Current
Zonal Manager Sales West, South, Central India & S
Biotronik Medical Devices India Pvt Ltd
03.2018 - 09.2020
General Manager Sales West
Genworks Health Pvt. Ltd
10.2017 - 03.2018
Regional Manager
India Medtronic Pvt. Ltd
08.2010 - 04.2017
Clinical Specialist
Abbott Healthcare Pvt. Ltd.
09.2007 - 08.2010
Retina Key Account Manager
Novartis India Ltd
10.2003 - 08.2007
Senior Sales Executive
Allergan India Ltd
11.2000 - 10.2003
Field Sales Executive
Abbott India Ltd
01.1999 - 10.2000
M.Sc - Zoology - Endo & Rep Phy
University of Mumbai
B.Sc - Zoology
University of Mumbai
12th -
Kendriya Vidhyalaya
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