Vikrant Jain
Thane West
Summary
Dynamic leader with a proven track record at Abbott Nutrition International, adept in driving significant sales growth and team skill enhancement. Excelled in executing innovative training programs and leveraging digital tools for performance monitoring. Demonstrates exceptional adaptability and execution excellence, with a strong focus on customer management and achieving ambitious sales targets. Motivational leader and organizational problem-solver with advanced supervisory, team-building, and customer service skills. Experience stepping into roles and quickly making positive changes to drive company success. Focused on using training, monitoring, and morale-building techniques to maximize employee engagement and performance.
Overview
20
20
years of professional experience
1
1
Certification
Work History
Manager Sales Training
Abbott Nutrition International
Mumbai
01.2023 - Current
- Planned and executed a training and certification intervention for the entire India Nutrition Sales Team, involving 600 sales team members, to build their capabilities.
- Conducted onboarding and induction training for new joiners.
- Held coaching discussions with 20 first-line managers to enhance their coaching skills.
- Collaborated with 10 regional business managers to plan training interventions for their teams' skills and capabilities development.
- Analyzed coaching scores and monitored skill enhancement using tools like Power BI dashboard, Connect, and Salesforce to plan training interventions as needed, and provided feedback and critical inputs to regional and front-line managers.
- Organized and facilitated medical sessions for the team, with the support of the medical team.
- Worked with the marketing team to design inputs based on market and field feedback.
- Utilized digital platforms like Connect, Salesforce, and Power BI to track and monitor the progress of skills and knowledge.
- Served as Project Lead for the AI-led Tool Pitch Pro for the India and Pacific Asia region, supporting new joiners in building their skills and capabilities quickly.
- Led the project to digitize all training reports and dashboards, creating automated reports based on monthly coaching reports and quest scores.
Sr. Area Business Manager
Abbott Nutrition International
01.2015 - 12.2022
- Managed a business worth 50 crores annually for Delhi State.
- Led a team of 17 NSEs, 1 TNSE, and 4 NHAs for the Pediatrics Nutrition Division.
- Achieved sales targets, territory-wise and brand-wise, anticipating business outcomes based on market trends to gain market share ahead of the competition.
- Deployed manpower to optimize returns from each territory, reconfiguring territories as per changing business needs, and devising a customer coverage policy.
- Monitored and implemented activities critical to business needs, including customer coverage, doctor meetings, opinion leader contacts, patient programs, and cycle meetings.
- Developed and built a strong customer base for KBL by making rational investments to support business needs.
- Provided support to achieve division margin and institutional outstanding, ensuring accuracy in forecasting and control of sales expenses.
- Ensured a high level of customer centricity in the team when dealing with KOLs and KBLs.
- Collaborated with peers, 3P, trade, and HO functions to align with the business needs of the region.
- Developed and built a motivated, competent team to achieve performance.
- Identified training and engagement activities to minimize attrition risk.
Area Business Manager
Abbott Nutrition International
07.2009 - 12.2014
- Developed a plan for the area, allocated targets and resources accordingly, regularly monitored progress, and drove secondary sales.
- Facilitated the induction and onboarding process for Nutrition Sales Executives.
- Provided strategic input for territory target planning, long-term vision, and goals.
- Identified and adhered to established processes and SOPs for appointing distributors.
- Managed sales of Abbott products in assigned territories to achieve monthly, quarterly, and yearly sales targets, as agreed with superiors.
- Maintained control over the sales operating budget for the region.
- Directed sales activities to ensure that short- and long-term sales volumes and projections were met.
- I clarified and drove various strategies and campaigns, including CMEs and camps, ensuring 100% implementation in my area.
- Conducted promotional and BTL activities in the assigned territory, aligning with company objectives and norms.
- Demonstrated strong planning and forecasting abilities for the area.
- Coordinated effectively with CFAs, stockists, etc., to maintain optimal inventory and meet demand, ensuring supply chain efficiency in the region.
- Trained and developed the knowledge and skills of NSEs, building their competencies.
- Supervised, controlled, reviewed, motivated, and trained NSEs in the area, helping them achieve the company’s objectives as a team.
- Built relationships with key opinion leaders and business leaders in the area, periodically evaluating important customers.
- Ensured all assigned personnel had the appropriate training and qualifications to perform their duties and responsibilities.
- Ensured the distribution of Abbott products by sales representatives in all assigned towns, according to the company’s plans.
- Ensured all NSEs reporting to me complied with company requirements on sales force parameters, such as call average, coverage, and knowledge scores.
Nutrition Sales Executive
Abbott Nutrition International
06.2006 - 06.2009
- Achieved product-wise, rupee-wise, monthly, quarterly, and annual budgets by adhering to established work norms.
- Developed a customer database by selecting towns, planning routes, and profiling customers.
- Met customers at predefined intervals to ensure the availability of all Abbott SKUs in adequate quantities.
- Implemented the company’s product promotion plans effectively and on time to enhance distribution penetration, and improve the visibility of Abbott and its brands.
- Collaborated with channel partners to aid in the distribution and visibility of Abbott products, and ensure timely receipt of payments.
- Maintained records and submitted reports, including tour programs, daily and weekly reports, expense claims, orders, and information about competitive products and activities.
Brand Executive
EMCURE PHARMACEUTEICALS LTD.
08.2005 - 06.2006
- Achieved daily calls with doctors and chemists.
- Explored new opportunities and met target sales.
- Maintained relationships with both existing and new doctors.
- Generated leads from doctors and hospitals.
- Planned and met with healthcare professionals (HCPs) regularly to detail and promote products, aiming to gain recommendations.
- Highlighted product formulations, usage, benefits, etc.
- Addressed any queries HCPs had regarding products, including formulation, variants, SKUs, prices, etc.
- Worked closely with distributors to ensure timely and seamless delivery of products and services to HCPs.
- Identified and resolved issues faced by HCPs.
Education
Certificate -
Future Leadership Development Program
Indian Institute of Management Ahmedabad 01-2022
Certificate -
Next Generation Leadership Program
Indian Institute Of Management Calcutta01.2019
Master of Business Administration -
U.P. Technical University
01.2005
Bachelor of Arts -
C.C.S. University
Meerut01.2003
10+2 -
C.B.S.E. Board
01.1998
10th -
C.B.S.E. Board
01.1996
Skills
- Adaptability
- Innovation
- Initiative
- Execution Excellence
- Time management
- Customer Connect and Management
- Business Planning
Accomplishments
- Awarded for ANI Acceleration Project 2024
- Recognized for launching the Pitchpro tool in 2024
- Honored as Pitchpro AI Assessment Project Lead in 2024
- Awarded for Driving Innovation in Training in 2024
- Named Rising Star in 2023
- Achieved No.1 market leadership in the premium category with a 42.6% market share in 2023
- Secured No.1 market leadership in the pre-term category with a 40% market share in Delhi in 2023
- Recognized for Driving Coaching Culture in 2021
- Promoted to Area Business Manager in just 3 years, the youngest to achieve this
- Facilitated the promotion of 3 ABMs from my team in the last 10 years
- Facilitated the promotion of 10 SDMs from my team in the last 13 years
- Achieved the highest contribution from government business in North India, generating 10 lakhs annually
- Ranked No.1 across India in the ABM LINEA certification program in August 2014
- Received the Innovation in Execution Award in 2013
- Ranked as the No.1 NSE in India for booking the maximum display in 2006-07
Personal Information
- Date of Birth: 11/20/81
- Marital Status: Married
Languages
- English
- Hindi
Father Name
Late Shri Mahendra Kumar Jain
Projects & Campaigns
ANI Acceleration: Led the hiring, onboarding, and induction process for 200 new joiners across India, collaborating with stakeholders such as the Commex team, talent acquisition, HR team, and 3P team.
Rising Star: Enhanced the effectiveness and efficiency for 26 new joiners nationwide.
MAFIAS: Ensured ICU availability and coverage for SIMILAC in corporate hospitals.
Aaj Kuch Toofani Karte Hai: Engaged a minimum of 30-35 customers in various activities from each team member’s doctor list, motivating the team to scale up execution levels for all brands (PS, MB, SMA).
TPAN vs TPAN: Targeted highly potential customers for SIMILAC conversions.
KBC (Kaun Banega Champion): Motivated and excelled the execution level of the newly formed team.
AADHAR: Accelerated activities of dieticians with proper handholding to achieve better ROI.
MISSION 1000: Educated 1000 nurses and covered 1000 deliveries during Nurses Week Celebration.
TRANSFORMERS: Converted the top 10 Mama’s Best prescribers to Simmom within 15 days of its launch.
NIGHT RIDERS: Engaged night staff in PMAs to build better equity and increase prescription share from the same hospitals.
IMF-MISSION LEAD: Established Simmom’s leadership in 2 key accounts in each territory of Delhi.
Har Din EK: Drove the team to conduct at least one activity per day in WFH mode.
Certification
- Advanced Presentation Skills, 2024
- ANI PA Train The Trainer: Building Trainers of Tomorrow, 2024
- Effective Presentation Skills, 2023
- Omnichannel Selling Learning Program: Train-the-Trainer, 2023
- Leading with Impact Program, 2021
- Communicating in Times of Change, 2021
- Communication Foundation, 2021
- Working with Difficult People, 2020
- Delivering Employee Feedback, 2020
- Customer Service: Managing Customer Expectations, 2020
- Building Trust, 2020
- Developing Self-Awareness, 2020
Timeline
Manager Sales Training
Abbott Nutrition International
01.2023 - Current
Sr. Area Business Manager
Abbott Nutrition International
01.2015 - 12.2022
Area Business Manager
Abbott Nutrition International
07.2009 - 12.2014
Nutrition Sales Executive
Abbott Nutrition International
06.2006 - 06.2009
Brand Executive
EMCURE PHARMACEUTEICALS LTD.
08.2005 - 06.2006
- Advanced Presentation Skills, 2024
- ANI PA Train The Trainer: Building Trainers of Tomorrow, 2024
- Effective Presentation Skills, 2023
- Omnichannel Selling Learning Program: Train-the-Trainer, 2023
- Leading with Impact Program, 2021
- Communicating in Times of Change, 2021
- Communication Foundation, 2021
- Working with Difficult People, 2020
- Delivering Employee Feedback, 2020
- Customer Service: Managing Customer Expectations, 2020
- Building Trust, 2020
- Developing Self-Awareness, 2020
Certificate -
Future Leadership Development Program
Certificate -
Next Generation Leadership Program
Master of Business Administration -
U.P. Technical University
Bachelor of Arts -
C.C.S. University
10+2 -
C.B.S.E. Board
10th -
C.B.S.E. Board
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