VINAY KAUSHAL
Hyderabad,Telangana
Summary
Seeking Mid to Senior level assignments in Business Development / Marketing in International markets with an organization of high repute in Pharmaceutical industry.
Overview
22
22
years of professional experience
Work History
Deputy. General Manager (GCC, CIS & MENA)
AUROBINDO PHARMA
09.2023 - Current
- Achieving sales revenue target of $ 10 Mn.
- Planning & execution of marketing mix in GCC CIS MENA countries.
- Product portfolio expansion in new markets and Lead generation.
- Participating in national, regional tenders in countries and catering to Hospital orders.
- Coordinate with Regulatory teams & customers for plant inspections.
- Liaisoning with business and regulatory teams for dossier initiation, development, art-work finalization & timely submissions.
- Market evaluation through IMS, Tender Data and Export data analysis and supporting top management with New market entries, product mix selection.
Asst. General Manager (RCIS & LATAM)
SHILPA MEDICARE LTD.
06.2022 - 09.2023
- Coordination with business heads in sales budget planning and achievement. In FY 22-23, we exceeded our sales budget, achieved 101% target, totaling $ 6.8 million.
- Worked on ONCOLOGY product portfolio & business case development of $12 Mn for FY 23-24
- Weekly sales dashboard maintenance, keeping track of orders, ex-India sales, collections, stock liquidation, and production planning in accordance with the monthly rolling forecast
- Identification of new clients, negotiating contracts for product registrations and sales on B to B business model, technology transfers, out licensing and so on.
- Creating and maintaining an agreement tracker to aid in timely renewals, adding addendums/annexures signing CDAs, term sheets and so on. Follow up with the company's legal team and client's legal team to expedite closures.
- Tender participation through analysis of tender/export data/IQVIA data sets, collaboration with clients/RA for quick decision making and support
- Strict follow up on business enquiries from Clients and presenting BC summaries to management for approval
- Closely monitoring of new products development with R&D, QA, QC teams.
- Liasoning with business and regulatory teams for dossier initiation, development, art-work finalization & timely submissions.
- Organizing client’s country visits, their meetings with management, accompanying them during their plants visits
- Highlights:
- Closed 5 Mn business deal with Russian client, earned License fee of $ 2.5 Mn
- 55% Orders in system within 2 months of FY 23-24
- First ever tender win in Ukraine for USDs >0.5 Mn
- 4 major agreements closures, 6 new clients initiation, 2 new markets entry
Asst. General Manager (CIS & MENA)
AUROBINDO PHARMA
06.2016 - 06.2022
- Planning & execution of marketing mix in CIS MENA countries with Sales revenue of $5 Mn.
- Completed registration of 82 products and >70 dossier submissions in 2 years.
- Launched 14 new products in UAE in FY 21-22 under LLC model.
- Worked on ONCOLOGY product portfolio & business case development to the tune of $35 Mn
- Managed product portfolio basket of Cardiovascular, Diabetic & Pain management products.
- Developed business leads in Algeria, Morocco, Egypt and Tunisia. Executed Distribution, Regulatory, Service, Commission agreements in these countries.
- Liasoning with business and regulatory teams for dossier initiation, development, art-work finalization & timely submissions.
- Working with country business teams and customers on tender business, LPO orders etc.
- Highlights:
- Supported GCC team with subsidiary formation in UAE and LLC formation in Ukraine.
- Revived business in CAR countries & achieved $ 375,000 value business within 4 months of takeover
- Coordinated with countries and received $ 315,000 value confirmed orders from Libya & $ 45,000 from Moldova for Molnupiravir
Sr. Product Manager (Domestic)
PULSE PHARMA
04.2013 - 06.2016
- Responsible for planning, executing, and monitoring marketing plans, brand strategies for assigned brand portfolio (detailed below)
- Ensured timely development of promotional mix (Visual Aids, Brand Reminders, CMEs, advertisements, Samples) according to marketing strategy and conducting cycle meetings.
- Responsible for ensuring operational profit in adherence to budget.
- Worked on evaluating opportunities for portfolio enhancement, increasing market share, brand growth & business development.
- Arranging Quarterly cycle meets and working on-field with respective teams to understand market, competition, and trends to further strengthen the brand matrix.
- Imparting product training to both domestic and Mauritius teams.
- Portfolio:
- Diabetic Nutritional Supplements, Digestive Supplement, Pain Management (Arthritis and Muscular Pain)
- Launched Diabetic Nutritional Supplement in powder form to strengthen company’s market presence between Diabetologist, Physician & Dietician segments, both in retail and Institutions/Hospitals.
Pharma Sales and Marketing
ENTREPRENEUR (SELF-EMPLOYED)
05.2008 - 03.2013
- Worked as an Entrepreneur, managed Sales & distribution of Multi-Speciality Pharmaceutical Formulations from three reputed pharmaceutical companies from Surat, Bangalore & Ahmedabad.
Asst. Product Manager - BD (Kenya)
IND-SWIFT LTD
03.2007 - 11.2007
- Handled sales & marketing pharmaceutical formulations for Kenya market, from Mar’07 to Nov’07
- Worked with local field force to understand the market. Designed & implemented suitable strategies in accordance with the market.
- Conceptualized and designed brand promotional activities to strengthen the product basket.
- Imparted product training to Kenyan field force and worked on-field with the local team.
Product Manager (Domestic)
USV PRIVATE LTD.
07.2006 - 03.2007
- Played a stellar role in launching Centra division with 17 brands from Antidepressant, Antiepileptic and Antipsychotic Drug segments, from Jul’06 to Mar’07
- Responsible for handling field sales analysis and field forces’ product related queries.
- Handling ORG IMS data, marketing analysis and budgeting.
- Imparting regular training to field force and conducting CMEs with Doctors.
- Conceptualizing and designing inputs for brand promotions.
- Arranging Quarterly cycle meets and working on field with respective zonal teams.
Product Executive (Domestic)
TORRENT PHARMA
10.2005 - 07.2006
- Handled SYMBAL (Duloxetine) brand along with other CNS brands and worked from Oct’05 to Jul’06
- Responsible for handling field sales analysis and field forces’ product related queries.
- Handling ORG IMS data, marketing analysis and budgeting.
- Conceptualizing and designing inputs for brand promotions.
- Arranging Quarterly cycle meets and working on field with respective zonal teams.
- Successfully organized and conducted Cycle meet with full field force in Thailand.
Product Executive (Domestic)
MANDKIND PHARMA
10.2004 - 10.2005
- Successfully handled the sales and marketing of products from Nutritionals, Antibiotic and Antidiabetic segments from Oct’04 to Oct’05
- Instrumental in launching “Livokind” (Ursodeoxycholic Acid).
- Responsible for handling field forces’ product related queries.
- Imparting regular training to field force and developing Training module & Training manuals.
- Instrumental in developing a Therapeutic index for doctors.
Medical Sales Representative
WIN MEDICARE
08.2003 - 10.2004
- Worked as medical representative in Ludhiana market from Aug’03 to Oct’04
- Handled sales of Antiseptics, Analgesics, Liver products and products for Encephalopathy.
- Played stellar role in launching “Contractubex” (product for scars) in Punjab.
- Contributed in stabilizing sales of Win Medicare Flagship brand ‘Betadine’ in Ludhiana HQ.
Education
MBA - Marketing
Punjab Technical University
Ludhiana, India01.2003
B. Pharmacy - undefined
J.S.S. College of Pharmacy
Ooty, Tamil Nadu01.2001
Intermediate -
S. D. Dhawan Govt. College
Ludhiana, India01.1997
High School -
Jiwan Model High School
Ludhiana, India01.1995
Skills
- Well versed with MS Office, Advanced Excel, PPT etc
- Effective communication, Analytical and Marketing skills
LNGG
English
Hindi
Punjabi
CORE COMPETENCIES & SKILLS
- Marketing/Business Development:
- Result driven marketing professional with well-versed experience of effectively managing multitasking projects from conception to completion.
- Adept in handling Marketing operations, new brand launches. Creating/Monitoring marketing strategies. Promotional inputs designing and implementation of sales growth tactics in line with country requirements.
- Strong analytical capabilities with advanced technical knowledge of Excel, Power-Point Presentation, and business analytic tools like Power Bi, ORG IMS etc.
- Good Customer knowledge/Connect in CIS, MENA countries and understanding of business modalities.
- Knowledge of regulatory requirements in CIS, MENA countries viz., key to supporting product registrations and approvals, tender participations etc.
- Good interpersonal relationship management skills for achieving desired outcome and ensuring on-time task completion.
PERSONAL DETAILS
- Date of Birth: 24th Oct, 1979
- Permanent Address: D-301, Jayabheri Orange County, Financial district, Gachibowli, Hyderabad-500032
- Languages Known: English, Hindi, and Punjabi
- Marital Status: Married
Timeline
Deputy. General Manager (GCC, CIS & MENA)
AUROBINDO PHARMA
09.2023 - Current
Asst. General Manager (RCIS & LATAM)
SHILPA MEDICARE LTD.
06.2022 - 09.2023
Asst. General Manager (CIS & MENA)
AUROBINDO PHARMA
06.2016 - 06.2022
Sr. Product Manager (Domestic)
PULSE PHARMA
04.2013 - 06.2016
Pharma Sales and Marketing
ENTREPRENEUR (SELF-EMPLOYED)
05.2008 - 03.2013
Asst. Product Manager - BD (Kenya)
IND-SWIFT LTD
03.2007 - 11.2007
Product Manager (Domestic)
USV PRIVATE LTD.
07.2006 - 03.2007
Product Executive (Domestic)
TORRENT PHARMA
10.2005 - 07.2006
Product Executive (Domestic)
MANDKIND PHARMA
10.2004 - 10.2005
Medical Sales Representative
WIN MEDICARE
08.2003 - 10.2004
B. Pharmacy - undefined
J.S.S. College of Pharmacy
MBA - Marketing
Punjab Technical University
Intermediate -
S. D. Dhawan Govt. College
High School -
Jiwan Model High School
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