VIPUL SHETE
Zonal Business Manager
Ahmedabad
Summary
Result-driven Zonal Business Manager with extensive experience in pharmaceutical sales leadership, territory expansion, and high-performance team management. Proven track record of driving double-digit growth, strengthening key accounts, and executing national marketing strategies at ground level. Adept at data-driven decision-making, coaching large field teams, and delivering sustainable business outcomes across multiple geographies.
Overview
29
29
years of professional experience
4
4
Languages
Work History
- Led zonal operations across multiple states, managing large teams of Area & Territory Managers
- Delivered consistent YoY sales growth, outperforming zonal and national benchmarks.
- Executed successful new product launches, achieving rapid market penetration.
- Strengthening key institutional and trade relationships, improving market share.
- Drove business planning, forecasting, and review cycles using multiple data points.
- Coached and developed frontline managers, improving productivity and retention.
- Partnered closely with Marketing, HR, and Supply Chain for seamless execution.
- Managed high-potential territories with full revenue accountability
- Built strong distributor networks and optimized stock availability
- Implemented doctor engagement and brand-building initiatives
- Identified new business opportunities and under-penetrated markets
- Recognized multiple times for sales excellence and leadership performance.
- KEY ACHIEVEMENTS
- Delivered double-digit zonal growth in competitive therapy segments
- Successfully launched multiple brands with strong ROI
- Built high-performing teams through structured coaching & reviews
- Improved sales force effectiveness through data-led execution
- Consistently ranked among top performing zones
Zonal Business Manager
Abbott Healthcare
01.2023 - Current
- Handled three large size states, with large size team of 50+.
- DD component reduced to
Zonal Business Manager
Abbott Healthcare
01.2022 - 01.2023
- Handled three large size states, with large size team of 50+.
- DD component reduced to
Zonal Business Manager
Abbott Healthcare
01.2019 - 01.2021
- Took multiple strategic decisions aligning NSM for bigger changes. like de pooling some territories, optimal head counts in each area. DVL re alignments. Engaging team positively driving changes.
Zonal Business Manager
Abbott Healthcare
01.2016 - 01.2019
- Leading highest-productivity zone within the division, stepped into the shoes of a ZBM post his retirement.
- Able to become a change manager Pushing team of stalwarts out of their comfort zone, also able to bring the team out of nervous 90's and started crossing 100% consistently.
Zonal Business Manager
Abbott Healthcare
01.2014 - 01.2016
- Brought in team stability in Mumbai by controlling attritions.
- Improved sales discipline, field effectiveness, and overall zonal productivity by developing ABM & TBMs w r t Customer orientation, brand building and strong Rx generating culture.
- Conducted many Out-clinic activities of large scale collaborating with other divisions, along with IOA in Ahmedabad & Rajkot.
Zonal Business Manager
Abbott Healthcare
01.2012 - 01.2014
- Led a newly launched division across 2 large South Indian states
- Managed a pilot project, entrusted with end-to-end zonal ownership during launch phase.
- Transitioned phase from Piramal to Abbott culture.
Area Business Manager
Piramal Healthcare
01.2005 - 01.2012
- Managed fully unionized senior & seasoned team of 8 TBMs.
- I was Awarded Best ABM two times. Productivity increased from 0.82 lacs to 355 lacs.
- Sangli TBM was awarded as best TBM of the MT.
- Received multiple brand awards, Best & fastest Rx generation award for new launch.
Territory business Manager
Sarabhai Chemicals
01.1997 - 01.2005
- Territory covered South Gujarat, based out of Valsad.
Education
MBA - Marketing
NMIMS
On Line 04.2001 -
Skills
- Salesforce CRM
- MS Excel (Advanced), PowerPoint
- Sales Dashboards & Analytics
- Abbott Internal Systems
Sales management
Sales team leadership
Sales operations
Sales targets
Teamwork and collaboration
Problem-solving
Excellent communication
Timeline
Zonal Business Manager
Abbott Healthcare
01.2023 - Current
Zonal Business Manager
Abbott Healthcare
01.2022 - 01.2023
Zonal Business Manager
Abbott Healthcare
01.2019 - 01.2021
Zonal Business Manager
Abbott Healthcare
01.2016 - 01.2019
Zonal Business Manager
Abbott Healthcare
01.2014 - 01.2016
Zonal Business Manager
Abbott Healthcare
01.2012 - 01.2014
Area Business Manager
Piramal Healthcare
01.2005 - 01.2012
MBA - Marketing
NMIMS
04.2001 -
Territory business Manager
Sarabhai Chemicals
01.1997 - 01.2005
CORE COMPETENCIES
- Zonal & Regional Sales Leadership
- Business Growth & P&L Ownership
- Key Account Management
- Field Force Effectiveness
- Distributor & Channel Management
- Sales Forecasting & Analytics
- Product Launch Excellence
- CRM & Salesforce Utilization
- Cross-Functional Collaboration
- Talent Development & Coaching
LEADERSHIP STYLE
Hands-on coach, strong communicator, performance-driven, and people-first leader with sharp business acumen.