VIVEK SHARMA
Market Access | Institutional Sales
Rohini
Summary
Healthcare strategist and market access leader with 20+ years of pharmaceutical industry experience across sales, key account management, and government affairs. Proven track record of driving product access initiatives and revenue growth through strategic relationships with payers and policy influencers. Expertise in navigating complex Indian healthcare systems, contract negotiations, and delivering scalable market access solutions. Strong leadership background in cross-functional collaboration and business development within fast-paced, entrepreneurial environments.
Overview
24
24
years of professional experience
3
3
years of post-secondary education
Work History
Consultant-Market Access & Government Business
Independent
01.2023 - Current
- Spearhead strategic account management for national screening projects, executing comprehensive access strategies for central and state-funded reimbursement institutions
- Developed and implemented national business strategy yielding access expansion and revenue realization through effective tendering and contract management
- Cultivated strategic relationships with government policy influencers, national health mission directorates, key opinion leaders, and public health system authorities for sustained business growth
Senior Access Manager
Eli Lilly & Company, India
01.2015 - 12.2022
- Executed market access strategies securing favorable reimbursement agreements with major national and regional payers (ESIC, DGAFMS, CGHS, Indian Railways); nominated for global access excellence award
- Translated access initiatives into contract performance by reducing reimbursement barriers and enabling sales delivery of ₹75 crore in value
- Designed access and contract sales predictability dashboard providing data-driven alignment between access teams and business stakeholders
Senior Manager – Key Accounts Management
Eli Lilly & Company, India
03.2012 - 12.2014
- Mapped procurement cycles, institutional decision-making hierarchies, and processes for key government accounts
- Co-created account management framework optimizing access and preference for Cardiology and Diabetes portfolios
- Designed and delivered training modules for sales and account managers, enhancing institutional procurement knowledge across teams
District Manager – Immunology & Inflammation
Pfizer Limited, Mumbai
12.2010 - 03.2012
- Developed and executed comprehensive launch readiness plan for immunology molecule, including market analysis, competitive positioning, and go-to-market strategy
- Led digital transformation project modernizing immunology marketing and sales communication platforms
- Redesigned key opinion leader engagement strategies addressing critical market challenges and improving brand positioning
District Manager – Institutional Sales
Pfizer Limited, Delhi
03.2006 - 11.2010
- Managed and developed high-performing team achieving institutional sales targets across northern India region
- Executed pilot project enhancing customer engagement tactics, resulting in measurable sales performance improvement
- Global award recipient for highest sales and growth achievement across India (2006)
Business Executive
Pfizer Limited, Ambala
05.2004 - 02.2006
Professional Service Representative
Pfizer Limited, Gwalior
03.2002 - 04.2004
Education
Management Development Program – Certification -
Harvard Business Publishing
01.2013
Bachelor of Science -
Jiwaji University
Gwalior, India 07.1995 - 06.1998
Skills
Market Access Strategy
Healthcare Systems & Policy Analysis
Key Account Management
Government Affairs
Contract Negotiations & Management
Pricing & Reimbursement Strategy
Public Health Policy
Cross-functional Leadership
Process Improvement
Six Sigma (Lean)
Business Development
Strategic Relationship Management
Problem-solving
Client relationships
Timeline
Consultant-Market Access & Government Business
Independent
01.2023 - Current
Senior Access Manager
Eli Lilly & Company, India
01.2015 - 12.2022
Senior Manager – Key Accounts Management
Eli Lilly & Company, India
03.2012 - 12.2014
District Manager – Immunology & Inflammation
Pfizer Limited, Mumbai
12.2010 - 03.2012
District Manager – Institutional Sales
Pfizer Limited, Delhi
03.2006 - 11.2010
Business Executive
Pfizer Limited, Ambala
05.2004 - 02.2006
Professional Service Representative
Pfizer Limited, Gwalior
03.2002 - 04.2004
Bachelor of Science -
Jiwaji University
07.1995 - 06.1998
Management Development Program – Certification -
Harvard Business Publishing