Yogi Rajendra Pandya
Medtech - Sales And Marketing
Bangalore
Summary
Dynamic engineering graduate with over 23 years of comprehensive experience in sales and marketing, specializing in the ophthalmology sector. Proven track record of driving sales revenue and expanding market share through innovative business development strategies and effective dealer/channel management. Currently serving as RSM and PDC Lead for Refractive Lasers at Carl Zeiss India, focusing on growth in the refractive business by implementing new business models and enhancing consumable sales. Previous roles include significant contributions as a Sales Consultant and Regional Head, successfully managing high-profile brands and leading impactful marketing initiatives across South India.
Overview
24
24
years of professional experience
4
4
Languages
Work History
RSM South & Lead - PDC Refractive Lasers
Carl Zeiss India (Bangalore) Pvt Ltd
Bengaluru, India
10.2024 - Current
- Self-motivated, with a strong sense of personal responsibility for annual revenue numbers for CapEx.
- Responsible for INR 100 Cr + refractive lasers cyclical business.
- Managing refractive business with premium refractive centers.
- Marketing interventions at existing IB.
- Self-motivated, with a strong sense of personal responsibility.
- Excellent communication skills, both verbal and written.
BD & Lead - PDC Refractive Lasers
Carl Zeiss India (Bangalore) Pvt Ltd
Bengaluru, India
10.2023 - 09.2024
- Developing Business Models & Setting up Practice Development
- New Business Models, incorporating Channel Partners & synergy with OPT team
- OKRs implementation, Internal Team Development
- PDC events, training, B2B2C & D2C campaigns, CARIN projects
- Data hygiene, Growth in 12 focused PD accounts, Collaborating with Global & APAC teams.
Sales Consultant- South Ref
Carl Zeiss India (Bangalore) Pvt Ltd
Bengaluru, India
07.2018 - 09.2023
- Managed Refractive Sales for South India with annual sales revenue of INR 30 Cr
- Achieve Quarterly and Annual Goals/Targets.
- Concept selling, project selling to customers.
- Advised clients on appropriate product selections based on their unique needs, ensuring optimal satisfaction levels upon purchase.
- Used consultative sales techniques to understand customer needs and recommend relevant products and services.
Regional Head - Sales & Marketing
VSY Biotechnology India
Bengaluru, India
05.2017 - 04.2018
- Handling regional sales and marketing for half of India (West and South India).
- Responsible for sales of Acriva IOLs through distributors, achieving monthly sales numbers, and designing and executing sales schemes for distributors and doctors.
- Designing business strategy and evaluating the performance every quarter.
- Organizing and leading distributor meetings.
- Key Opinion Leader development and design long-term plans with KOLs.
- Organizing marketing events: conferences, CMEs, and round table meetings.
- Regular field visits to surgeons and product presentations, solving queries.
- Product training of distributors and surgeons' staff.
- Tracking and Managing Sales Outstanding Collection.
- Increased revenue by identifying new business opportunities and closing high-value deals.
- Improved regional performance by implementing strategic sales initiatives and effective team management.
Sr. Brand Manager -Cataract Instrumentation
Novartis Division-Alcon Laboratories (India) Pvt. Ltd.
Bengaluru, India
01.2012 - 04.2017
- Advisory Board Meetings planning and execution (2012 to 2013). Represented Alcon India at the Regional Advisory Board meeting (Asia 2015).
- Key Opinion Leader development and management for the following brands: Cataract Refractive Suite, LenSx, VERION, LuxOR, EX-PRESS.
- KOL management for five years, working closely with the top leading surgeons in ophthalmology in India: cataract, glaucoma.
- Brand message management - organizing and managing live surgeries and SOV activities in key national and regional conferences like APAO (Asia Pacific Academy of Ophthalmology in 2013), All India Ophthalmological Society (5 years), Delhi Ophthalmological Society Conference (5 years), Bombay Ophthalmic Association (6 years), IIRSI, Eye Advance, and other state conferences.
- Key task owner for the APAO 2013 and APACRS 2014 conference from Alcon Surgicals.
- Attended international congresses like ASCRS (San Diego), APACRS (Seoul and Singapore), and APAO (Beijing).
- Brand management of femtosecond lasers for cataract applications, phaco machines and accessories, surgical glaucoma, and microscopes.
- Product launch of the Surgical Glaucoma Device EX-PRESS, LuxOR Microscopes, and VERION Image Guided systems.
- Launching the Luxor Microscope in India, and supporting the sales team for demonstrations and technical queries from customers.
- Providing support to the Sales and Training team related to all the above brands.
- Optimized budget allocation, ensuring efficient use of resources to drive sales growth and profitability.
Brand Manager-Cataract Instrumentation
Novartis Division-Alcon Laboratories (India) Pvt. Ltd.
Bengaluru, India
05.2009 - 12.2011
- Experience in handling INFINITI and Laureate brands.
- Managing brands worth INR 60 Cr with CapEx and Consummables
- Launching the Leica microscope and supporting the sales team for demonstrations and technical queries from the customer.
- Launched Ex-PRESS Glaucoma Filtration Device.
- Started selecting target group meetings across India to increase the market share of the phaco machine and accessories.
- Enhanced brand recognition by developing and executing targeted marketing campaigns.
- Developed and executed branding campaigns to educate target audiences on product features, benefits and values.
Instrumentation Specialist
Novartis Division-Alcon Laboratories (India) Pvt. Ltd.
Mumbai, India
01.2008 - 04.2009
- Infiniti/Laureate demonstration, follow-up to the targeted account, surgeon. Designing an IOL bundling proposal for the targeted customer and sending it for the manager's approval.
- Create new leads by aggressive demo to Competitive Phaco users.
- Follow up on leads forwarded by Cataract T.S.E.
- Execute cataract instrumentation marketing plans in accordance with established guidelines.
- Achieve assigned sales targets for Infiniti/Laureate in coordination with the Cataract TSE and ASM.
- Work with the surgeons during installations to improve the post-purchase experience.
- Constant feedback on the market information to develop an edge over competitors.
- Effectively manage territory development, ensuring outstanding payments are collected on time to complete the sales.
- Develop customers to achieve maximum sales. Implement activities to sell Alcon products in the market.
- Support after-sales service to customers.
- Work in the OR to constantly promote Alcon products.
- Ensure that the minimum daily call criteria are met and completed.
- Implement the pricing strategy, policy, and discounts to increase sales.
- Collaborated with cross-functional teams to achieve project goals on time and within budget.
- Improved customer satisfaction rates through proactive problem-solving and efficient complaint resolution.
Sr. Territory Sales Executive
Novartis Division-Alcon Laboratories (India) Pvt. Ltd.
Mumbai
03.2007 - 12.2007
- Achieve sales targets for Acrysof IOLs, BSS, viscoelastics, blades, and increase the market share for key accounts in Mumbai.
- Responsible for generating leads for phaco machines and demonstrating the same.
- Work with the surgeons during equipment installation to improve the post-purchase experience.
- Constant feedback on the market information to develop an edge over competitors.
- Effectively manage territory development, ensuring outstanding payments are collected on time to complete the sales.
- Develop customers to achieve maximum sales. Implement activities to sell Alcon products in the market.
- Support after-sales service to customers.
- Work in the OR to constantly promote Alcon products.
- Ensure that the minimum daily call criteria are met and completed.
- Implement the pricing strategy, policy, and discounts to increase sales.
- Achieved sales goals and service targets by cultivating and securing new customer relationships.
- Boosted sales revenue by cultivating strong client relationships and implementing effective sales strategies.
Area Sales Manager
My Healthskape Medicals Pvt Ltd.
Mumbai, India
01.2006 - 02.2007
- Managing the sales and marketing operations, and accountable for increasing sales growth.
- Handled a wide range of products: Wavelight, Tomey Corporation, Ellex Medicals, CSO, Hanshin Medical Flash Sterilizers, and packaging materials for sterilization.
- Driving sales initiatives to achieve business goals and managing dealers and the frontline sales team to achieve them.
- Implementing sales promotional activities, such as participation in an ophthalmic conference, as a part of brand building and market development efforts.
Sales Engineer (Sr)
My Healthskape Medicals Pvt Ltd.
Mumbai, India
01.2005 - 12.2005
- Demonstrations and sales of ophthalmic diagnostic equipment.
Sales Engineer
My Healthskape Medicals Pvt Ltd.
Mumbai
05.2003 - 12.2004
- Demonstrations and sales of Tomey range of diagnostic equipment.
Sales Executive
Jaggi Instruments
Mumbai, India
01.2003 - 04.2003
- To promote the ophthalmic range of products (diagnostic equipment like autorefractors, slit lamps, lensmeters, A-scan UV cleaners, and high-speed sterilizers).
Trainee Engineer
Meditech Dental Equipments India
Mumbai
07.2002 - 10.2002
- To promote and service the dental product range.
- Collaborated with senior engineers on complex projects.
Education
B.E - Biomedical Engineering
MGM college
Navi Mumbai01-2002
Senior Management Program - General Management
IIMC
Kolkata, India 04.2001 -
Diploma Engineering - Electronics and Telecomm.
BVIT
Navi Mumbai01-1999
Diploma Engineering - Instrumentation
BVIT
Navi Mumbai01-1998
HSC - Science
Atomic Energy Junior College
Mumbai, Maharashtra01-1995
SSC -
Atomic Energy Central School
Mumbai01-1993
Skills
Friendly, positive attitude
Teamwork and collaboration
Computer skills
Customer service
Key Job Experience Overview
- An engineering graduate with 22+ years of experience in Sales (14yrs+) and Marketing (8yrs), Business Development, Dealer/Channel Management in Ophthalmology.
- Presently working as RSM & PDC Lead, Refractive Lasers, in Carl Zeiss India (Bangalore) Pvt. Ltd. I am responsible to grow Refractive business by developing new business models and also set up Practice Development to grow consumable business. From 2018-07-01 to 2023-09-30 worked as Sales Consultant & was responsible for Equipments, Consumables & Service by increasing the install base & developing break through Brands VISUMAX SMILE Femtosecond Laser & MEL90 Excimer laser in South India.
- Worked as Regional Head (Half India)- Sales and Marketing in VSY Biotechnology India, was responsible for sales of ACRIVA range of IOLs through distributors and organize marketing Events, Outstanding payment collection management, KOL Development, Training to Distributors.
- Worked as Sr Brand Manager - Cataract and Instrumentation for Alcon Surgicals, handling Brands like LenSx Femtosecond Laser & drive consumable business, VERION Image Guided System, LuxOR Microscope, ORA and EX-PRESS Glaucoma Filtration Device.
- KOL Development and Message management, Organizing Users meet for LenSx, Support to R&D evaluations at different Institutes - Aravind Eye Hospital, R.P.Centre (AIIMS), Dr Ramamurthy, Dr Abhay Vasavada, Dr V.C.Mehta. APAC expert for query management for Luxor microscopes.
- Worked as a Brand Manager - Cataract Instrumentation for Alcon Surgicals, handling Phaco Machines & Accessories - INFINITI, Laureate, Legacy & Leica Microscopes.
- Specialization in Heading Live Surgery Events in Alcon like National and APAC level Live surgeries, CMEs, Advisory Board Meetings, Round Table meetings, Meet the expert, Road Shows, Users meeting.
- Team handling in Alcon - Driving LenSx Femtocataract business through Refractive Sales and Application team. Driving Instrumentation Specialist team for Phaco brands like INFINITI, Laureate, LuxOR, Leica & VERION brand through Technology Integration Specialist Team.
- Worked as Area Sales Manager - Managed Half of Maharashtra, Rajasthan, MP, CG along with team of 3 front line Sales Engineers & Distributor at My Healthskape Medicals Pvt. Ltd, Mumbai & responsible for Ophthalmology diagnostic Equipments and Wavelight.
- Responsible for the sales of 3 Wavelight Lasers - Dr. Wavikar - Eye Q, Dr. Sanjeev Balani - Refurbished 200 Hz, Indore Lasik Laser Centre (Group of 40 surgeons) Eye Q.
Training And Other Experiences
- Certification Courses in Senior Management Program from IIMC, 2023-2024
- Regional team TTT (Train the Trainer) programs for Marketers (3 days)
- Marketing from IIM Bangalore (3 days)
- Marketing courses conducted by Richard Czerniawski in Thailand
- Advanced Phacoemulsification Training from Navneet Eye Hospital conducted by Dr Navneet Toshniwal, 2018-03-01
- Experience of conducting couple of post sales Practice support for each LenSx, Wavelight Lasik Laser, Phaco machines
- Centre of Excellence - Experience of developing & managing LenSx and Wavelight Centre Visits at respective Centre of Excellence, Identifying and Developing the Centre of Excellence
- Experience of Refractive Diagnostics Sales - TMS 4 Topography and training the Surgeon on the same
- Undergone Wavelight Aberrometer training conducted by Aamir Zeil, 2006
- Extensive experience in exploring and developing new markets, dealers, launching new products, accelerating growth & achieving desired sales goals.
- A skilled communicator with exceptional presentation skills and abilities in forming business partnerships and establish win-win relationships with key opinion leaders in the industry
- Developing Marketing Plan for the respective Brands
- Supported the Training team for internal training in Alcon
Personal Information
- Date of Birth: 4th Feb 1978
- Gender: Male
- Marital Status: Married
Awards
- Best Individual Performer (ZEISS)- Refractive Sales
- 2019-2020
- 2020-2021
- 2018-2019
- Best region (ZEISS) - Refractive Sales
- Best region OPH including Refractive (ZEISS), 2019-2020
- Recognized by Alcon APAC team for outstanding efforts for heading 2014 APACRS and 2013 APAO live surgery
- Best Instrumentation Specialist (Alcon) - Runner up, 2008
- Star performer of the month, 2008
Timeline
RSM South & Lead - PDC Refractive Lasers
Carl Zeiss India (Bangalore) Pvt Ltd
10.2024 - Current
BD & Lead - PDC Refractive Lasers
Carl Zeiss India (Bangalore) Pvt Ltd
10.2023 - 09.2024
Sales Consultant- South Ref
Carl Zeiss India (Bangalore) Pvt Ltd
07.2018 - 09.2023
Regional Head - Sales & Marketing
VSY Biotechnology India
05.2017 - 04.2018
Sr. Brand Manager -Cataract Instrumentation
Novartis Division-Alcon Laboratories (India) Pvt. Ltd.
01.2012 - 04.2017
Brand Manager-Cataract Instrumentation
Novartis Division-Alcon Laboratories (India) Pvt. Ltd.
05.2009 - 12.2011
Instrumentation Specialist
Novartis Division-Alcon Laboratories (India) Pvt. Ltd.
01.2008 - 04.2009
Sr. Territory Sales Executive
Novartis Division-Alcon Laboratories (India) Pvt. Ltd.
03.2007 - 12.2007
Area Sales Manager
My Healthskape Medicals Pvt Ltd.
01.2006 - 02.2007
Sales Engineer (Sr)
My Healthskape Medicals Pvt Ltd.
01.2005 - 12.2005
Sales Engineer
My Healthskape Medicals Pvt Ltd.
05.2003 - 12.2004
Sales Executive
Jaggi Instruments
01.2003 - 04.2003
Trainee Engineer
Meditech Dental Equipments India
07.2002 - 10.2002
Senior Management Program - General Management
IIMC
04.2001 -
Diploma Engineering - Electronics and Telecomm.
BVIT
Diploma Engineering - Instrumentation
BVIT
B.E - Biomedical Engineering
MGM college
HSC - Science
Atomic Energy Junior College
SSC -
Atomic Energy Central School