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- 1. MANISH SETH Total of 23+ years experience in Innovative professional field, having concise vision of future objectives with years of progressive Sales and Service expertise in critical therapies and healthcare arenas having demonstrated leadership, interpersonal and organizational skills. Having expertise in driving industry growth and reviving under-performing business, managing profit (P & L). Experience in developing new business models to address emerging business opportunities, managing large teams and working in a matrix organization across various cross functions. Highly motivated, quick learner and success oriented professional seeking a challenging position in Pharmaceutical, Healthcare & Life Sciences domain for Sales & Marketing. I am confident of my ability and can outstand as a professional in the company which requires me to utilize the skills, abilities and experience to ensure the companys success. SKILLSET Current Industry Pharmaceuticals Medical Devices/Healthcare Current Functional Area Business Development Trade and Channel Management Sales Domain Expertise Retail, Channel, Vendor Portfolio Management Business Management People Management, Team building Sales Enablement Marketing 4P Integration, Global Supply Chain Product Demand & Supply CAREER HISTORY May 2014 to Present* Norris Medicines Ltd. General Manager - Marketing Duration: W-1 employee, Full-time, 50 hrs/week, PRN Key Responsibilities Reporting to Managing Director & handling a team of 5 persons including Assistant Managers & Executives. Interacting with International Head, Product Managers and support services, vendors & created new set ups in business operation in terms of new geographical areas, institutions. Successfully handled the entire gamut of Sales & marketing using CRM tools for business level decisions, promotion of products, proficient in management of all key TAs/Sub-TAs, specialty & super specialty portfolios. Wide exposure to management of both innovator and generic brands behavior and PLM. Effective utilization of IT enabled CRM tools for business level decisions. Thorough knowledge of Sales Force Effectiveness, Sales Force Automation, Brand building and Distribution & supply Chain in Pharma Industry. Deployment and utilization of resources optimally to ensure top line and bottom line achievements as center head. Developing a competitive business development and sales strategy, uncovering/ creating new opportunities, identifying dynamic and flexible solutions and managing account activity. Increase the market share of the company through extensive market/ business analysis. Monitoring competitor strategy and building counter strategies to increase the market share of the company. Generating new leads and converting them into productive business partners. Key Achievements
- 2. Also, was instrumental in setting up business, supply chain & operational process and expanding Co. Biz. by establishing a base in Corporate & Tender Business, untapped smaller markets, regions etc. Re-launched the company in the franchise segment, initiated the third party business. Renovated the existing brands of the company their packaging, pricing and promotional plan & responsible to drive 100% growth in franchise segment. Expanded with new markets and customers. May 2009 April 2014 Cosmas Research Labs Ltd. Chief Marketing Manager Duration : W-2 employee, full-time, 50-80 hrs/week, PRN Key Responsibilities Apr 2010-May2014- As Chief Marketing Manager, Heading 3 verticals Cosmas, Armour & Cruise Pharmacia involved in sales & marketing through Ethical & PCD module. Reporting to Marketing Director & responsible for Multi-specialty & Cardio division handling a team of6 persons including Assistant Managers, Executives, etc May 2009 - March2010 as Senior Marketing Manager- HOD Marketing handling contract manufacturing, lead the department with team size of 12 executives and 2 Assistant Manager with a business volume grown from 3.25 cr/ mth to 5.00 cr/ mnth Budgetary planning and allocations, managing media & advertisements. FY12 Revenue approx 9.00 cr increase in business volumes from 0.35 lacs to 0.75 lacs per month in a span of 3 yrs that amounts to 35 cr approx in trade vol. with annual growth of 30% Successfully handled the entire gamut of Sales & marketing using CRM tools for business level decisions, promotion of products, proficient in management of all key TAs/Sub-TAs, specialty & super specialty portfolios Wide exposure to management of both innovator and generic brands behaviour and PLM. Effective utilization of IT enabled CRM tools for business level decisions. Handling Sales, Marketing, and Service Portfolio for India region. Handled the team size upto 17 people & deployment and utilization of resources optimally to ensure top line and bottom line achievements as centre head. Developing a competitive business development and sales strategy, uncovering/ creating new opportunities, identifying dynamic and flexible solutions and managing account activity. Building strategic alliances with channel partners through effective relationship management. Formulating brand wise communication, designing visual aids, LBL's etc. New product launch, Searching & finalizing brand names and TM registrations, pricing & packaging etc. Co-coordinating & negotiating with ad agencies vendors for promotional inputs. Selection & recruitment of executives managers & providing them on job training. Ensuring inventories at the central stock points and c&f. Key Achievements FY13-14 Revenue approx 9.00 cr, 100% of the target achieved. Market development by way of establishing equidistance geographical thrombolytic centers. Responsible for B2B Business, starting from a Turn-over of 3.25 cr to 5.25 cr, per month in yr 2009-2010, with a team size of 13 persons. Responsible for the 3 verticals, Cosmas, Armour & cruise. Introduced cruise achieved upto 1.5 cr. Also, was instrumental in setting up business, supply chain & operational process and expanding Cosmas Labs by starting ethical operations in Karnataka & Odisha, effective deployment of human resource.
- 3. May 2007 May 2009 Dr. Reddys Ltd. Area Sales Manager Duration: W-2 employee, full-time, 50-80 hrs/week, PRN. Key Responsibilities Heading a Sales Force upto 12 Medical Representative -spread across the Northern Region. Successful team leader, handling 25 lacs per month business unit, developing Sales & to build sales, customer satisfaction & drive volumes. Handling Sales, Marketing, and Service Portfolio for North which includes Punjab, Haryana, and Chandigarh& Himachal Pradesh per specifications and regulation standards for India. FY07-08 Revenue approx 3 cr., increase in business volumes with 100% of the target achievement and consistent growth of 26% in next year Preparation of business plans, Budgets & implementation strategies and tactics. Identification of new leads Sales strategy: formulation and implementation of corresponding promotional activities for aforesaid areas, Supervising and managing sales team, asserting smooth and prompt supply of goods and services, ensuring process implementations and on job coaching for people dev. Keeping abreast information and presenting analyzed report for product performance of company and Competitors move for business strategy formulations, analysis & presenting sales review report to the SM of the company and getting approval for related matters. Analyze sales statistics to determine sales potential, inventory requirements, and customer preferences. Achieving monthly & annual sales objectives, selection & recruitment of the reps. Conducting team review meets on activity and performance. Performance appraisal of each team member. Key Achievements Had joined as a ASM, won the Excellence award winner, received certificate of appreciation from the organization Cross-functional co-ordination with various departments in getting the equipment technically integrated for final successful result successfully completed various Management development programs. Organized promote India meet at regional level in co-ordination with the oncology division Conducted CME's & various activities for doctors Expanded the market from 12 reps HQ. To 19 HQ. In the region & monthly pcpm from 1 lac to2 lacs BUSINESS SKILLS Coverage and conversion of corporate business across broad spectrum of pharma products and services, Consumer reach through development of distributor/partner network spread optimally across markets. Handling sales operations for achieving projected growth & profitability for designated regions. Provide local Marketing Execution support to the Field Sales Team and help them in Conceptualizing, Designing and Executing Lead Generation activities. Manage the sales and marketing operations for promoting Healthcare products/services and accountable for achieving business goals and increased sales growth. Identify, develop and nurture new market segments for launch of products, thereby enhancing profitability. Review & interpret the competition & market information to fine-tune the marketing strategies. Ability to analyze, assess and interpret key market trends and patterns to identify opportunities from a range of information sources. Ensure client retention and maintaining continuity in generation of regular business, keeping all business partners updated with market trends and developments, taking care of their requirements.
- 4. CHANNEL MANAGEMENT Identify and network with financially strong and reliable dealers and channel partners, resulting in deeper market penetration and reach. Managing vertical P&L while ensuring profitable growth of business, sustaining business health & continuity. Evaluate performance & monitoring depots sales and marketing activities. Evaluate short listing & finalizing sound C&F agents in different states of the region thus ensuring smooth distribution. PRODUCT MANAGEMENT & SALES PROMOTION Organize and conduct medical educational programs, seminars, advisory board meeting and conferences for the doctors. Developing and creating marketing concepts for clients towards connecting their products with the target consumers, Building brand equity through ATL/ BTL marketing initiatives alongside building Healthcare platforms. Created portfolio differentiation and a brand positioning matrix involving detailed medico-marketing analysis for molecules, to understand and leverage the dynamics of country-specific markets. Led creation of brand packs as a project management task, including launch kits, made in collaboration with technical and creative vendors. Design & implement marketing activities such as camps, doctors meets/ conferences for enhancing brand visibility/ coverage & reach. TEAM MANAGEMENT & HR ACTIVITIES Provide direction, motivation and training to the field sales team, ensuring optimum performance. Expertise in identifying & managing strengths of different people in the team and mobilize accordingly to accomplish desired organizational task effectively. Recruitment, training, development, deployment, mentoring & periodic performance appraisals of sales team. EDUCATION 1986 1988 Bachelor of Science (B.Sc) University of Kanpur. (Full Time Course, 48 hrs per week ) 1989 1991 MBA (Foreign Trade and Marketing) IPM Kanpur. (Full Time Course, 48 hrs per week ) PRODUCTS HANDLED Pharmaceutical formulations in: Pediatric and ENT range of formulation products, pain Management (Anti Inflammatory Analgesics). Multivitamins & Neutraceuticals, Dermatological applications, gastroenterology range of formulation products. Chest & Cardiology, cardio-vascular range & high antibiotics, respiratory range-inhalers, gynaec, ortho products. KEY LEARNING WORKSHOPS Induction program in torrent on cardio-vascular Pediatrics. Induction training from GSK on products and sales training at Mumbai in 1991 & EIS & WSFIS program in GSK ASM orientation program in 2007, MDP level 1 in Dr. Reddy' 2008, MDP level 2 in Dr. Reddys' 2009 REFERRES Referees will be supplied upon request* Mobile: +91 - 81286 60445 +91 - 93561 49260 Email: manishseth30@gmail.com LinkedIn Profile: http:// in.linkedin.com/pub/manish-seth/25/484/852/ Passport Number: L 3 7 3 6 3 9 4