NAVEEN SUKUMARAN

• Led Operational Oversight and Budgetary Supervision: Managed operations and budgets across 07 SSA markets. Ensured timely revenue delivery, financial contributions, and streamlined workflows across multiple departments.
• Developed Quarterly Revenue Plans and Forecasts: Devised and presented quarterly revenue plans, identified key business risks, and established risk management procedures.
• Spearheaded SSA Strategy (Xceed): Developed the Xceed strategy for SSA, a blueprint towards achieving OneAfrica goals for FY28.
• Developed Comprehensive Sales Strategy for Mauritius and Madagascar: Developed a comprehensive sales strategy for Mauritius and Madagascar, leveraging strengths in promotional mix, successful new launch strategies, and enhanced customer experiences to achieve accelerated market share gains.
• Negotiated Contract Renewals and New Agreements: Secured favorable terms with distribution partners to maximize profitability through contract renewals and new agreements.
• Established Performance Scorecard: Implemented a performance scorecard for sales, commercial functions, and specialty functions to track progress towards growth and profit goals.
• Identified & Executed Business Development Opportunities: Identified and pursued opportunities with Teva, CCL, Fulllife, and Lamar to expand the portfolio and increase revenue.
• Developed Innovative Sales and Marketing Strategies: Created innovative strategies in SADC markets to transform the business landscape in Mauritius & Madagascar.
• Contributed to Organizational Restructuring: Played a key role in major organizational restructuring efforts, resulting in a more agile and responsive team structure.
• Enhanced S&OP Function: Improved S&OP function through enhanced collaboration between supply chain, sales, marketing, regulatory, and quality assurance, driven by data-driven decision-making.
• Partnered in Financial Decision-Making: Partnered with FP&A head to make strategic financial decisions and supervised operational spends to reduce costs and align SSA % EBITDA with Cipla global targets.
• Established Standard Operating Procedures (SOPs): In partnership with HRBP developed SOPs such as travel expense and pricing policies to reinforce company culture and vision.
• Built Strong External Relationships: Established and maintained strong relationships with external stakeholders, customers, and strategic partners.
• Collaborated with Audit Teams: Collaborated with audit teams, providing information and support for annual statutory audits.
• Mentored Cross-Functional Teams: Mentored team members in sales, key accounts, marketing, sales force effectiveness, and commercial training, fostering a culture of continuous learning and development.
• Created Succession Plans: Developed succession plans to ensure operational continuity during leadership transitions.
• Represented Cipla SSA at External Events: Represented Cipla SSA at industry events to promote relationships with key stakeholders and enhance corporate equity.

Led Commercial and Specialty Business Divisions: Oversaw performance delivery and implemented leadership and development plans, ensuring the faster sales growth and overall success of SSA BU.

Negotiated Favorable Sales and Distribution Terms: Secured advantageous sales and distribution contracts with partners, resulting in delivering target pricing to patients while maintaining the lowest channel distribution costs in the industry.

Standardized Replenishment Model: Developed a templated replenishment model with Route-to-Market distribution partners in 07 SSA markets, enhancing in-country stock security and significantly improving primary and secondary sales predictability.

Developed Competitive Pricing Strategies: Utilized competitor price benchmarking exercises to create effective nudge pricing strategies, that delivered superior profitability while maintaining a competitive edge in the market.

Spearheaded New Product Portfolio Development: Led the ideation and development of a new product portfolio, resulting in increased market share and growth opportunities via new product launches.

Enhanced Launch Readiness Efficiency: Streamlined regulatory, project management, supply chain, and brand management processes, improving overall launch readiness and effectiveness.

Revamped Internal Communication Channels: Improved transparency and communication between departments, fostering greater organizational cohesion and efficiency.

Optimized Supply Chain Management: Developed SSA-specific supply chain management systems, reducing out-of-stock rates from 11% to 3.7%, decreasing the Days of Forward Cover (DOFC) gap to 7 days, and improving forecast accuracy from 52% to 71%.

Implemented Innovative Pharma Initiatives in Retail Channel: Introduced initiatives such as Must Stock Lists and Combo Deals, driving increased retail product availability and enhancing dispenser brand recommendations.

Tracked Key Business Metrics: Monitored key business metrics, including financial contribution & EBITDA, and provided recommendations for proactive adjustments to achieve business goals.

• Led a Diverse Team of Talents: Successfully led a team of 42 medical representatives, 6 sales managers, 1 marketing manager, 1 commercial trainer, and 1 sales administrator.
• Improved Regional Performance: Implemented strategic sales initiatives and effective team management, resulting in enhanced regional performance.
• Expanded Market Share: Achieved market share growth through targeted marketing campaigns and strong customer relationship building, leading to three brands exceeding $1 million in annual revenues.
• Conducted Regular Performance Reviews: Conducted performance reviews with sales, marketing, and commercial training functions, setting clear expectations and supporting employee development.
• Delivered Consistent Sales Results: Achieved consistent sales results in challenging markets and addressed stock security challenges effectively.
• Managed Budgets Responsibly: Managed budgets responsibly while investing in long-term growth opportunities that yielded positive returns.
• Implemented Data-Driven Decision Making: Utilized tertiary territorial sales data analytics and integrated macro industry trends from IQVIA and Sanisphere to identify market trends and optimize tactics.
• Recruited Top Talent: Led recruitment efforts, interviewing and hiring top talent across the region, leading to improved market share rankings for Cipla in East Africa.
• Championed Inclusive Workplace Culture: Fostered an inclusive workplace culture that valued individual perspectives and mentored team members for career growth, resulting in key internal promotions.
• Cultivated High-Performance Environment: Cultivated a high-performance environment through effective goal-setting and ongoing performance monitoring.
• Optimized Tactics and Customer Experience: Participated in Monday morning sales meetings to optimize tactics, approaches, and enhance the customer experience.
• Conducted Market Visits: Conducted regular in-market visits to Tanzania and Uganda every alternate month to collaborate, resolve field challenges, and drive results in a highly competitive environment.

• Led and Mentored Sales Team: Successfully led and mentored a 14-member sales team, achieving an impressive 93% employee retention rate.
• Developed Comprehensive Market Launch Plan: Developed and executed a comprehensive private market launch plan for Uganda, resulting in a +39% increase in topline revenue for H1 FY17.
• Achieved Sales Goals: Achieved sales goals by fostering genuine customer relationships and implementing innovative customer engagement strategies.
• Focused Demand Generation: Implemented script-led demand generation strategies that boosted the performance of focus brands by +44% year-over-year, exceeding targets with a 114% achievement rate.
• Expanded Customer Base: Counseled and managed 14 medical representatives to maintain and expand the customer base, leading to significant revenue growth in respiratory (38% YoY), multi-specialty (37% YoY), chronic care (33% YoY), and Cipla Generics (36% YoY).
• Financial Turnaround: Spearheaded financial turnaround at Cipla subsidiary QCL, transforming it from a cash-negative status to achieving +2% EBITDA for H1 FY17 and +8% for full year FY17 through revenue improvement, cost efficiency, and reduced working capital days.
• Organized National Symposia: Organized three national symposia focused on respiratory and hepatology, recognized for their impact on asthma and hepatitis management.
• Devised Promotional Plans: Developed effective promotional and advertising strategies for Parafizz, positioning it as a leader in faster pain relief products.
• Ensured Supply Chain Efficiency: Secured consistent stock supply by providing accurate sales forecasts and effectively managing shipments.
• Engaged in Customer-focused Initiatives: Led product training, demonstrations, customer awareness campaigns, and branding initiatives to drive revenue growth.
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• Led a Diverse Team: Successfully led a diverse team comprising 19 medical representatives, 2 sales supervisors, and 2 business development managers.
• Built High-Performing Sales Team: Built and nurtured a high-performing sales team through strategic recruitment, targeted training programs, and proactive performance management initiatives.
• Monitored Performance Metrics: Regularly monitored sales performance metrics to track progress towards sales goals, identifying and implementing improvements where necessary.
• Implemented Targeted Marketing Campaigns: Launched various targeted marketing campaigns to enhance prescriber brand awareness and capture incrased market share, resulting in several brands becoming leaders in their respective categories and recognition as the most admired pharmaceutical company in Uganda..
• Established Strong Industry Relationships: Cultivated robust relationships with key industry players, external stakeholders, and Ministry of Health (MoH) officials to drive business growth and expansion.
• Established Strong Industry Relationships: Cultivated robust relationships with key industry players, external stakeholders, and Ministry of Health (MoH) officials to drive business growth and expansion.
• Ensured Regulatory Compliance: Ensured compliance with regulatory requirements in the Democratic Republic of Congo (DRC) through close collaboration with distribution partners and the Ministry of Health.

• Developed and Executed Successful Product Launch Strategies: Strategized and implemented successful launch strategies for multiple products in Rwanda, navigating both challenging and exciting circumstances.
• Negotiated with State Insurers: Collaborated with a state-run insurer (RSSB Rwanda) to include launch products in drug formularies for reimbursement, accelerating adoption by healthcare providers and pharmacies.
• Engaged Healthcare Professionals: Engaged with doctors and pharmacists through corporate and product presentations, educating them on product features, advantages, and benefits.
• Led and Motivated Sales Team: Provided motivational coaching and performance-based incentives to lead a successful sales team.
• Conducted Training Sessions: Organized regular training sessions to enhance team members' product knowledge and sales techniques.
• Facilitated Sales Meetings: Organized frequent sales meetings to review progress, share best practices, and set achievable targets for ongoing success.
• Built Client Relationships: established enduring client relationships through outstanding customer engagement built on science and consistent follow-up.
• Managed Key Accounts: Strategically managed key accounts, fostering strong relationships that boosted customer loyalty and generated repeat business.
• Achieved Sales Targets: Consistently met or exceeded quarterly sales targets through persistent effort and effective sales strategies.

Stretch Assignment in Nigeria: Successfully completed a stretch assignment to establish operations in Nigeria for Micro. Responsibilities included identifying and contracting a route-to-market partner, recommending the portfolio and pipeline, implementing registration strategies, and establishing Micro Nova as a legal subsidiary in Nigeria, while responsibly overseeing Uganda sales.

Proven Ability to Learn Quickly and Adapt: Demonstrated the ability to quickly learn and adapt to new situations, ensuring effective execution of tasks and responsibilities.

Efficient Time Management: Managed time efficiently to meet deadlines, including working flexible hours across nights and weekends as needed.

• Launched Micro Labs in Uganda in 2003: Successfully launched Micro Labs in Uganda in 2003, establishing the company in a challenging market environment with near-zero sales and a limited field force, amidst fierce competition from multinational corporations (MNCs). These foundation years laid the groundwork for the company's growth, which has since expanded to achieve over $6 million in revenue.
• Identified and Recruited Diverse Talents: Successfully identified and recruited talents from diverse cultural and belief backgrounds, integrating them to build a cohesive and high-performing sales force. This achievement stands out as a proud moment of transformation.
• Years of Hard Work, Perseverance, and Commitment: Over many years of our team's hard work, perseverance, and commitment to improving patient outcomes, we established Micro as a preferred pharmaceutical company in Uganda. We ensured widespread availability of our products in hospitals and pharmacies, actively sought prescriptions from doctors, and gained recommendations from pharmacists. Building trust and credibility were paramount to our success.
• Developed Innovative Pricing Strategy: I developed an innovative pricing strategy for branded generics that focused on affordable premiums with attractive look-and-feel packaging. This approach was unconventional at the time but crucial in improving customer perception and accelerating brand adoption, contributing significantly to our rapid success in Uganda.
• Sales Strategy Anchored in Science: Our sales strategy centered on promoting better, cleaner science, enabling doctors to achieve improved patient outcomes. This approach was not easily replicable and helped differentiate us, solidifying our position as a leader in the market.

• Achieved Regional Revenue Targets and Managed Distributors: Successfully met primary and secondary revenue targets across assigned geographies while managing relationships with 24 company distributors to achieve top-line sales objectives.
• Developed Relationships with Key Opinion Leaders: Cultivated enduring relationships with key opinion leaders in psychiatry, neurology, and diabetes therapeutic areas, significantly increasing market share.
• Engaged Pharmacy Staff: Established rapport with pharmacy staff by providing valuable insights into medication usage patterns among patients.
• Collaborated with Medical Associations: Maintained strong professional ties with local medical associations, collaborating to enhance patient outcomes through shared initiatives.
• Strategic Territory Management: Boosted sales of assigned pharmaceutical products through meticulous territory management and strategic planning.
• Conducted Stakeholder Meetings: Arranged and conducted meetings with doctors, pharmacists, and medical teams to raise awareness of latest product launches and fostered professional relationships.

• Received Extensive Training in Pharmaceutical Brand Building and KOL Development: Received comprehensive training on effective pharmaceutical brand building and Key Opinion Leader (KOL) development.
• Achieved Revenue Targets and Executed Promotional Campaigns: Managed primary and secondary revenue targets for a defined territory, executing promotional campaigns and sales strategies to increase recommendation and usage of acute and specialty products.
• Introduced Innovative Concept in CV Disease: Successfully introduced the concept of "free radicals" to address an unmet need in cardiovascular disease (Cardiovit).
• Executed Sales Strategies for Established Brands: Managed sales strategies for Becosules, Corex, and Dolonex, gaining insights into managing mature brands in a competitive environment.
• Focused Healthcare Professional Engagement: Engaged healthcare professionals through detailed product and concept presentations, organized doctor group meetings, and participated in Point of Care (POB) activities. Also gained exposure to corporate vaccination programs.