Dharambir Kumar Sharma
Mumbai
Summary
Sales and Marketing leader with 29 years of experience in the field of Cardiology, Diabetology, Oncology, Urology, Rheumatology, Gastroenterology ambition to drive substantial revenue and profits through proactive strategies. Experience in launching new products high on science, Handling bigger teams , managing bigger brands and portfolio, national marketing campaigns, high on result orientation. Drive daily sales management with highest sales ethics and Business Practices, Seen as people leader with great leadership qualities.
Overview
31
31
years of professional experience
Work History
General Manager Sales & Marketing
Alembic Pharmaceuticals
11.2023 - Current
- Managed a diverse team of professionals, fostering a positive work environment and high employee satisfaction.
- Developed and implemented strategies to increase sales and profitability.
- Managed budget implementations, employee evaluations.
- Increased overall Divisions efficiency by streamlining operations and implementing innovative managerial strategies.
- Cultivated strong relationships with Urologist and partners to ensure long-term success and loyalty.
- Established comprehensive employee training programs to develop skills, improve productivity, and maintain compliance with industry regulations.
- Formulated policies and procedures to streamline operations.
- Analyzed market trends/data to identify potential opportunities for business growth within existing markets successfully.
- Reported issues to higher management with great detail.
- Identified and qualified customer needs and negotiated and closed profitable projects with high success rate.
- Reduced budgetary expenditures by effectively negotiating contracts for more advantageous terms.
Head of Sales, Maximus
Dr Reddy's Laboratories Limited
07.2021 - 11.2023
- Therapy : Cardiology & Diabetology.
- Key Brands Handled : Cidmus (Sacubitril Valsartan), Reclide (Gliclazide), Reclimet (Gliclazide+ Metformin), Telsartan (Telmisartan), Atocor (Atorvastatin), Vicra.
- Business : 423 Cr.
- Team Size : 457.
- Cultivated ethical and positive working environment to reduce people turnover and promote high retention rates.
- Conducted team meetings to reinforce goals and objectives and set clear expectations about policies and procedures.
- Handled customer relations issues, enabling quick resolution, and client satisfaction.
- Attended National and International industry shows, conventions, and other meetings with primary mission of expanding market opportunities.
- Providing leadership guidance and direction to sales team members, offering assistance with any need at any time.
- Coordinating with other departments to provide smooth execution of sales initiatives.
- Developed and implemented incentive programs to increase sales and customer loyalty.
- Facilitating regular team meetings to discuss challenges, successes and strategies.
- Developed and enforced policies and procedures for compliance with company policies.
- Identifying and communicating customer needs to supply chain capacity and quality teams.
- Improving productivity of sales team by leading training initiatives.
- Driving team of 454 direct & indirect reports to achieve organizational goal & objectives.
Head of Sales, Haematology Oncology
Dr Reddy's Laboratories Ltd
12.2016 - 06.2021
- Therapy : Oncology, Haematology.
- Key Brands Handled : Reditux (Rituximab), Kyprolis (Carfilzomib), Lenangio (Lenalidomide), Myezom (Bortizomib), Azacytin (Azacitidine), Cresp (Darbepoetin).
- Business : INR 101 Cr
- Team Size : 45
- Joined as Associate Directer in Hematology Business of Dr Reddy's and got promoted as Head Sales in one years' time.
- Led teams of up to 40 personnel, supervising daily performance as well as training and improvement plans.
- Set aggressive targets for Team to drive company success and strengthen motivation.
- Successfully managed budgets and allocated resources to maximize productivity and profitability.
- Team Haemato Oncology became First Team of GGIndia with most brands in top three rank in IPSOS for consecutive years.
- Became No 1 Kyprolis partner of Amgen in the region.
- First Digital Launch of brand in Dr Reddy's - Invista.
- Identified and communicated customer needs to supply chain capacity and quality teams.
- Best Marketing Campaign to became No-1 in MM Portfolio.
Sales Manager
Dr Reddy's Laboratories Limited
10.2014 - 11.2016
- Therapy : Urology.
- Key Brands Handled : Pamorelin (Triptorelin), Alfoo (Alfuzosin), Dutas (Dutasteride), Sildoo (Silodosin), Bisec (Solifenacin), Tazzle (Tadalafil).
- Business : INR 66 Cr.
- Team Size: 88.
- Joined in Urology Team as RSM Kolkata in 2011 and then got Promoted as Sales Manager in 2014 for North, East & Western Part of India.
- Conducted team meetings to reinforce goals and objectives and set clear expectations about policies and procedures to sales team.
- Handled customer relations issues, enabling quick resolution, and client satisfaction.
- Held one-on-one meetings with sales team members to identify selling hurdles and offered insight into best remedy.
- Collaborated with upper management to implement continuous improvements and exceed team goals.
- Achieved established KPI for company, regional team and individual performance through teamwork and focus on customers.
- Recruited, interviewed and hired team members and implemented mentoring program to promote positive feedback and engagement.
- Established best of best relationships with customers to establish long-term business growth.
Regional Sales Manager
Dr Reddy's Laboratories Limited
10.2008 - 09.2013
- Therapy : Rheumatology & Urology.
- Key Brands Handled : Reditux RA (Rituximab), Celadrin (Cetyl Myristoleate, EPA, DHA), Fiona (Diacerein), Pamorelin, Alfoo, Dutas, Tabi, Bispec.
- Business : 9 Cr
- Launched Rheumatology Task Force in Eastern Part of India. sales contracts with high-value customers.
- Developed KOL/KBP HCPs in the field of Rheumatology & Orthopedics & converted them as high-value customers for the organization.
- Collaborated with senior executives to evaluate performance in regional area and develop strategies to expand revenue generation.
- Achieved regional sales objectives by coordinating sales team, developing successful strategies, and servicing accounts to strengthen business relationships.
- Contacted key accounts regularly and achieved high satisfaction scores by routinely re-assessing needs and resolving conflicts.
- Generated detailed sales reports and forecasts to analyze performance and track progress.
- Executed successful marketing campaigns to generate new business and expand customer base.
- Participated in sales calls with direct reports to strengthen customer relationships and uncover possible opportunities for growth.
- Executed successful promotional events and trade shows.
- Managed team of 32 Area Business Managers and consistently achieved high sales targets.
Area Sales Manager
Dr Reddy's Laboratories
01.2002 - 09.2008
- Therapy : Gastroenterology.
- Key Brands Handled : Razo (Rabeprazole), Morease (Mebeverine), Ketorol (Keterolac), Econorm (Saccharomyces Boulardii), Viboliv (Metadoxin), Clohex (Chlorhexidine), Senquel.
- Got Promoted as Area Sales Manager in Gastroenterology Division based out of Kolkata to manage team of 7 Territory Sales Manager.
- Built lasting relationships with KOL/KBL HCPs through outstanding customer service interactions.
- Monitored customers prescription trends, market conditions, and competitor actions to adjust strategies and achieve sales goals.
- Reported sales activity, generated sales quotations, and proposals and maintained customer contact database to achieve sales objectives and quota.
- Established strong relationships with major Key Opinion Leader and Key Business Leaders in Gastroenterology to increase sales in designated territory.
Professional Service Representative
Dr Reddy's Laboratories
05.1994 - 01.2002
- Therapy : Gastroenterology, Dermatology, Dental, Gynecology, Pulmonology.
- Key Brand Handled : Razo, Optisulin, Mintop, Antoxid, Becozinc, Mucolite, Relent, Riflux, Clohex, Senquel F, Keterol, Dicynene, Natcal, Fezocap,
- Joined Dr Reddy's as PSR in Kolkata to promote products to HCPs in specialty of CP, Gastroenterology, Orthopedics, Gynecologist, ENT, Dental and Dermatology.
- Provided primary customer support to internal and external customers and increased the sales.
- Offered advice and assistance to customers, paying attention to special needs or wants to help him treat his patient well.
- Recognized as best Team Player and highest contributor in pool territory.
Education
Master of Business Excellence -
IIM
Kolkata01.2011
Bachelor of Commerce -
Calcutta University
Kolkata03.1992
Skills
- Customer Centric Mindset
- National Key Account Management
- Brand Building
- Sales Process & Planning
- Business Development and Planning
- Market Intelligence & Trend Analysis
- Account and Territory Management
- Critical Thinking
- Compelling Leadership Skills
- Panel Member of Talent Management Board
- Compliance Champion of Organization
- Time Management
- Customer Relationship Management
- Change Management
- Goal setting
- Operations management
- Marketing
- P&L management
Accomplishments
- Awarded Dr Anji Reddy's Chairman Excellence award for the Successful launch of Acquired Brand Cidmus.
- Awarded Dr Anji Reddy's Chairman's Excellence Award for Best Engaged Team.
- Awarded Mpower Best National Sales Manager - Dr Reddy's
- Awarded Mpower Best Sale Manager - Dr Reddy's
- Awarded Mpower Best RSM- Dr Reddy's
- Attended ICML Lugano - Switzerland
- Successfully Launched Rheumatology Division in Eastern Part of India.
- Successful Launched Invista in Oncology.
- Completed NHMP (New Horizon Management Program) Leadership Development Program.
- Member of Talent Management Board.
- Compliance Champion of Dr Reddy's.
- Awarded Best Division for DRFHE.
Timeline
General Manager Sales & Marketing
Alembic Pharmaceuticals
11.2023 - Current
Head of Sales, Maximus
Dr Reddy's Laboratories Limited
07.2021 - 11.2023
Head of Sales, Haematology Oncology
Dr Reddy's Laboratories Ltd
12.2016 - 06.2021
Sales Manager
Dr Reddy's Laboratories Limited
10.2014 - 11.2016
Regional Sales Manager
Dr Reddy's Laboratories Limited
10.2008 - 09.2013
Area Sales Manager
Dr Reddy's Laboratories
01.2002 - 09.2008
Professional Service Representative
Dr Reddy's Laboratories
05.1994 - 01.2002
Master of Business Excellence -
IIM
Bachelor of Commerce -
Calcutta University
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