« Biotherapeutics

 

ABHIGYAN UPADHYAY  

Mob: +91-98717-94639, E-Mail: abhigyanupadhyay@gmail.com

 

 

Functional Domains: Business Analysis ● Market Research ● Pre-Sales ● Project Management  ● Quality Improvement ● Product Management ● Business Development

 

 

In quest of assignments in Pre-Sales/Business Analysis & Research/Business Development in a growth oriented organization.  

 

Profile at a Glance:

• A proactive professional with over 8 years (approx.) of experience in dynamic brand and business strategizing and steering organization to enhanced profitability in Start Up's Environments.
• An excellent performer with consultative sales style, negotiation skills, exceptional solving abilities and keen client assessment aptitude. A consistent performer with demonstrated skills in increasing revenue & streamlining workflow.
• Demonstrative excellence in handling key clients such as J&J , Pfizer, Sandoz, Sanofi-Aventis, Ranbaxy, Teva, Ferring , Merck, 3M, Ethypharm, Ratiopharm, GSK, Astrazeneca and Bayer etc.
• An effective communicator with exceptional relationship management skills with ability to relate to people at any level of business and management

 

Areas of Expertise (job responsibilities handled so far)

 

Business Analysis

• § Mapping business requirements & translating these requirements into functional specifications & detailed test plans.
• § Assisting internal business partners to define and refine business strategy and support operational processes.
• § Spearheading the process automation initiatives entailing understanding business requirements and preparing functional specifications.
• § Analyze business problems, drive data to information, obtain insights, profile business sales customers based on industry details, profitability metrics, and give business insights to global teams on sales projections.
• § Market Analysis to enable a better understanding of target markets and clients, the competition and client operating environment (regulatory influencers, trends etc..) and specific needs of those clients.
• § Liaise with different agencies, government bodies and consultancy firms to get data and information impacting the business.

 

Market Research

• § Development of Questionnaire, research methodology, preparing a research execution plan.
• § Adept at converting marketing/ brand issues into research tasks, device appropriate consumer research approaches in order to convert to actionable recommendations to the sales team.
• § Decoding & collating consumer data in both Qualitative and Quantitative form for converting information into marketing decisions.
• § Development and management of project case studies.
• § Manage new research projects based on business organization requirement to achieve target revenues.
• § Supporting Regional sales teams with competition watch and changing market dynamics.
• § Scan macro environments, conduct sectoral studies, initiate specific studies on growth areas and identify emerging trends in Indian Market.

 

Pre Sales Operations

• § Understanding and coordinating client's needs / enhancements, customization of the product accordingly and consult with technical team to provide solutions, Serving as Single Point of Contact for supporting Client.
• § Giving Client Demo's, Solution Definition and Consulting for the Prospective Clients.
• § Analyzing the Training Requirements of the client for the product.
• § Alignment with the delivery teams to make sure customer gets a seamless experience during the evaluation and delivery phase.
• § Supporting the Regional Business Development Teams in providing technical support in closing deals by understanding quality/output expectations from the client.
• § Assisting junior Business Development Associates in bagging key orders or accounts by way of proposal development, on or off site presentations etc...
• § Liaise and facilitate transfer of information between clients across business development and delivery team in accordance with the established guidelines/processes/documentation required during presales activity.

Sales & Marketing

• § Handling sales operations for achieving increased growth & profitability.
• § Liaising with advertising agencies, designers, printers, etc. for development of copy/content, creative & designing of marketing communication materials.
• § Drawing innovative marketing plans for gaining credibility in the Market. Finding out way through which brand recall can be increased.
• § Liaising with agencies for development of Website Content and Flash Presentations and taking care of communication with clients and prospective partners. Creating power point presentations and reports for Top Management.

 

Techno-Commercial Management

• § Preparing technical & commercial offers/ proposals, along with handling contract / billing related formalities & documentation.
• § Making Technical and Commercial Presentations to audiences that span individuals, small groups and large gatherings.

 

Key Account Management & Customer Relationship Management

• § Identifying key/institutional accounts, devise & implement key account plans to secure profitable business.
• § Building and maintaining healthy business relations with major clientele, ensuring maximum customer satisfaction by achieving delivery & quality norms.
• § Handling customer grievances and resolving issues.

 

Quality Improvement & Quality Control

• § Basic understanding of quality philosophies, principles, systems, methods, tools, standards, organizational, customer expectations and satisfaction, supplier relations and performance, leadership, training, interpersonal relationships, improvement systems and professional ethics.
• § Understanding of problem-solving and quality improvement tools and techniques. This includes knowledge of management and planning tools, quality tools, preventive and corrective actions, and how to overcome barriers to quality improvements.

 

Work experience

 

SGS (Societe Generale de Surveillance) INDIA PVT LTD., In Life Sciences Services Division, as a

Manager-Business Development & (Project Manager) 

 (Sep 2004-Till Date)

 

Company profile: The SGS Group is the global leader and innovator in inspection, verification, testing and certification services. Founded in 1878, SGS is recognized as the global benchmark in quality and integrity. With more than 48,000 employees, SGS operates a network of over 1,000 offices and laboratories around the world.

 

Notable Contributions;

• Functioning as a Country Head Sales & Project Coordinator and accountable for managing the sales and marketing operations for promoting Life Science testing Services in India.
• Segmentation and Launch of Different Service products in Indian Market for Quality Control, Microbiology, Toxicology, Bio-Analytical Services and Clinical trials
• Product Road Map definition and identifying new offerings based on the inputs derived from the customers and the latest market trends.
• Development of internal and external communication as defined in the communication plan including presentation of sales, marketing communications and other presentations.
• To promote Drug development services (Phase I-II a studies (Early Development), First administration to man, Bioavailability & bioequivalence, PK & Drug interaction ,Clinical pharmacodynamics, ADME studies using 14C labelled drug, Special population studies, Phase II-III trial management (Late Development),Bio-analytical Services,Immuno-Analytical Services, Data Management and statistics, Regulatory Affairs Services,-Regulatory Services and Assistance for Pharmaceuticals, Medical Devices, Diagnostics and Biocides, Toxicological Studies, Microbiological Studies, Immunological Studies,-Molecular Biological Assays, Quality Control.

 

                       

 

Last Employment- 1: TRANSASIA is recognized as a leading player in the Diagnostic world. It provides World Class Quality and Technology with unmatched standards of customer satisfaction. McEvoy and Farmer report on IVD industry in India (2006) ranks Transasia as the # 1 Company in the Indian Diagnostic Industry.

Business Manager (North) in Transasia Biomedical Ltd from 1^st June2004 to 31^st Aug 2004.

Job Responsibilities: Formulate and Implement Business Plan and Strategy for the Molecular Diagnostics, Biotech and Microbiology Segments in the Clinical Lab Diagnostics and Industrial Microbiology (Pharma, Biotech, Food, Dairy, and Drinking Water) Markets.

Identify, Evaluate, Negotiate and Close Technology Distribution agreements with overseas collaborators.

Setup partner network for leads generation as well as for implementation support.

Work Closely with Users to introduce new products/services to market.

Educate potential clients on merits of our solutions.

Organize and Conduct Seminars and Hands on Workshops to promote new Technologies.

Work with Key partners to impart training etc.

Ensuring business targets are met improving upon service quality increasing market penetration as well as ensuring operational efficiency and profitability of the company.

Overseeing Technical and Training Issues and Product Selection with market

Last Employment-2: Span Diagnostics Ltd. is a pioneer and trend setter of high quality products for pathology & clinical laboratories in the Indian diagnostics industry. A globally acknowledged and fastest growing diagnostic company with a successful track record of over 3 decades having Asia's one of the largest state-of-the-art ISO-9001:2000, WHO cGMP accredited advanced manufacturing facilities with ISO 13485 & CE accredited products. We have our marketing activities across India and 68 countries worldwide. SPAN services end users and distributors with ready to use testing kits and customized OEM products

Product Manager (Microbiology and Immunology), Span Diagnostics Ltd. Surat (1st july2003-31^st May2004)

Clinical Diagnostics manufacturer of blood banking product and also distributor or remel U.K. product Leader in the market segment with a market share of 35%. Annual Turnover: USD 4.5 million.

Made technology presentations to Referring Clinicians and Key Decision Makers.

Managed the clinical evaluation of the technology with product trials of establishing better health-economics.

Developed excellent customer partnerships (12 in 8 months) that led to important reference for the technology.

Designed better protocols for more effective testing using especially for Tuberculosis.

Collaborated with sales force for determining potential opportunities for LAMP and immunoassay.

 

 

 

 

 

Formulate and Implement Business Plan and Strategy for the Molecular Diagnostics, Biotech and Microbiology Segments in the Clinical Lab Diagnostics and Industrial Microbiology (Pharma, Biotech, Food, Dairy, and Drinking Water) Markets.

Identify, Evaluate, Negotiate and Close Technology Distribution agreements with overseas collaborators.

Setup partner network for leads generation as well as for implementation support.

Work Closely with Users to introduce new products/services to market.

Educate potential clients on merits of our solutions.

Organize and Conduct Seminars and Hands on Workshops to promote new Technologies.

Work with Key partners to impart training etc.

Ensuring business targets are met improving upon service quality increasing market penetration as well as ensuring operational efficiency and profitability of the company.

Overseeing Technical and Training Issues and Product Selection with market

 

Company Profile: Lilac Medicare (P) Ltd
The Most Serious Immunoassay Company

Lilac Medicare, India's one of the leading Clinical Diagnostic Companies with multi-divisional operations in the fields of Flowcytometry, Clinical Biochemistry, HPLC, Electrophoresis reagents and instrumentation, is on the look out for young, enthusiastic & career minded service professionals

TECHNICAL Officer-Lilac Medicare Pvt. Ltd. (1^st April 2000-30^th June 2003)

Major Achievements:

 

 

Identified key market areas/segments for growth

Implemented Business Plans and Strategy for Molecular Diagnostics and Microbiology Automation.

Launched certain Novel Technologies in Molecular Diagnostics and Microbiology/Biotechnology in Clinical Lab Diagnostics and Industrial Microbiology segments in the India Market.

Imparted Technical Sales training in Molecular Diagnostics to Field Staff.

Negotiated annual rate contracts with Ministry of Defense and Corporate Hospitals.

Captured a 30% market share of the Indian Clinical Diagnostics PCR Market.

Gave a net return on profit more than 50% keeping the sales to expense ratio below 5%.

 

 

ACADEMIC CREDENTIALS

 

Educational Qualifications:

Research                                    :    Biomedical Sciences (Epilepsy)

                                                      Role of diet as predisposing factor with cerebral stroke   

                                                     From 1st June 1998 to 31^st may2000 (G.B.PANT HOSPITAL, N.DELHI).

 

M.Sc                                          :  Zoology (spel. Ichthyology), AgraUniversity, Agra.

 

 

 

B.SC                                    :    ChEMISTRY & BIOLOGICAL Sciences, Agra, University, Agra

 

B.SC                                       :     Computer Science, optical instrumentation and Mathematics 

 

PGDCA with OM                    :      Agra University, Agra

 

-MBA (PERSUING)                  :   IGNOU, N.Delhi

 

 

PROFESSIONAL COURSES

PGDCA with OM

B.Sc with Computer Application and optical Instrumentation

 

professional enhancements  

 

Attended various seminars / conferences such as:

                         CII, FICCI, & BIS, Regular Conferences & Seminars.

                         INDIA - EU, INDIA - RUSSIA, & INDIA - US Summit's

                         Mercury training in Germany , Sales Trainings in India, IPA Seminars

                         Swiss training for sales logix in Geneva, Berlin Sales meeting and Training . 

                       

 

 

 

 

 

 

INDUSTRIAL TRAININGS

 

Organisation: Lilac Learning Institute

Duration: 6 Weeks

 

Organisation: Span Diagnostics Ltd ( Research & Development centre )

Duration: 6 Weeks

 

 

 

PERSONALITY TRAITS

 

Strategic Thinker, Conceptual & Analytical Skills, Positive Team Player, Independent Decision Making, Innovative, Qucik Leraner & Adapter , Strong Consumer Focus, Effective Communication, High Degree of result orientation, Strong interperosnal skills, Capability to work independently on a project from beginning till completion.

 

Personal particulars

 

Date of birth: 2^nd Oct  1974

Address: 37A/37 Madhu Nagar , Agra Cantt , Agra -282001, India.