Santosh Singh
Kampala
Summary
Results-driven Pharmaceutical Business Development professional with over 23 years of experience, including 14+ years in International Pharmaceutical Markets. Proven track record of exceeding organizational objectives through strategic market development, customer relationship management, country business development with brand building, and targeted marketing strategies. A proactive leader and fast learner who leads by example and drives growth through innovation and collaboration. Extensive experience in developing and managing pharmaceutical business across the East and Southern African regions, with a strong presence in Kenya, Uganda, Ethiopia, Tanzania, Zambia, Malawi, Rwanda, Burundi, and Botswana. Skilled in establishing markets for Finished Formulations, negotiating partnerships, and navigating complex regulatory environments.
Overview
23
23
years of professional experience
Work History
Sr. General Manager, East Africa
Troikaa Pharmaceuticals Pvt. Ltd.
09.2024 - Current
- Business Development, Brand Building Marketing and P&L Management.
- Designing and Implementing Competent strategies for exploring potential business avenues, developing existing business and meeting pre-determined sales target. Focus on AFRICAN COUNTRIES: Kenya, Uganda, Tanzania, Zambia, Rwanda and Burundi for Pharmaceutical Formulation Products.
- Formulating Short Term and long Term Budgets and Developing Plans for the achievements of the set target.
- Negotiating and finalizing terms of agreement with Distributor and Importers.
- Conceptualizing & finalizing promotional strategies & launch plans.
- Identifying new Importer / Distributors for Business development.
- Country wise follow up with the Importer / Distributors for upcoming Tenders.
- Follow up with Manufacturing Unit for timely execution of orders.
- Developing new KOL’S.
- Conducting regular Mega Launch, Brand CME, and Drs Meet.
- Follow up with Doctor’s and Pharmacy after Presentation.
- Regular Market Survey of Kenya, Uganda, Tanzania, Zambia and Ethiopia.
- Team Management.
- Product Training and Sales Training of Medical Representatives, Supervisors and Regional Managers of Each Countries.
- New Product Launch Activities: Preparing the launch plan for the product based on the pre-launch feedback received from the Distributors & finalizing it.
- Identifying new molecules from market survey to increase profitability of company.
- Co-ordination with the artists for the designing of the Country specific Packaging material and product pack size.
- Conceptualizing the promotional inputs for the launch & then coordinating with the artists for the designing of the promotional material.
- Product Registration with Pharmacy Board of respective countries.
- Tender Business with respective countries MOH.
- Evaluated market trends and competitor activities for informed decision-making on pricing strategies, product development opportunities, and overall business direction.
- Built strong relationships with key stakeholders both internally and externally to foster collaboration on mutually beneficial initiatives.
- Boosted employee morale through recognition programs that acknowledged outstanding contributions to company success.
- Expanded business operations into new markets by conducting thorough market research, identifying growth opportunities, and developing tailored strategies for success.
- Mentored and developed high-performing teams through effective coaching, feedback, and performance management.
- Drove revenue growth with targeted marketing campaigns designed to increase brand awareness among potential customers.
- Managed multi-million-dollar budgets responsibly, optimizing resource allocation while maintaining financial stability.
- Trained and guided team members to maintain high productivity and performance metrics.
- Observed each employee's individual strengths and initiated mentoring program to improve areas of weakness.
General Manager, East Africa
Troikaa Pharmaceuticals Pvt. Ltd.
07.2024 - 09.2024
General Manager
Troikaa Pharmaceuticals Pvt. Ltd.
04.2022 - 07.2024
Deputy General Manager
Troikaa Pharmaceuticals Pvt. Ltd.
03.2021 - 04.2022
Assistant General Manager
Troikaa Pharmaceuticals Pvt. Ltd.
04.2019 - 03.2021
Sr. Country Manager
Troikaa Pharmaceuticals Pvt. Ltd.
01.2017 - 04.2019
- Researched Uganda, Tanzania , Ethiopia Market thoroughly to adapt sales strategies accordingly.
- Built a high-performing sales team through targeted recruitment, training, and performance management initiatives.
- Secured consistent stock supply by providing accurate sales forecasts and managing shipments appropriately.
- Managed budgets, financial planning, and forecasting to optimize profitability for the Uganda , Tanzania and Ethiopia operations.
- Ensured regulatory compliance by working closely with legal advisors and government agencies.
- Implemented process improvements, streamlining workflows and increasing team productivity.
- Achieved revenue targets through proactive client engagement strategies that fostered long-term relationships with customers.
Country Manager
Emcure Pharmaceuticals Ltd.
01.2013 - 12.2016
- Worked as a Country Manager. Handling PNL for Zambia and Malawi.
- To plan, direct, and manage the sales & marketing activities of Pharmaceutical products.
- Devising and implementing key sales & marketing strategies and ensuring local tactics are aligned with the core brand strategy.
- Oversee preparation of the annual sales & marketing budgets.
- Develop & implement sales and product incentives.
- Ensure timely submission of accurate sales & marketing reports and stay abreast of market and competitor dynamics, providing regular feedback reports to management.
- Analyze competitive pricing, and implement and control pricing and trade discounts.
- Develop, manage and control the Sales team and Medical Representatives.
- Product registration With Pharmacy Board, Malawi and ZAMRA, Zambia.
- Aligned marketing campaigns with overall business goals to increase awareness of products/services among target audiences.
- Increased market share by developing and implementing effective sales strategies.
Sales Manager
Zifam Pinnacle Pty. Ltd.
02.2011 - 01.2013
- Worked as a Country Manager. Handling Botswana, Tanzania and Zambia.
- To plan, direct, and manage the sales & marketing activities of Pharma products.
- Devising and implementing key sales & marketing strategies and ensuring local tactics are aligned with the core brand strategy.
- Oversee preparation of the annual sales & marketing budgets.
- Develop & implement sales and product incentives.
- Ensure timely submission of accurate sales & marketing reports and stay abreast of market and competitor dynamics, providing regular feedback reports to management.
- Analyze competitive pricing, and implement and control pricing and trade discounts.
- Develop, manage and control the sales team.
- Product registration With TFDA, Tanzania and PRA, Zambia and BoMRA, Botswana.
- Built long-lasting client relationships through excellent customer service and consistent followups.
- Implemented CRM systems for better tracking of leads, improving follow-up processes and communication within the team.
- Provided ongoing training and mentorship for junior sales staff, fostering professional development and career growth.
- Enhanced team performance with comprehensive training sessions, focusing on product knowledge and sales techniques.
Scientific Sales Executive
Serdia Pharmaceuticals Pvt Ltd. (Servier )
01.2007 - 12.2010
- Area of operation Central Mumbai : Thane , Raigad and Ratnagiri.
- Therapeutic Segment- Cardiac and Diabetic Segment.
- Successfully Launched Brands Coversyl-AM.
- Successfully Developed and Managed Brands Diamicron MR , Flavedon MR and Stablon.
- Conducted successful Diabetic Camps and HbA1c camp.
- Conducted successful Scientific CME's in Thane and Ratnagiri.
- Developed rapport with KOL’S in thane and Ratnagiri.
- Successful completion of phase-4 trials (post marketing surveillance).
- Induction and Training of New Sales Executives.
- Developed and executed strategic sales plans for expanding market share within the scientific sector.
- Coordinated with marketing teams to develop targeted promotional campaigns aimed at increasing product awareness and generating new leads.
- Increased sales revenue by establishing strong relationships with key clients in the scientific industry.
- Managed sales plan activities, promotions and product launches resulting in expanded revenues and branding.
- Maintained sales tracking reports to support operational enhancements and implement corrective actions.
- Monitored weekly sales to write reports for senior leadership and streamline operational processes.
- Maintained up-to-date knowledge of competitors'' activities, utilizing this information to develop effective counter-strategies that safeguarded company interests.
Medical Representative
Franco Indian Pharmaceutical Pvt Ltd.
08.2005 - 01.2007
- Area of operation Central Mumbai : Thane, Kalyan , Bandra and Santacruze.
- Therapeutic Segment- Diabetic and General products.
- Products Promoted and build brands Glyciphage, Glyciphage-g1/g2, Finate, Dexorange.
- Achieved targets and earned incentives, good relationship with Cardiologists, Diabetologist and Physician.
- Provided exceptional customer service throughout the entire sales process, fostering loyalty among clients and repeat business opportunities.
- Collaborated with vendor representatives and company customers to set up optimal delivery schedules.
- Conducted market research on competitor products and services, informing tailored sales pitches and strategies.
- Assisted physicians with patient education efforts, providing resources and support as needed.
- Evaluated promotional campaigns'' effectiveness by analyzing data on product adoption rates among target demographics.
Medical Representative
Raptakos & Brett Pvt Ltd.
10.2003 - 07.2005
- Area of operation Central Mumbai : Kurla , Sion and Dharavi.
- Products Promoted and build brands Hepatoglobine , Threptin , Elixir Neogadine , Neopeptine.
- Achieved targets and earned incentives, good relationship with GP's , Cardiologists , Diabetologist and Physician.
- Regularly exceeded sales targets by establishing rapport with new clients while maintaining long-lasting relationships with existing ones.
- Established strong relationships with healthcare professionals, resulting in increased trust and credibility for the organization.
Medical Representative
Serum Institute of India Pvt. Ltd.
04.2002 - 10.2003
- Area of operation Central Mumbai : Mulund, Bhandup , Vikhroli.
- Therapeutic Segment- Vaccines & Hormones and general products.
- Products Promoted and build brands like Profasi , Gonal-F , SN-15 , Hemsi , Genevac-B.
- Maximum Hepatitis -B Camps done in Mumbai Central Team.
- Achieved targets and earned incentives, good relationship with GP's , Cardiologists , Diabetologist and Physician.
- Implemented effective follow-up protocols, ensuring timely responses to customer inquiries and concerns.
- Analyzed market to identify new opportunities and strengthen relationships with hospitals, medical centers and primary provider physicians.
- Provided exceptional customer service throughout the entire sales process, fostering loyalty among clients and repeat business opportunities.
Education
3 years Advance Diploma - Russian language
Mumbai University
Advance Diploma in Supply Chain Management -
Indian School of Business Management and Administration
01.2020
Diploma in International Business -
Indian School of Business Management And Administration
01.2019
B.Sc - Chemistry
Mumbai University
11.2000
HSC - Science
Mumbai Board
03.1997
SSC -
Mumbai Board
03.1995
Skills
- International Territory Development
- Product launch management
- Brand Support
- KOL Development
- Sales management
- Management team building
- Sales Growth
- Client relationship management
- Analytical Skills
- Creative Thinking
- Decision Making
- Interpersonal Skills
- Team Management
- Staff training and development
- Profitability optimization
- Revenue growth strategies
- International business
- Inventory control
- Policies and procedures implementation
- Regulatory compliance
- Promotions management
- Teamwork and collaboration
- Customer service
- Problem-solving
- Excellent communication
- Customer service management
- Team leadership
- Adaptability and flexibility
- Self motivation
- Decision-making
- Performance evaluation and monitoring
- Recruitment and hiring
Languages
English
Hindi
Marathi
Russian
Personal Information
- Date of Birth: 10/01/80
- Nationality: Indian
Timeline
Sr. General Manager, East Africa
Troikaa Pharmaceuticals Pvt. Ltd.
09.2024 - Current
General Manager, East Africa
Troikaa Pharmaceuticals Pvt. Ltd.
07.2024 - 09.2024
General Manager
Troikaa Pharmaceuticals Pvt. Ltd.
04.2022 - 07.2024
Deputy General Manager
Troikaa Pharmaceuticals Pvt. Ltd.
03.2021 - 04.2022
Assistant General Manager
Troikaa Pharmaceuticals Pvt. Ltd.
04.2019 - 03.2021
Sr. Country Manager
Troikaa Pharmaceuticals Pvt. Ltd.
01.2017 - 04.2019
Country Manager
Emcure Pharmaceuticals Ltd.
01.2013 - 12.2016
Sales Manager
Zifam Pinnacle Pty. Ltd.
02.2011 - 01.2013
Scientific Sales Executive
Serdia Pharmaceuticals Pvt Ltd. (Servier )
01.2007 - 12.2010
Medical Representative
Franco Indian Pharmaceutical Pvt Ltd.
08.2005 - 01.2007
Medical Representative
Raptakos & Brett Pvt Ltd.
10.2003 - 07.2005
Medical Representative
Serum Institute of India Pvt. Ltd.
04.2002 - 10.2003
Advance Diploma in Supply Chain Management -
Indian School of Business Management and Administration
HSC - Science
Mumbai Board
SSC -
Mumbai Board
3 years Advance Diploma - Russian language
Mumbai University
Diploma in International Business -
Indian School of Business Management And Administration
B.Sc - Chemistry
Mumbai University
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