Sushma Pandey
Mumbai
Summary
Senior pharmaceutical professional with 19 years of experience in team leadership and sales across Western and North India. Expertise in promoting global brands within multinational organizations and managing diverse therapeutic areas. Proven ability to build high-performing sales teams and achieve consistent revenue growth while maintaining strong relationships with key stakeholders. Actively pursuing opportunities to leverage leadership skills and sales expertise for business growth. Skilled in team leadership and customer relations, I excel in driving sales and fostering client relationships. My background in managing diverse teams and projects has honed my problem-solving and communication skills. Always striving for continuous improvement, I bring proactive approach to identifying opportunities and optimising processes. Confident in adapting to new challenges, I aim to contribute effectively to business growth.
Overview
20
20
years of professional experience
Work History
Area Business Manager
GSK India Ltd.
Mumbai City, India.
01.2023 - Current
- Drove teams to achieve outstanding results, ensuring long-term business success through incentives.
- Analyzed market trends and adjusted strategies to capitalize on growth opportunities.
- Directed successful marketing campaigns, enhancing brand visibility and market penetration.
- Resolved disputes between employees and customers, utilizing problem-solving skills to ensure satisfaction.
- Fostered strong relationships with key clients, maintaining high satisfaction and loyalty levels.
- Led training sessions for sales staff, boosting skills and product knowledge.
- Monitored operations continuously, ensuring efficient and effective business processes.
- Streamlined inventory management, reducing waste and optimizing stock levels.
Area Business Manager
Glaxosmithkline
New Delhi
04.2022 - 12.2022
- Ensured long-term business success by driving teams to achieve outstanding results, succeeding through incentives.
- Successfully handled disputes between employees and customers, using excellent problem-solving abilities to remove complaints to satisfy both parties.
- Conducted regular performance reviews, providing constructive feedback to team members.
- Monitored competitive activity, adjusting strategies to maintain a leading market position.
- Fostered strong relationships with key clients to maintain high levels of satisfaction and loyalty.
- Continuously monitored operations within areas managed, ensuring business processes ran smoothly, efficiently and effectively.
- Supported employee morale and well-being by developing positive practices centred on career development and individual job satisfaction.
- Managed organisational resources to meet administrative and operational needs whilst adhering to budgetary guidelines and meeting quality and schedule demands.
- Coordinated cross-functional teams to deliver projects on time, within budget, and exceeding expectations.
Regional Business Manager
Novartis India Limited
Delhi
02.2020 - 03.2022
- Achieved 20% improvement in budget performance through disciplined phasing and reduced account dependency.
- Strengthened KOL relationships via BRIDGE meetings, generating 15-20% additional business from key accounts.
- Coached MBA and BE trainees, resulting in selection of three team members for 'Lakshya' program.
- Ensured timely execution of strategies across territories to enhance sales consistency.
- Directed successful marketing campaigns, increasing brand visibility and market penetration.
- Streamlined inventory management processes, reducing waste and optimizing stock levels.
- Fostered a positive work environment, decreasing staff turnover by 30% and attracting top talent.
- Analyzed market trends to adjust business strategies for new growth opportunities.
Regional Business Manager
Novartis India LTD.
Jaipur HQ(Rajasthan)
10.2018 - 01.2020
- Monitored staff performance and developed targeted improvement plans.
- Directed successful marketing campaigns, boosting brand visibility and market penetration.
- Analyzed sales data to identify performance gaps and implement corrective measures, enhancing sales consistency.
- Evaluated market trends and adjusted business strategies to seize new growth opportunities.
- Facilitated professional development workshops, upskilling staff and promoting internal talent progression.
- Oversaw daily operations, ensuring compliance with quality standards and regulations.
- Streamlined inventory management processes, reducing waste and optimizing stock levels.
- Instituted quality control measures, maintaining high standards of product excellence.
Medical Representative
Novartis India Limited
Mumbai
04.2007 - 09.2018
- Promoted established products in pain management and calcium supplements through scientific detailing to healthcare professionals.
- Built robust relationships with key healthcare providers, driving prescription growth and ensuring trust.
- Achieved monthly and quarterly targets by developing effective sales strategies for Mumbai territory.
- Collected competitor insights and market trends to support strategic decision-making and planning.
- Adhered to company policies, maintaining accurate records of daily interactions and reporting promptly.
- Monitored stock levels in pharmacies, ensuring product availability and preventing shortages.
- Exceeded monthly sales KPIs using advanced selling techniques and strategic negotiations.
- Collaborated with marketing to develop promotional materials compliant with regulatory standards.
Sales Executive
Dr. Lal's Path Labs
Mumbai
03.2006 - 03.2007
- Sold comprehensive pathology solutions to healthcare providers, focusing on client acquisition, relationship management, and revenue growth.
- Led and coached a team of sales representatives across a new state and region, ensuring effective execution of business strategies for the pain management and calcium supplements portfolio in the Established Products Division.
- Developed and implemented region-specific sales strategies, tailoring approaches based on market needs and customer insights to drive growth in new and existing territories.
- Conducted regular field visits, joint customer interactions, and performance reviews to ensure strong customer engagement, team accountability, and achievement of business objectives.
- Provided ongoing training, coaching, and performance support to a unionised sales team, fostering a culture of collaboration, compliance, and high performance.
- Managed customer relationships through consultative sales techniques to attain individual sales goals.
- Resolved customer issues and complaints with quick-thinking problem-solving.
- Consistently achieved or surpassed sales targets.
- Achieved and surpassed sales targets consistently, contributing significantly to the company's growth and profitability.
- Showcased product features and benefits to drive sales.
- Coordinated with internal teams, including product development and customer service, to meet client needs effectively.
- Contacted current and potential clients to promote, upsell and cross-sell products and services.
- Overcame customer objectifications to maximise conversions.
- Closed large sales to exceed quota and align with company targets.
- Developed and executed strategic sales plans to penetrate new markets and achieve revenue targets.
- Tailored communication and sales approaches to match diverse client needs and preferences.
- Managed a portfolio of accounts, ensuring high levels of customer satisfaction and retention.
Education
Bachelor of Science -
Mumbai University
Maharashtra01.2005
Skills
- Team Leadership
- Pharmaceutical Sales
- Budgeting Forecasting
- Key Account Management
- Market Penetration
- Performance Analysis
- Negotiation Skills
- Stakeholder Engagement
- Cross-Functional Collaboration
- Customer Relationship
- Competitive Intelligence
- Revenue Growth
- Market analysis
- Strategic planning
- Customer relationship management
- Performance monitoring
- Team building
- Budget management
- Cross-functional collaboration
- Coaching and mentoring
- Product promotion
- Stakeholder engagement
- Innovation cultivation
- Regulatory compliance
- Inventory management
- Customer relationship building
- Leadership skills
- Competitor analysis
- Business strategies
- Client relations
- Objection Handling
- Sales opportunity evaluation
- Data analytics
- Commercial acumen
- Hiring and onboarding
- Negotiation
- Sales maximisation strategies
- Organisational change
- Operational support
- Supply chain management
Languages Known
English
Hindi
Marathi
Hobbies and interests
- Swimming
- Reading Books
- Travelling
- Watching Netflix/informative Series
Timeline
Area Business Manager
GSK India Ltd.
01.2023 - Current
Area Business Manager
Glaxosmithkline
04.2022 - 12.2022
Regional Business Manager
Novartis India Limited
02.2020 - 03.2022
Regional Business Manager
Novartis India LTD.
10.2018 - 01.2020
Medical Representative
Novartis India Limited
04.2007 - 09.2018
Sales Executive
Dr. Lal's Path Labs
03.2006 - 03.2007
Bachelor of Science -
Mumbai University