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About Candidate
A diversified Commercial & Financial career spanning over 2 decades with proven track record of success in providing hands on and adaptable approach to deliver Commercial, Financial and Operation support to the business.
Maintaining balance between strategic & operational approaches which is core to success, I possess an impressive track record of fostering business growth through organic &/or inorganic approaches, Performance Culture, Functional Capability Development & Strong Leadership. I led restructuring project at Sandoz through Portfolio & Operating model changes, business processes re-engineering, resulting in more than doubling of RoS & optimization of NWC
Hands on experience in Strategic Selling, Tender & Export Business Management, Contract Negotiation, Project Evaluations, P&L & Cash Flow Management, Divestments, Vendor Development & Contract Manufacturing, Demand Management & end-to-end Supply Chain, Business Process re-engineering, Change Management, Financial Controls, Compliance & Legal Support and Staff Capability development.
Salary
Nationality
Training & Workshop
Various management and leadership courses
Looking for Job Title
Award
1) Secured Pakistan 1st Hematology Automation placement contract valuing 3mUSD TCV and awarded with GM Performance Award in 2022
2) Secured DVP award in 2019 for ensuring business KPIs & improving CRM adaptability in Pakistan Region
3) Awarded Novartis Q4 APAC Performance award for successful execution of business restructuring, resulted in 2x improvements of business RoS
4) Secured Q2 APAC Quality award for successful transaction of Marketing Authorizations Divestment Project, resulting in 1.6mUSD sales proceeds
Location
Education
Business Graduate with majors in Finance & IT
Business graduate
Work & Experience
An Enterprise Sales Leadership role in Diagnostic/IVD industry to attain sales quota and increase market share with High Performing Sales Team and Workflow Specialist and responsible for: • Own and Drive Commercial and P&L management of Enterprise vertical • New Business Development / Contracts closure through RFPs/Tenders participation • Defining Opportunities landscape / Funnel Management in short and long range • C-Suite Engagement and Strategic Account Management • Strategic Pricing and contract negotiations • Develop and Leverage Distributors/Channel partners to establish presence and secure wins in Public sector • Ensuring Customer Loyalty and Contract Renewals for base business
A Commercial Excellence & Operations Director role for regional countries (Pakistan, Bangladesh, Sri Lanka & Maldives) and was responsible to: • Own & Drive Commercial Business Planning of 30mUSD business through IBPs, LBEs & Demand Cycles • Drive key processes - Sales Force Effectiveness (SFE) KPIs, Funnel Management, Segmentation & Targeting, Sales Force Deployment & Productivity, GTM and Resource allocation • Support Customer Retention / Acquisition Program to increase customer base and revenue • Drive and monitor Business Performance (Sales, Margin, Investments, Productivity) & ensure Contingency Planning • Roll-out Local/Global Projects and Tools, Trainings and Change Management Additionally, spearheaded Strategic Pricing function from Aug 2018 – Sep 2019, along with Commercial Excellence role with reporting to Area Pricing Director EMEA and was responsible for: • Deal Pricing & Structuring • Contract Compliance & Gross Margin Improvements
Led Finance organization of Abbott Diagnostic Division including Diabetes Care & Molecular and was responsible for: • P&L Management of 33mUSD businesses • Business Performance Monitoring (Sales, Margin, Investment, DOH, DSO) • Cash Flow Management • Risk management & Compliance • Investment Appraisals and Deals Structuring
Led Finance, Business Planning and Supply Chain organization of Sandoz (Branded Generics Division), driving Business Strategy & implementation, monitoring Business Performance and Managing Risks & Compliance. Key responsibilities were to: • End-to-end P&L Management and Balance Sheet optimization • Drive & support the implementation of initiatives, critical to deliver Business Productivity, Profitability and Market Share • Support General Manager in driving Manufacturing and Distribution Strategy • Ensure effective Cash Planning and Monitoring system • Lead Supply Chain to ensure medium to long-term supply continuity from Internal as well as External Manufacturing Sites • Represent the business on Financial, Regulatory matters with Auditors, Regulatory and Tax authorities
