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Sushil Parab

Key Account Manager

  • Nottingham
  • 07814650286

Work History

Mar 2014Present

Key Account Manager



Customer Relations:

  • Build long-term relationships with customers and distributors (where relevant); ensure “touch time”, responsiveness and technical support to customers; lead crucial customer interface situations and participate in Regional Customer Care Council.
  • In conjunction with Sales, build a working environment which values teamwork over individual goals to the overall benefit of customer satisfaction and business success.

 Business Planning and support:

  • Ensure methods and plans meet key objectives of growth and profitability; develop strategies and tactics to improve cost effectiveness and working capital efficiency.
  • Ensure an effective Service operating plan is established, consistent with region and TBS GB business strategies; implement measurement systems to regularly monitor performance against planned objectives; take corrective action when necessary.
  • Collect, analyse and report on competitive intelligence for services marketing purposes.
  • Ensure an effective management information system exists to report regularly to senior management as well as the operations team.
  • Establish account management through strategic partnership with Sales.


  • Review and monitor site financials and develop strategies and contingencies for retaining the account profitability in line with business requirements.
  • Exploring additional revenue stream opportunities.
  • Negotiate and review services contracts and manage expense revenue budgets.

Operational support:

  • Achieve annual operating plan.
  • Manage site and field services personnel for professional installation, maintenance and repair of medical systems and related products by leading, motivating, training, and coaching; manage organisation structure and competency; ensuring efficient and profitable operations. Grow Services contract base (including HBS) and be a proactive team member with Sales.
  • Ensure user equipment is maintained in a safe condition and that standards are set and adhered to for all field service work to satisfy compliance with regulatory and legal environment and health and safety requirements.
  • Implement and maintain effective quality systems and programs compliant with the TBS GB quality management systems according to the Quality Policy Statement and culture amongst the team.
  • Recommend changes/improvements to operating procedures.
Jul 2010Feb 2014

Site Lead



Onsite Enginnering and support activities:

  • Manage and provide daily on-site repair, preventative maintenance and asset management of medical devices within specified hospital locations.
  • Maintain safe working practices within the hospital environment
  • Assist Junior Biomed Engineer whenever required
  • To work with and manage onsite team in achieving contract KPIs.
  • Maintaining service documentation in line with business requirements
  • Maintain tools and test equipment in line with TBS Standards
  • Scheduling and completing workload for assigned customers within area

Administrative Responsibilities

  • Manage External contracts. Liaise with OEM service staff and management when required
  • To complete all associated administrative work in completing repairs and preventative maintenance as outlined in TBS procedures.
  • To work within the TBS GB Quality Assurance and Environmental, Health & Safety policies.

Customer Relations

  • To support customers when ever needed to ensure minimal disruption to the operation of the hospital.
  • To build long-term relationships with customers, subcontractors and staff to ensure responsiveness and support to customers.


  • Successfully completed course on Valleylab Diathermy machines Force FX and Force Triad
  • Successfully completed course on B&D Nippy Ventilators
  • Trained on Resmed Cpap's S8, S9 and Autoset.
  • Sucessfully completed course on ABL 800 analyser
  • Trained on Gas insufflator UHI-3
  • Familarisation and first line check tarining received on Draeger Anaesthesia machines.

Achievement & trainings:

  • Promoted as Site Lead
  • Fully Trained on Valleylab Force fx and Triad
  • Acknowledgement Award received from company for going above and beyond the job responsibility.
Mar 2009Aug 2009

External Consultant

SERO Consultancy


·Evaluating two internally generated reports for business development opportunities.

·Analysing other business development options within FP7 and Lifelong Learning programs.

Sep 2007Sep 2008

Biomedical Manager

Piramal Diagnostic Services


Managing new Projects all over India.

  • Defining project scope, goals and deliverables that support business goals in collaboration with senior management and stakeholders.
  • Developing full-scale project plans and associated communications documents.
  • Effectively communicating project expectations to team members and stakeholders in a timely and clear fashion.
  • Liaising with project stakeholders on an ongoing basis.
  • Estimating the resources and participants needed to achieve project goals.
  • Identifying and managing project dependencies and critical path.
  • Developing and delivering progress reports, proposals, requirements documentation, and presentations.
  • Building, developing, and growing any business relationships vital to the success of the project.

Managing Wellspring Website and ‘MAILSERVE’ mailing system.

  • Managing and Updating content for organisations web presence.
  • Creating and maintaining new email accounts.
  • Managing contracts of vendors involved.

Coordinating ‘Teleradiology’ installations across India.

  • Maintaining a database of all Teleradiology centres and the centres that needs up gradation.
  • Coordinating with the installation engineer for the network and database settings.
  • Managing purchase of equipments and systems required for installation.

Purchasing New equipments for various departments and centres.

  • Conferring with users such as doctors, technologists and other personnel in the development of specifications for equipment and its substitute.
  • Locating vendors of equipment or supplies, and interview them in order to determine product availability and terms of sales.
  • Inviting and evaluating quotations from different vendors and maintain a database of products/vendors.
  • Preparing comparative statements based on the specifications of different equipments.
  • Participating in negotiation of contracts and reviewing them to be in adherence with company policies.
  • Placing work-orders/purchase-orders.

Organizing Preventive Maintenance program-schedule and implementing them.

  • Coordinating with company engineers for repairs and periodic maintenance of the equipments.
  • Maintaining records of equipment tests, repairs, and maintenance.


  • Managed and successfully completed a PET/CT project in Mumbai.
  • Managed successful installation of 1.5TMRI at Hiranandani Hospital, Mumbai.
Aug 2004Aug 2007

Biomedical Officer

Jaslok Hospital and research centre


Managing in house project such that they are effectively delivered.

  • Supervising and co-ordinating the work of staff members and supplier resources ensuring that all work is undertaken to appropriate quality and standards.
  • Resolving and/or escalating issues in a timely fashion.
  • Managing day-to-day operational aspects of the project and ensuring project documents are complete current and stored appropriately.

Managing a team of biomedical engineers.

  • Assigning duties.
  • Overseeing daily reports.

Purchasing new equipments and interacting with company engineers for acquiring spares.

  • Prepare and process requisitions and purchase orders for biomedical equipments, spare parts and accessories.
  • Preparing a comparative study of equipments based on specifications.
  • Negotiating contracts for purchases and renew contracts as required to enable effective operations and supplier relations.

Providing training and demonstration of medical equipments usage and handling to engineering students and doctors.


  • Managed and coordinated a 3.0TMRI installation.
  • Managed installation of Ventilators and Patient monitors in ICU's.
  • Developed and maintained a database of all biomedical equipments in the hospital.




The University of Sheffield

Relevant Modules:

  • Integrated Marketing Communications
  • Management Consultancy
  • Corporate Finance
  • International Business
  • Strategic Management
  • Strategic Management Accounting

Skills gained:

  • Appreciable and well tested analytical skills, developed during seminars and discussions.
  • Understanding and development of soft skills like leadership, teamwork, ethics, and communication which are critical for effective management.
  • Understanding of real life business was achieved through the project and working on consultancy simulation project.


University of Mumbai

Relevant Modules:

  • Hospital Management
  • Biomedical Instrumentation
  • Radiology and Medical Imaging
  • Computers in Medicine 

Skills gained:

  • Developed strong logical reasoning and ability to integrate technology with medical applications.
  • Understanding of hospital administration.

Projects undertaken

Evaluating Marketing Strategies of Piramal Diagnostic Services, India.

Scope: The project used the data obtained from evaluation to generalise and develop a basic marketing plan for any diagnostic centre in India.

Traction Aid.

Scope: Designed a new digital circuit for adjusting force and time, which acted as an up gradation for then available analogue machines.