Sumit Kumar


House Nos 541 Sector 16A, Faridabad 121002, Haryana Ph - +919810187506 E-mail [email protected] Sumit Kumar Experience Baxter India Pvt.Ltd- India: Current Designation: January 2008 - Regional Marketing Manager- BioSurgery (India &South East Asia ) and Business Unit Manager BioScience (India and SAARC) Bioscience has been identified as a key business for future growth internationally within Baxter. Baxter in the Biosciences division is a leading manufacturer of plasma-based and recombinant proteins. Other biopharmaceutical products include plasma-based therapies to treat immune disorders and other chronic blood-related conditions and Hemophilia. I have also been assigned to launch the newly formed BioSurgery and Regenerative medicine in addition to the BioScience responsibility. The division is involved in a range of conceptually innovative product i.e Tissue Sealants for homeostasis, wound-sealing, and tissue regeneration. These products are landmark achievement in technology and are set to bring a huge shift in surgical practice The Regional Marketing Position has complete P&L responsibility for Singapore, Malaysia, Thailand, Indonesia, Vietnam and Brunei in addition to Marketing and Market Development. Driving penetration thru segmentation and positioning for established products , registering and launching new products are the key responsibilities of this position As a Business Unit Manager for India and SAARC, I am responsible for managing all aspects of the business to deliver the desired P& L. My strength in implementing operational discipline has converted this mismanaged business with huge outstandings/Bad debts and operational inefficiencies to a focused business with highest profitability. I have been involved in transitioning the business from a trading business to a strong customer oriented and direct to customer business with focus on segmentation, innovation and Branding. Awareness of Hemophilia, sensitization of Government, streamlining purchase processes in reimbursement sector (CGHS, ESI, Rail, Army etc) has been the key drivers of the BioScience Business. Created a Niche Excipient segment with Vaccine Manufacturers. The initiative was a first of its kind in APAC. Close coordination with heads of Plant,QC, Procurement etc , understanding of protocols , systems and processes for manufacturing helped establish our product for use in manufacturing with most of reputed pharma majors in the country . The BioSurgery division thru its revolutionary products tends to enhance surgical outcomes. Surgeon s awareness of the product, improving surgical skill and cost analysis of using Tisseel against traditional sutures or sealants are the key drivers of the business. Live Surgeries with the Cardio Vascular, ENT, Neuro and General Surgeons, group discussions, trials and spreading awareness through participation in specialized conferences etc are the major promotional activities. This business was launched in the country thru a handpicked team of highly competent Sales and Marketing team. India received the Best Country Award for both BioScience and BioSurgery for APAC for the year 2007 National Sales Manager (India and SAARC Countries)-Renal - Baxter India (Pvt) ltd-Gurgaon, January 2003-2006- Doubled sales from $6 million to $11 million. Increased new patient s initiations on PD by 30% every year. Improved dropouts from 41% to 32%. Build a motivated quality team of 60 sales and clinical people. Organised and established Hemodialysis business as a profitable and growing business. Developed Baxter Hemodialysis machines as a second most favoured brand in India in a record time of two years. Launched innovative programmes like PD Deposit Scheme, PD College and other key activities to promote PD awareness and practice, like CME s and Patient get together. Established train the trainer process and ensured regular knowledge Dissemination processes through regional PD colleges, Introduced a PD training program for nurses Awarded the Renal Asia Marketing Excellence Award. Achieved 110% of Sales target. 108% Pretax and cash flow for 2004 Achieved 112% Sales, 150% cash flow in 2003 Managed and implemented major changes to the Deposit scheme, Distribution margins (reduction), and logistics cost (reduction). Sales Manager North. Additional responsibility of Bangladesh, Nepal, Pakistan 1st January 2002 Overachieved Targets every year and received the Presidents 100% achievers award every year. Initiated the regulatory approvals for registrations in Bangladesh and Nepal and established channel partners, sales and marketing team to achieve a current turnover of around $ 600k p.a Set up regional distribution setup by expanding into, UP, Punjab Rajas than. Sales Manager North and East 1999 Promoted as Sales Manager with additional responsibility for the Eastern Region. Established distributor network, CFA and a clinical team to achieve targets for both the year. Developed north east as highest PD penetration centers in the country. Area Sales Manager June 1997 Expanded territorial sales by 400%. Added distributor set up in North. Expanded from 1 to 4 distributors. Inducted 7 new people in the team Launched a major drive towards promoting PD through CME, Received company s 100% sales award for year 1998 and 1999. Gain well Medimart Ltd - Area Sales Manager 1995- 1997 Joined the organization as ASM for Delhi and Rajasthan. Involved in the sales of high cost products. Eximer lasers and Bone densitometers were the key products in the portfolio. The role involved 1. Bone densitometers Identification of Key radiologists and promoting the product thru awareness creation of osteoporosis. 2 Eximer leasers- Direct sales and project setup. Was involved in promoting the concept of Better Sight Centers , a model based on joint partnership amongst ophthalmologists Birla Medical technologies 1992-1995 Joined Birla Medical technologies in Mumbai as a Marketing executive Managed Sales of the following high Equipment 1. Diagnostic Products - Blood Gas analysers and Chemistry analysers. The product with consumables was a requirement of Biochemistry and pathology departments. Extensive coverage of all major accounts in Maharashtra and North was achieved with successes at various hospitals. Making of Tenders and close coordination with Purchase department of various hospitals was required. 2. Cobalt machines for cancer therapy 3. Sterilizers, OT Tables and Lights Promoted to the position of Sr marketing executive in 1994 and was transferred to Delhi. Education 1989-91- MBA from the Institute of Productivity and Management B.Com (H) Other Programmes attended MDP- 3Tier Programme 1 month at the IIM Ahmedabad MDP - Product Launch at the XLRI. MDP- Performance Management IIM Ahmedabad Nominated for the Marketing fitness program ( Asia Pac) Reference CTC HDDHDH Sanjay Banerjee , MD , Zimmer India Harish Natarajan , CEO Bausch and Laumb

Work experience

Work experience

Business Head and Regional Marketing Manager - South East Asia and India

Baxter India and South East Asia