Prithwish Roy

As Portfolio Development Manager, reporting to the Marketing Director, I oversee seven portfolios for leading US OEMs, Medtronic and Abbott, within a fully integrated partnership model in Tanzania.

Manage a team of 4 Tanzanian nationals to drive business growth by executing strategic initiatives aimed at enhancing healthcare access. Develop and implement tailored strategies to expand market share, ensure optimal portfolio performance, and meet business objectives The portfolios include

• Medtronic’s capital equipment and implantable devices across Neurosurgery, GI & Endosurgery, General & Laparoscopic Surgery, and Orthopedic Surgery, as well as
• Abbott’s POC diagnostic devices for blood gases, electrolytes, metabolites, and coagulation analysis.

1) People Management - As a people manager overseeing a high-performing team of six representatives, I drive team productivity by

• Regularly evaluating performance metrics, streamlining processes, and optimizing resource utilization to align with business goals.
• Providing coaching, mentoring, and timely feedback based on the development areas to foster continuous skill development and ensure talent retention.

2) Business Development -

• Conducted market research, prospecting, and pricing strategy development while managing budgets to ensure cost-effectiveness and maximize ROI.
• Analyzed market trends and competitor activities to design data-driven sales plans with a reinforced value proposition, driving market expansion.
• Collaborated on marketing activities to enhance public relations and brand resonance.
• Fostered product adoption, executed growth plans, and achieved P&L objectives by establishing strategic partnerships with key accounts.

3) Regulatory Compliance -

• Evaluated and identified potential products for portfolio expansion, ensuring full compliance with national trade regulations, import laws, and customs requirements.
• Collaborated with the regulatory affairs department to manage product registration processes and ensure adherence to industry standards

4) Supply Chain Management -

• Reviewed weekly inventory reports and monitored order delivery fulfillment, including stock allocation by OEM partners, import permit approvals, customs clearance, forwarding status, and landing cost finalization.
• Managed credit control and collections while addressing and mitigating logistics challenges to ensure timely product delivery.

Led a team of seven experienced Sales & Technical Representatives (STR) for the West Bengal Government tender business (WBCMS) of Medtronic’s Intervention Cardiology/CIED (Cardiac Implantable Electronic Devices) portfolio. Reported directly to the Regional Business Manager and was responsible for driving business development across the entire West Bengal region, India.

1) Business Development -

• Achieved INR 5.1 Cr in FY 22-23 with a 10% YoY growth in the dual chamber pacemaker category.
• Drove a 12% increase in new product sales during the same period.
• Contributed significantly to India being recognized as the top-performing region for the CRM portfolio in 2023.
• Ensured customer retention rates exceeded 90% and successfully developed five early adopters by engaging them in simulator sessions, hands-on workshops, and case presentations to strengthen customer relationships and drive sales

2) People Management -

• Implemented a unified approach to enhance team sales proficiency by leveraging CRM tools, performance dashboards, and regular team meetings.
• Achieved service innovation through daily audit of team performance metrics, including implant volume, intervention case load, inventory management, stock allocation, price negotiations, and business forecasting using a data-driven approach.
• Delivered on-site technical training and weekly up-skilling programs to ensure the team effectively met market demand and customer needs.

3) Government Tender Management -

• Led end-to-end government tender management processes, collaborating closely with consultants and government officials to optimize revenue recognition and ensure compliance.
• Drove strategic contract negotiations, new product inclusion, and efficient budget allocation.

4) Project Management -

• Experienced in leading cross-functional teams to deliver projects on time and within budget. Skilled in managing timelines, resources, and risks while maintaining strong stakeholder communication.
• Proficient with project management tools (Jira & Hive) to track progress and ensure alignment with business objectives, driving successful project outcomes.
• Also partnered with the inside sales team to manage turnkey projects & Greenfield projects.

As an individual contributor, I focused on sustaining growth within the existing business while identifying new opportunities for expanding the Clinical Nutrition portfolio. Focused on expanding therapy segments in critical care, nephrology, oncology, and diabetes, successfully cultivating key accounts to enhance market penetration and portfolio reach.

1) Institutional business -

• Delivered end-to-end solutions for key account business by formulating strategic business plans based on strong business acumen and a deep understanding of Key Opinion Leader (KOL) needs, profiles, and challenges.
• Developed balanced partnerships to create value and drive business growth. Continuously monitored key account performance, identified opportunities for improvement, and adapted strategies to ensure long-term success.

2) Project management -

• Designated as the Single Point of Contact (SPOC) for key account projects in the Eastern region, responsible for driving project success and ensuring seamless execution.
• Identified market trends, analyzed large data sets, and gathered insights to develop detailed action plans. Collaborated with external stakeholders to ensure project alignment and optimal results, while continuously monitoring performance to identify areas for improvement.

3) Brand Portfolio management -

• Developed and executed portfolio-specific business development strategies in close collaboration with the leadership team.
• Gained steep learning curve in health economics, business planning, and strategy, focusing on key metrics such as gross profit and cost of sales.
• Led brand positioning for high-value and niche brands, successfully navigating competitive markets to drive growth and market share.

4) Cross functional Synergy -

• Coordinated with channel partners, CFA, procurement teams, marketing departments, and medical affairs to optimize operational outcomes, align business goals, and execute successful marketing campaigns.
• Ensured smooth supply chain processes and streamlined communication across departments to drive overall business performance and efficiency

Worked as an individual contributor in an entry-level role, gaining a strong foundation in the sales process and public relations. Focused on the respiratory and anti-infectives portfolio, developing an understanding of product offerings, customer needs, and market dynamics.

Built and nurtured relationships with key stakeholders, driving product awareness and increasing sales opportunities. Collaborated with senior sales teams to gain insights into sales strategies and contribute to achieving team goals.

1) Sales & Marketing -

• Secured and grew the existing sales base by identifying new business opportunities and untapped markets.
• Developed and executed effective sales strategies and marketing initiatives to drive revenue and enhance market penetration.
• Drove expansion efforts by upselling additional therapies and increasing customer engagement.
• Collaborated with internal teams to align sales goals with overall business objectives, achieving consistent performance improvements.