Phaninder Koppula

Dynamic, high-performing Business Leader with over 20 years of robust experience driving commercial excellence, market penetration, and business development across the Indian healthcare, pharmaceutical, and medical device sectors. Currently leading pan-India operations for IMMY, with a distinguished track record of steering cross-functional teams and accelerating growth across corporate hospital networks, diagnostic laboratories, and government institutions. A strategic expert in managing national distributor networks, securing high-value government tenders, and establishing strong clinical advocacy with Key Opinion Leaders (KOLs).

Proven capability in transforming regional sales setups into high-yielding business units through rigorous market research and tactical Go-to-Market (GTM) execution.

Account Manager – India Business at IMMY (2022-12 – Present)

• National Operations: Spearhead full commercial operations, business development, and market expansion strategies for IMMY's product portfolio across the entire Indian market.
• Strategic Stakeholder Management: Command relationships with critical healthcare decision-makers, including Lab Directors, Microbiologists, Infectious Disease (ID) Specialists, and corporate hospital procurement teams.
• Government Accounts & Tenders: Architect the lead-generation framework and supervise the complete end-to-end preparation and submission of medical tenders to government hospitals and medical colleges.
• Distribution Networks: Identify, evaluate, and appoint strategic national distributors and liaison agents to optimize supply chain efficiency and ensure timely collections from government institutions.
• Product Awareness & Training: Conduct localized Route-to-Market (RTM) campaigns and training programs to educate distributors and laboratory staff on diagnostic kit applications, driving rapid market adoption.

Area Manager / Government Business Lead at INDIA MEDTRONIC PVT. LTD. (2013-09 – 2022-11)

• Multi-State Leadership: Promoted to Area Manager to champion commercial strategies for high-end Endo-Diabetic Super-Specialty portfolios (Insulin Pumps & CGMS) across key regions, including Vidarbha, Chhattisgarh, Odisha, and Madhya Pradesh.
• Government Business Portfolio: Managed a lateral shift to lead high-value government accounts across five major states: Telangana, Andhra Pradesh, Tamil Nadu, Maharashtra, and Gujarat.
• Market Development: Conceptualized and executed scientific programs, symposia, and Continuing Medical Education (CME) initiatives to build product conviction among clinical specialists.
• Honored with the Leadership Expectation Award and Leadership Excellence Award for consistently achieving Secondary Revenue AOP targets.
• Secured multiple Accomplishment & Excellence Awards for top-tier revenue performance, new account acquisition, and sensor market penetration.

Senior Territory Business Executive at NOVARTIS HEALTHCARE PVT. LTD. (2010-03 – 2013-08)

• Critical Care Sales: Directed high-end commercial strategies for advanced gram-positive and gram-negative antibiotics within high-stakes environments, including ICUs, SICUs, and CCUs.
• Recognized with the prestigious Hats-Off Award for achieving 106% and 108% of annual business targets.
• Awarded Best Overall Performance for consecutive quarters and full financial year metrics.

Key Account Specialist at GLAXOSMITHKLINE (GSK) (2007-01 – 2010-02)

• Account Management: Managed corporate institutional portfolios, focusing directly on premium healthcare networks, including Yashoda and Care Group of Hospitals.
• New Product Launch: Led the market entry and commercial launch of the premium pharmaceutical product Arixtra across critical hospital groups.
• Clinched the Certificate of Excellence for 3 consecutive quarters alongside the national Champion Team Award.

Medical Representative at FRESENIUS KABI (2005-09 – 2007-01)

• Initiated career driving business metrics for Plasma Expanders across Intensive Care Units (ICU) and Operation Theatres (OT) across the Yashoda and Care hospital groups.

B. Pharmacy in Pharmacy – Shadan College of Pharmacy

MPC (Intermediate) – MNR Junior College