Vice President Sales — India / SAARC / South Asia - Optinova AB - Kolkata
(2018-07)
Global leader in precision Fluoropolymer/PTFE/PFA/PUR/PEBAX/PVDF extrusion tubing for Medical Device OEMs and industrial applications. Manufacturing: Finland, USA & Thailand. Current Business: €10 Million (India & South Asia).
- P&L & Market Share Growth: Architected the commercial blueprint to scale India and South Asia MedTech & Industrial footprint — growing the business from €3 Million to €10 Million, registering a CAGR of 16.24% over 8 years and positioning Optinova as a dominant regional supplier.
- OEM Penetration: Successfully penetrated 5 major global Catheter & Cardiovascular OEMs in India/APAC, establishing Optinova as the primary fluoropolymer design partner embedded within their R&D and procurement pipelines.
- Supply Chain Optimization: Optimised cross-border supply chain and logistics across manufacturing sites in Finland, USA, and Thailand — reducing lead times by 5% and improving customer delivery reliability.
- Cross-Border Leadership: Command an international matrixed ecosystem across India and SAARC, upskilling cross-functional teams to close long-cycle OEM contracts with precision IV catheter and cardiovascular device manufacturers.
- Strategic Alliances: Secured Tier-1 partnerships with elite Cardiovascular, Interventional cardiology, and Catheter manufacturers — embedding proprietary fluoropolymer technology into their R&D pipelines and long-term supply agreements.
- Market Intelligence: Drive continuous competitive and market intelligence to anticipate evolving OEM requirements, informing product roadmap recommendations and pricing strategy with global leadership.
- Executive Reporting: Provide BL Director & CEO with business health insights via structured pipeline governance, weekly strategic reviews, and forward-looking opportunity assessments.
Country Manager — India / APAC - BHR Biosynex India Pvt. Ltd. - Chennai / Kolkata
(2012-04 - 2018-06)
Led overall POC IVD, Robotics/CT-Guided Tumor Ablation, Interventional Radiology, Retinal Imaging, and OTC Healthcare business across India, SAARC & APAC. Final Turnover: USD 4.41M | Team: 40 members.
- Advisory Board — Remidio: Served on Advisory Board of Remidio, an AI-enabled Retinal Imaging MedTech startup (BHR-funded) — one of India's celebrated healthcare innovation success stories — contributing corporate governance, commercial strategy, and market-entry insights.
- Advisory Board — Perfint: Served on Advisory Board of Perfint, developer of CT-Guided Robotic Tumor Ablation systems (BHR-funded) — bringing venture-readiness, regulatory strategy, and go-to-market expertise at board level.
- 8x Revenue Growth: Scaled business from USD 525K / 5-member team to USD 4.41M / 40-member team — delivering 8x revenue growth in 6 years through systematic OEM integration, pharma alliances, and pan-India clinical adoption.
- POCT Platform Launch: Architected national launch of point-of-care diagnostics across 6 therapeutic fields: allergy, cardiovascular, diabetes, gastroenterology, and Cosmeceuticals.
- Tier-1 Pharma Alliances: Signed cardiovascular pharma alliance: USD 0.9M (FY13-14) → estimated USD 12M (FY13-18). Secured enterprise agreements with AstraZeneca, GSK, Macleods, Alkem, Glenmark, Microlabs, Zydus, Sanofi & MSD.
- Strategic Partnerships: Built Tier-1 B2B ecosystems with GSK India & APAC, Metropolis Labs, Trivitron HealthCare, Apollo Group of Hospitals, and Zydus Cadila.
- Regulatory Strategy: Spearheaded CDSCO/DGCI regulatory compliance strategy to accelerate time-to-market for disruptive IVD and Robotic technologies across India and SAARC — managing full DGCI and State-level device registration.
- Key Clinical Wins: Led installation of ~600 HbA1c Analysers across India in 12 months; displaced incumbent MNC in Metropolis Lab Chain Urine Analyzer deal PAN India.
National Sales Manager - Basic Healthcare Products Pvt. Ltd. - Delhi
(2009-10 - 2012-03)
Orthopedic Implants (Trauma/Spine/Foot Surgery) and Synthetic Bone Grafts across India, Bangladesh, Bhutan & Nepal. Turnover: USD 420K → USD 1.36M | Team: 26 members.
- KOL Network & 3x Growth: Scaled orthopaedic implant business 3x (USD 420K → USD 1.36M) by building a national KOL network of 50 leading surgeon relationships — establishing Tier-1 clinical advocacy across all major geographies.
- National Distribution Architecture: Designed and deployed pan-India distribution framework covering India, Bangladesh, Bhutan & Nepal; recruited and managed 26-member cross-border sales organisation.
Head of Marketing - Polar Pharma India Ltd. - Kolkata
(2007-04 - 2009-10)
Full P&L for Prophylactics, POCT Diagnostics, Medical Disposables, and Contract Manufacturing. Turnover: USD 3.78M → USD 6.61M | Team: 18 members.
- Commercial Transformation: Drove 75% revenue growth (USD 3.78M → USD 6.61M) and 25% improvement in sales productivity by restructuring distribution, introducing formal channel agreements, and implementing SAP-based inventory management.
- Organisational Restructuring: Re-architected go-to-market structure around Key Account Management and Channel Management across domestic and international divisions — elevating commercial execution quality.
RSM (India) — East - Pall Lifesciences – Medical Division - Kolkata
(2005-01 - 2007-04)
Pall Criticalcare products (CVTS, Anesthesia, Infusion, Onco-Hematology, Nephrology), Blood Bank, and Water Filtration across Eastern India, Bangladesh, Bhutan & Nepal. Turnover: USD 420K → USD 1.15M.
- Regional Scale: Nearly tripled regional business (USD 420K → USD 1.15M) by developing distribution networks across Eastern India and SAARC, expanding into previously unserved geographies.
- Portfolio Leadership: Managed diverse critical care, blood bank, and water filtration portfolio — building structured engagement with hospitals, blood banks, and OEM clients across 4 territories.
SBDM — East - G. Surgiwear Limited - Kolkata
(2000-05 - 2005-01)
Surgical Implants (Ortho/Dental/Neuro/Eye), Wound-care, Compression Therapy, OTC-FMCG across Eastern India & SAARC. Turnover: USD 315K → USD 1.47M | Team: 8.
- 4x Revenue Growth: Scaled business from USD 315K to USD 1.47M — a 4x growth trajectory — through institutional key account development and systematic channel expansion across Eastern India, Bangladesh, Bhutan & Nepal.
- Multi-Category Portfolio: Managed surgical implant, wound-care, compression therapy, and OTC-FMCG portfolios simultaneously — building cross-functional commercial capability across hospital and retail channels.
Area Sales Manager - Becton Dickinson India Ltd.
(1997-09 - 2000-05)
Field Executive - Lyka Labs Ltd. (Diagnostics & Mediguid Div.)
(1991-02 - 1997-09)
Area Executive - Draft International - Kolkata
(1987-04 - 1991-02)
