L.N.
SOMANATHAN
Chennai, Tamilnadu 600122
9840991928
[email protected]
PROFESSIONAL SUMMARY
To join in an organization that will recognize and utilize my skills fully and offer me a position
requiring innovative and creative ideas where continuous growth and leaming are way of
life.Experience in sales of pharmaceutical products with a leading organization and in achieving sales
and profitability targets. Have been consistently exceeding targets by month after months. Well versed
in establishing territories and Stockiest network, developing successful long-term relationships for
market development. Set up the channel for brand establishes form market development. Set up the
channel for brand established it as the market leader in the Territory. Experienced in Planning and
executing management Goals Successfully positioned focus brands as a premium brand.
SKILLS
Desirable business extraction from 80% of invested DRS. Achievement and Carrier oriented with
excellent people management skills and an ability to manage change with ease. Excellent negotiation
and analysis skills. Excellent Delegating Skills. Good in Developing Skills of the people.
WORK HISTORY
ZONAL BUSINESS MANAGER (03/2021 to 12/2024)
Abbott India Ltd(Neurolife-Division) | Chennai, India (Remote)
*Handling team size of 40 team members 36 TBMs and 4 ABMs.
*Volume of sales handling 5.4 Cr per Month.
* FY 2021 and FY 2022 covered Tamilnadu and Karnataka regions.
*FY2021 All india Rank 3 and FY 2022 Rank 3 & FY 2023 Rank 2 as per
*PEX Card in Zonal Manager group.
*Team Success concentration is above 78% in FY 2024.
*Conducted Many Successful TOP ISPS/CMEs/Master class/CONY/ Physical Meeting and CMEs for
Sales and KOL Managements.
*6 TBMs and 2 ABMs promoted in my team as of now.
*Got Many Yodha/Dashing doubt/Bravo awards in last 3 years in 6 Months.
*Secondary based sales drive with proper monitoring tool and system.
*Conducted Many coaching and training session for team for better outcome.
*Zonal driven activities are done for Better team connect and creating high energy culture
*Hospital CME/Dinner meeting/KBL Connect/PGs driven academical program done,
*Analyzed and improved performance across zone using sales metrics and performance reports.
*Developed reports of zone performance and presented data to upper management
*Oversaw distribution and logistics, reducing inefficiencies and streamlining processes for the
Company and Zone
*Supported All managers, adjusting sales goals and processes for each region based on zone metrics
and company objectives
*Increased profit margin through inventory control, cost control and increased route productivity
*Engaged in product training, demonstrations, consumer awareriess,
branding, and acquisition initiatives to raise awareness and revenues. Achieved sales goals and service
targets by cultivating and securing new customer relationships
*Achieved established KPI for company, regional team and individual performance through teamwork
and focus on customers
*Maintained financial controls, planned business operations and control expenses while identifying and
pursuing opportunities to grow business operations and boost profits.
*Held one-on-one meetings with sales team members to identify selling hurdles and offered insight into
best remedy
*Compiled and analyzed data to determine approaches to improve sales and performance
*Collaborated cross-functionally with headquarters, regional and other teams nationally to maintain
consistent message and experience.
*Coached and promoted high-achieving sales and account management employees to fill leadership
positions with qualified staff and boost company growth.
*Implemented systems and procedures to increase sales Organized promotional events and interacted
with community to increase sales volume Collaborated with upper management to implement
continuous Improvements and exceed team goals.
*Enhanced profitability by developing pipelines utilizing marketing and sales strategies
*Exceeded sales quotas and increased profitability through effective sales strategy and business
planning
ZONAL BUSINESS
MANAGER 11/2020 to 02/2021
IPCA Laboratories Ltd (INNOVEX) Division Chennai, India (Remote)
*Covered all 5 stats of entire south
*Neuro Psy business brands and connected KOLs and KBLS
*Team of 30 Team members Reporting with TBM/ABM7RBM roles
*Considered and approved policies to support company initiatives and overall performance
*Supported regional managers, adjusting sales goals and processes for each region based on zone
metrics and company objectives.
*Engaged in product training, demonstrations, consumer awareness,branding, and acquisition
initiatives to raise awareness and revenues. Demonstrated products to show potential customers
benefits and advantages and encourage purchases.
*Achieved established KPI for company, regional team and individual
*performance through teamwork and focus on custumers
*Achieved sales goals and service targets by cultivating and securing new customer relationships.
*Maintained financial controls, planned business operations and control expenses while identifying and
pursuing opportunities to grow business operations and boost profits.
*Compiled and analyzed data to determine approaches to improve sales and performance.
*Prepared sales presentations for clients showing success and credibility of products
SENIOR REGIONAL SALES MANAGER
Dr Reddys Lab Itd
*In Dr Reddys Lab coverd Tamilnadu and Kerala.
*26 Team memetiers of TBM/ABMs role
*Handled 1.1 Cr sales volume
*Launched Monopoly first time in india Brivact and great success with in 1 Year of time.
*Keppra/Somazina-Brand top achiever in all india Finalized sales contracts with high-value customers.
*Collaborated with senior executives to evaluate performance in regional area and develop strategies
to expand revenue generation.
*Managed team of 118 regional sales representatives and 4 Ares Managers and consistently achieved
high sales targets.
*Participated in sales calls with direct reports to strengthen customer relationships and uncover
possible opportunities for growth.
*Executed successful promotional events and academical promotions. Generated detailed sales reports
and forecasts to analyze performance and track progress.
*Facilitated business by implementing practical networking techniques Compiled and analyzed data to
determine approaches to improve sales and performance Recruited, intendewed and hired employees
and implemented mentoring program to promote positive feedback and engagement.
03/2014. 09/2017
10/2017 to 10/2020
RSM
Unichem
*Proven ability to leam quickly and adapt to new situations
*Identified issues, analyzed information and provided solutions to problems
*Versatile professional with strong problem-solving skills and history of adapting to diverse challenges.
Applies innovative solutions and technical expertise to deliver exceptional results. Committed to
streamlining processes and advancing organizational objectives.
*Proven ability to develop and implement creative solutions to complex problems
*Developed strong communication and organizational skills through working on group projects.
Adaptable and proficient in learning new concepts quickly and efficiently
*Exercised leadership capabilities by successfully motivating and inspiring others
*Delivered services to customer locations within specific timeframes
Alkem Pentacare
09/2013 to 02/2014
*Versatile professional with strong problem-solving skills and history of adapting to diverse challenges.
Applies innovative solutions and technical expertise to deliver exceptional results. Committed to
streamlining processes and advancing organizational objectives.
*Identified issues, analyzed information and provided solutions to problems
*Proven ability to develop and implement creative solutions to complex problems
*Proven ability to leam quickly and adapt to new situations.
*Provided professional services and support in a dynamic work environment.
*Delivered services to customer locations within specific timeframes
AREA BUSINESS MANAGER
04/2010 to 03/2013
Ranhazy cv Division 04/2010 to 03/2013
AREA BUSINESS MANAGER
Unichem Neuforeva Division 10/2007 to 04/2010
EDUCATION
*B.Pharm 04/1999
*Pallavan Pharmacy College, MGR University
*Percentage: 63%
Higher Secondary
*Boys high sec. School 03/1995
*Percentage: 58%
*Board: State Board
High School
*Boys high sec. School 04/1993
*Percentage: 56%
*Board:State board
ACCOMPLISHMENTS
*Exceeding 102 target consistently for 19 months with excellent growth rate in Unichem Neu
forveva(Oct 2007 to April 2010)
*Exceeding 101% target consistently for 21 months with excellent growth rate in Ranbaxy CV(April
2010 to March 2013)
*Excellent growth rate exhibited in Last 04 years 18%(09-2010) and 23% (2010-11) 215(2011-12)
respectively
*Low level of attrition in entire zone
* Area has achieved No. 1 And no.2 position in most of the Premium Brands(Serta, Cpram5, Trika St
Pregaba in Unichemland(Storvas, Covance, Prasita In Ranbaxy Contributing 18% sales towards the
Regional Sales
*in Alkem I have Joined March 2013 as a Regional Manager in Pentacare division from 18 lakhs sales
to 30 lakh sales achieved in 11 month in Tamilnadu region
*Excellent Relation ship built with all top customers
*In Unichem as regional Manager in 3 years I have qualified by 1 Year for achiever club Dubai trip
with gold medal received from VP and GM In Dr reddys 2017-18 Year closed with 921 and 2018-19
clased with
*90% and 2019-20 Closed with 99% from FY 20-21 VTD on 96% & and
*Last 2 Years out of Qtrs earned 6 Qr Incentive In Dr Reddys I have maintained low attrition and
Process driven team
*for Consistent results Launched Briviact in Aug 2018 dane successful launch in south
*Achieved outstanding performance in the year 2003-2004,2004- 2005,2005-06 2006-07
*Qualified Winner trophy in the year 2005-2006 Qualified for Hi Fliers Club for 2006-2007
*Achieved above 100%, consistently for more than 40 months with excellent growth rate.
ADDITIONAL INFORMATION
24 years' experience in the field of Pharmaceuticals marketing
LANGUAGES
*Tamil
*English
WORK PROFILE
*Planning and Budgeting to Achieving organizators Business Targets in the Assigned Area with
available Resources. Planning and Ensuring Stock Availability in All the Stockiest and Ensure on time
Collection from the Stockiest. Assisting CBAs/Msrs to Build their teams and ensure the Desirable
productivity Controlling Attrition. Maintaining Healthy Relationship with all customers. Ensuring
Healthy retum on Investment with Leading Doctors in various part of the Area Organizing Territory
Level Doctor conferences. Leading and Motivating the sales Team and Ensuring their competency
and high Level of productivity Assisting the team members to develop their territory sales Procuing
information about the competition to suitably imfare the sales strategy Conceptualizing and executing
innovative localize promotions for brand building Planning the inventory and logistic to ensure the
night mix, and control on expiry stocks.
PERSONAL INFORMATION
*Date of Birth: 04/05/1978
*Father's Name:SR Lakshmi narashima iyer
*Mother's Name:Yamuna
*Marital Status:Married
QUALIFICATION
*B Pharm (Pallavan Pharmacy College) (1995-1999Apr)
WIFE NAME
*Mrs. Vijayalakshmi,
M.Com REFERENCES
*Mr.R. Anand, Sales Manager Alkem Lab Lid
*Dr Lakhmi Narashman Senior Neuro, Mandavell, Chennal
*Mr Subramaniyam, Sales Manager, DNA News
*Mr.Karthik, Reg Manager, Alkem
*Mr Gopal, National Sales Manager, Cipla CNS Chennai
*Mr Jeya Kumar, Prop, Sree Amman Pharma Triplicane Chennai
*Dr D. Vasudaven, Senior Neurologist, CIT Nagar Chennai
HOBBIES:
Playing volley ball, Swimming ,Music, Chantig Mantras etc.
DISCLAIMER:
I here declare that the information fumished above is true to the best of my knowledge
