Thamizh Vannan Kulasegaran

Key Contributions
• Protected and Expanded CORE Lab Including Visa screening business in the UAE
• Digital Tools Implementation
o cobas infinity, cobas mobile solutions and Roche Inventory Solutions, 3rd party Instruments to cobas Infinity in BMC/ VPS GROUP and generated revenue approx. CHF 60,000
o Focus on cobas Infinity Monetization and increasing the dependency of cobas Infinity by including in new projects implementation and as a part of solutions in all upcoming offers and Tenders
• Extensive Implementation of PIPO Global Strategy - upgraded above 11 Accounts and adding 2 New Accounts with latest cobas pro / cobas pure instruments
• Retained all assigned accounts despite price erosion and price pressure
• Achieved a 100% strike rate in 6 consecutive wins of Mubadala Health tenders worth USD 4 Million (SWA, LIAT, cobas 5800, POCT cobas pulse with cobas Infinity POC, POCT b101, HLA Lab cobas Light Cycler 480 II). The level of trust has greatly increased. The winning journey began, after two years of intense hard work, convincing, cooperation and teamwork in bringing resources together (inside Roche UAE, within Middle East, and with Roche Global). Influenced the Tender process in the early phases to guarantee a win-win, sustainable position for both parties by balancing strategic pricing to customers without sacrificing the organization's profitability. In Close collaboration with project management/ Implement team to ensure timely project execution
• Expert in GDC & GDC Key User for UAE - assisting the UAE team related to fixing complains in the GDC
• Helped/supported colleagues in the UAE to arrive at competitive prices based on Historical data, Market conditions and Segmentation, customer feedback and competitor strategies, to prepare final offers and tender responses for a few significant victories that includes Saudi German, Biosytek and Dubai Health Authority

Business Protection, Customer engagement and Growth despite competition and Covid related challenges

• Successful Contract Renewals with Assigned Accounts (Comprising 3 Key Accounts (18% of UAE Business) and 10 Plus Tier 2 Accounts)
• Chanel filling in CPS and RTD and Molecular (Magnapure 96 kits sold for Covid) USD 100,000
• First time Service revenue worth AED USD 380,000/- from Mubadala Group for TLA (CCAD & NRL ICAD) generated for the after 16 Months follow-up
• Converted non performing assert to sale KCH Instrument Sold to NRL 2020 USD 110,000/- and Brought in new accounts Glucare
• Lead three Process workflow development team and contributed to the development of Sales Process Work flow , Tender Management process workflow and Strategic Account Management process workflow
• Active Member of Two Strategic pillar Sprints within UAE - Value based offering / Pay per Performance and Value Based Health Care
• Strategic Sales Planning / Extensive Account Planning done for Mubadala group Comprising National Reference Laboratory, ICLDC and Cleveland Clinic incorporating Miller Heiman and Strategic Initiatives presented to UAE leadership team.
• Converted threat in to Opportunity : Saved NIPT business from competition, built new revenue stream of USD 400000/- and Placed first NIPT system in the UAE and Middle East
• Signed a new contract after 24 Months follow-up for Ventana BenchMark Ultra with Mubadala Worth USD 810,000/-

Roche | March 2017 - March 2019 | 1 year 11 months | India

Ad Interim Regional Manager Tissue Diagnostics East

Roche | January 2018 - March 2019 | 1 year 3 months | India

Job Description:
• Evaluate the market condition / scenario and do regular competitor analysis.
• Responsible for the total new and existing business in the region.
• Responsible for Annual Budgeting, sales analysis, forecasting accuracy.
• Prepare monthly sales plan & estimate the inventory requirement at C & F level & Inventory Management at Channel partner Level. Regularly review sales & provide updated rolling forecast every quarter.
• Establishing a strong relationship with key & large volume prospects / customers and build relationship, thereby promoting business.
• Responsible for proper execution of the sales promotion plan through the sales force within the region.
• Responsible for driving and participation in Regional Marketing activities (CME, Conference participation).
• Ensure Monthly Review of Sales and provide timely feedback, Coaching vis a vis Targets and initiate corrective actions, guidance and support to team members in case of deviations.
• Monitor all compliances relating to product Placement, IPC compliance, documentation, reporting in REXIS, and manage critical customer issues.

Key Achievements:
• Installed 16 units of VENTANA BenchMark Instruments with in a span of 18 months which includes 2 CAPEX units.
• Set a trend in Government Institution at IKDRC with a sale of VENTANA BenchMark XT.
• Implemented Pricing for 150 Plus PaB in the country and Sold maximum number of Primary Antibodies and improved profitability. Sucessfully worked on pricng strategy for FDA approved and High Medical Value paB's that includes ALK D5F3, PD-L1 SP 263, Her2 DISH, Her 2 4B5, ER , PR and Ki-67

• Delivered 31% growth over 2016. 39% growth in 2017 majorly coming from New business and Primary antibodies sales
• First to establish ISH and Dual ISH Advance Staining in India
• Retained and expanded the base at Tata Memorial Hospital Contract for Advanced Staining. Influenced the Tender Cycle and Signed Contract (650 Slides per day) for 5 years (4.6 Million USD Valid until 2023)
• Breakthrough at Kokilaben Hospital and gained Lion's share at TMH, SRL(converted customer from manual to Automation (250 slides per day) & Metropolis.
• Sold VENTANA BenchMark XT at Muljibhai Patel Urological Hospital, Nadiad, Gujarat.
• Influenced Tender Process accross AIIMS in India
• Installed BenchMark XT at AIIMS Bhubaneshwar, BMGX 2 Numbers in AIIMS PATNA with 150 Plus PaB in the contract & Vedanta Medical Research Foundation Raipur.
• Identified Key stakeholders and Established strong relationship influencing the complete Tender Cycle (Need Identification, Internal resource and external Stake holder Mapping, Request for Proposals, Bid Preparation and Submission, Contract Negotiation and Project Delivery).
Received pre award of Project worth 10 Crore (1.5 Million USD) at TATA Trust and TATA Group of Hospitals (Three DP 200 sale and 10 Benchmark Ultra Placements with 600 Slides / day). Secured the order from Tata Trusts on April 2019
• Successfully incorporated Roche instrument Specifications at premium government Institutions like RCC- Nagpur, NCI – Nagpur. and secured the order successfully.

Job description:
• Responsible to plan and achieve topline of Assigned Key Accounts for combined capex, reagent and consumables business.
• Responsible to Create Customer Specific Short term and Long Term Strategic Plans for the critical, large, complex

Key Accounts and implement them to achieve planned financial goals.
• Own the customer - Responsible to develop and maintain KOL relationship.
• Time to time develop and propose comprehensive offers to both internal and external stake holders which is beneficial to the customer and at the same time enhance profitability with less compromise on margins.
• Work in coordination with Other Account Managers to call on prospective projects across the country in assigned Key Accounts

Key Achievements:
 Renewed the contract till 2022 with installation of three units cobas 8000 In Clinical Biochemistry department in CMC Vellore.
 Principally finalized the CCM Track in February 2017 at CMC, Vellore.
 Renewed VENTANA BMXT contract in Apollo Group PAN India and consolidated the business till 2021
 Initiated cobas s201 NAT instrument evaluation in CMC Blood bank.
 Initiated discussion on CAP & CTM 96 in department of virology in CMC Vellore and in Molecular lab in Apollo main hospital for viral load / infectious and HPV testing.

Job Description:
• Handled Entire range of Roche Portfolio (Centralized Diagnostics, Near Patient testing, Molecular Diagnostics, Blood Safety Solutions and IT and Workflow solutions) within Tamil Nadu for 50 Defined Key Accounts that Includes Private Hospitals, Chain Labs, Standalone Diagnostic Centers and Tamil Nadu Government Hospitals, Railway Hospital and other Central Govt funded Institutions.
• Work in coordination with Other Key Account Managers and assist them in getting their orders by Influencing the decision makers based in my head quarters.
• Involve technical personnel to resolve customer issues and problems as and when needed.
• Coordinate and conduct product demonstrations to prove product characteristics and to win the order.
• Continuously learn and build the technical knowledge of various newer assays and products launched and update the Organization on current industry trends, competitive information.
• Successfully launched Tissue Diagnostics Products – VENTANA BenchMark IHC strainers in Tamil Nadu, early entry into Major Referral sites that includes Apollo Group and Christian Medical college.


Key Achievements:
 First cobas 8000 in Indian Hospital Segment at Christian Medical College Vellore.
 First Pre-Analytical systems cobas p512 in Indian Hospital segment.
 First installation of cobas s201 at Apollo Hospital, Chennai which is a referral site for Roche.
 Subsequently installed s201 at Apollo Hyderabad in 2011 and Apollo Kolkata in November 2013.
 Influenced mindset of KOL across Government institutes to move from conventional ELISA to Patented Roche ECL Technology
 Able to successfully map the Key Stake Holders in Tendering Cycle in Tamil Nadu Government segment and TNMSC. First cobas e411 Immunology Instrument at Omandurar. Subsequently sold above 12 units through TNMSC.
 First VENTANA BenchMark for Advanced Staining in South India at CMC Vellore and Apollo Hospital, Chennai.
 Initiated and Won Turnkey Project for RGGH & Madras Medical College and synergy work with Business Areas for Total Lab Automation. Largest breakthrough in TNMSC Tender with commercialization of Digital Products (cobas Infinity)
 Breakthrough in 1100 bedded Southern Railway Hospital with e411 & cobas TaqMan 48 sale (Turn key Tender for Virology Testing Inhouse for Railway Employees reducing the TAT supporting Patient Journey and Satisfaction Generated from the Scrap, )
 New KEY Customer Entry: SIMS Hospital, Vadapalani, Chennai with two units of cobas c311 and e411.
 Successfully sold two Hitachi 902 and one cobas e411 to Neyveli Lignite Corporation. ( Government and tender with lock in specifications )
 Sold Four Hitachi 902 to four other customers (GG Hospital, Public Health Centre, Mahatma Gandhi and AR Diabetes Centre)

Job description:
• Handling The sales of Centralized Diagnostics Products and some Contributions are as listed below.
• Played an Active Role in Modular Placements in Tamilnadu Area that Includes
o E 170 & Modular P 800 in Christian Medical College Vellore
o Responsible for entry of Immunology Business in Apollo
o Cobas C 6000 In KMCH Coimbatore.
• Concept Selling/ Consultative selling –
o Anderson Diagnostics 2008 (Imaging center made to start a new IVD laboratory)
• Converted Endocrinologist S.Murthy from RIA to ECL in 2007
o Major Reference for most of our orders from IVF Centers, Diabetic Centers and many major Hospitals across Tamil Nadu.
• Strategically placed Elecsys and e411's across Diabetologist clinics/ hospitals Tamil Nadu and sold Insulin, C-Peptide and Thyroids and Vitamin D
• Was one among the first to sell High value newer assays (PCT, Vitamin D & Bone markers, Pre-eclampsia makers, NT-pro BNP) launched in Electro Chemi Luminescence platform and there by maximized the Topline and Bottom line.

Key Achievements:

 E 170 & Modular P 800 in Christian Medical College Vellore
 Business Enabler & consultant for today's one of reputed Lab chain, Anderson Diagnostics
 E2010 installation at Endocrine lab in 2007.
 Strategic placements at Major Diabetologist centres & reference labs, IVF centres in Tamil Nadu.
 Set the trend for Assay Maximization.
 As a People Manager, developed and Coached a team of 4 Sales Personal in Tamil Nadu.
 Installation of Cobas c6000 at KMCH, Coimbatore.



Key Accounts & Distributor Management
Successfully Handled Most of the chief Accounts in Tamilnadu region
o GKNM in Coimbatore
o PSG in Coimbatore
o Was a part in Modular c 501 Placement in DMDSC Gopalapuram.
o Retained KG Hospital Coimbatore
• Successfully handled all the distributors in the region and educated them in maintaining the proper inventory.
• Guided the account managers in handling the customers and made them promote additional / new parameters in order to increase the Roche business in Customer point.
• Closely working with Roche colleagues in other division and always Exploring the possibilities of getting an entry for Roche CD business.

Job description:
• Handling the sales of Blood Glucose Monitors, Urinalysis products, Portable HbA1c analyzers and Trop-T (cardiac markers), for the Chennai territory.
• Building brand equity among Doctors, Patient Educators thereby generating prescriptions from them.
• Channel Management responsibilities:
o Planning and development of Retail reach.
o Identifying new channel partners according to potential as and when necessary.
o Developing existing channel partners
 In manpower and marketing aspects
o Rating the dealers and identifying dealers for schemes and support.
• Design and implementation of market specific events and promotions.
• Organizing and supporting various activities by opinion leaders of the medical community.

Achievements:
• Bagged a TNMSC Tender order for Accu-Chek Sensor Blood Glucose Meter and Strips for a value of INR 44 Lacs and repeat orders for 24 Lacs
• Won back the business lost to J&J LifeScan's blood glucose meters and retained and maximized the business in Southern Railway Hospital from May 2002 till Mach 2006. Managed and convinced and converted the customer to use the new range of Hypogaurd Glucometers launched by Nicholas Piramal India Limited after Roche entered in to Indian market has withdrawn the products.
• The product promotion literature developed for HbA1c was used by the company across the region.
• Highest seller of Portable HbA1c Analyzer, of Cholestech Corporation U.S.A.
• All India number one in secondary sales for ACCU-CHEK ACTIVE