Unnikrishnan Ramesh
Team Lead - MENA Region
Dubai
Summary
Experienced medical device and lifescience business account manager with a demonstrated history of working in the medical devices industry with leading manufacturers and healthcare professionals across Middle East region. 12 years of strong background in commercial healthcare sales and marketing with a proven record of sales success, key account management and operational skills. Highly qualified with exceptional verbal/written communication and strong leadership skills to effectively resolve problems and provide superior customer service. Proven ability to assess client needs, establish rapport, build trust, and close deals. Strong track record of achievement with outstanding success in building partnerships and maintaining client relationships.
Overview
12
12
years of professional experience
4
4
years of post-secondary education
Work History
Team Lead
BICO, SWEDISH TRADE COUNCIL, MENA
DUBAI
06.2021 - Current
- Developed and implemented sales and marketing plans and defined the strategy for next 3 years.
- Responsible for entire range of BICO portfolio from 3D Bioprinters, Single cell dispensers, Bioreactors, Live cell Imagers, Low volume liquid dispensers to Hybrid microscope.
- Conduct various market surveys to analyze market acceptance of solutions BICO has plans in acquiring.
- Q1 & Q2 of 2022, major achievements of opening footprint in Turkey with two Bioautomation G-Station solution and 1 installation in Newyork University Abudhabi.
- Managed to penetrate MENA regions largest research facility KAUST(Saudi Arabia) and generate strong pipeline in single cell dispensing portfolio
- Consistently maintaining seminars and product demo's numbers across the region for 14 product offerings.
- Successfully managed to accomplish and exceed HQ’s forecast of USD2.5M for 2021. Accounts opened in Qatar, Israel & UAE.
- Managed to maximize profit margin by combining 3D Bioprinting, Bioscience and Bioautomation solutions and convincing customers about the scalability possibilities.
- Only team for BICO globally to handle entire portfolio under BICO umbrella.
- Successfully tied up with U.A.E.’s Swedish trade council to engage with top 3 stakeholder’s – DHA, EXPO 2020 cancer care research and Al Jalila foundation.
- Developed strong distribution network and conducted refresher trainings to enhance teams sales and application skills.
Sales Manager
MEDTRONIC|BMC
DUBAI
02.2018 - 05.2021
- Successful sales record and in depth knowledge from extensive OR assistance experience of more than 650 Neuro/Ortho surgeries with leading KOL’s.
- Exceeded set target by 20% and closed at $5.1M and successfully implemented Minimally invasive spine endoscopic program teaming up with 16 leading Neuro/Ortho spine surgeons
- Achieved individual target for Surgical power drills, minimally invasive endoscopic system and ultrasonic aspiration system.
- Achieved 140% for surgical powertools.
- Successfully created a 30% market share for ultrasonic aspiration system by converting 5 liver surgeons and 8 Neuro surgeons from Integra CUSA system.
- Successfully installed 12 systems and 5 backup midas rex systems
- Solution provider and close partner with KOL’s across all key accounts
- Expertise in successfully presenting solutions before KOL's by conducting workshops and coordinating events that helps build rapport
- Coordinate and assign service and application concerns with the team to make sure of 100% customer retention and satisfaction
- Work closely with the marketing team to build tools that can enhance campaign presence
- Team work to analyze and complete major tenders and ensure that it is submitted on time
- Organize product demonstration’s to Biomedical, OR and team of physicians
- Conduct regular in-service sessions which helps to connect with end-users and also help to add new services by analyzing the needs by understanding the existing gaps.
Regional Sales Ambassador
Abbott Laboratories | Abbott Diagnostics | MENA/IRAN Region
DUBAI
01.2015 - 01.2018
- Target oriented approach to close and exceed capital equipment sales, reagent sales, IT professional services and Salesforce sales target.
- 2018 closed at 105%, NPS score of 8 from 36 accounts.
- 2017 closed target at 115%, NPS score with an average of 9 from 34 key accounts and IT professional services target achievement
- 2016 exceeded set target and closed at 106%, NPS score with an average of 8 from 32 key accounts
- Successfully implemented Abbott’s latest IT professional service for lab inventory management to one of the key accounts through perseverance and long term planning and follow up
- 100% account retention record along with addition of 2 major government lab facilities under my portfolio by 2017
- This was achieved by focusing on customer support 24/7, which I believe has helped in bringing in sales and closing targets
- Developing trust relationships with a portfolio of 34 major accounts , to ensure they do not turn to competition
- Ideal salesforce utilization to manage the entire sales cycle and prioritize them the right way
- Keep all the customer details and sales figures updated
- Manage day to day activities with clear objective and forecast weekly and monthly plans accordingly
- Manage distributor team comprising engineers/application specialist’s to make sure the customer concern is resolved and updated promptly in Salesforce
- Regular scientific presentations of latest assay’s, system software updates, clinical paper’s for pathologists, lab manager’s, lab technicians in order to keep them updated on our product’s, so as to maximize system utilization to the fullest
- Constantly be in touch with all the KOL’s in a hospital hierarchy
- Acquiring a thorough understanding of key customer needs and requirements by expanding the relationship with existing customers by continuously proposing solutions to close any exiting gaps
- Ensure that the right products and services are delivered to customers in a timely manner by proper coordination with local distributor
- Serve as the link of communication between customers and internal teams to resolve any issues and problems faced by customers and deal with complaints to maintain trust
- 24/7 support to customer’s to resolve any of their concerns utilizing Abbott link online data to analyze the system status and to answer customer queries on call or directly visit the site if needed
- Help define clinical requirements and perform clinical activities for Abbott’s immunochemistry analyzers, including complete machine validation and post installation trainings
- Regularly conduct selling skills training for distributor team based in UAE, Bahrain, Saudi, Kuwait & Iran.
Product/Application Specialist
NMC Trading
DUBAI
11.2012 - 01.2015
- Diros RF Ablation successfully introduced into the UAE market
- Creating and executing territory business plan for DHA, MoH, SEHA and other private hospitals to enhance the Radiofrequency Nerve Ablation market in UAE by introducing it to Neuro Surgeons, Orthopaedic.
- 4 rental programs introduced for the first time in the region, 1 capital sale against consumable and 1 capital equipment sale in 2013.
- Expanded usage of technology to Anesthetists, Radiologists and pain management specialists by providing constant seminars and creating interest and confidence in introducing a revenue generating stream.
- Successful in becoming the market leader in Radiofrequency within a short span of time across UAE by carefully analyzing competitor(kimberly clark) and selling approach to exceed sales target
- Extensive OR experience in supporting KOL’s in performing more than 180 Radiofrequency surgery procedures
- Creating a training protocol in partnership with, Thumbay Research Group in organizing cadaver workshops for interested Doctor’s was a great move that helped us become market leader
- Develop market strategies for innovative pain management devices (EMG biofeedback systems) for stroke rehabilitation.
- Making presentations as well as providing product demonstrations and trainings in almost all hospital’s and physio-rehab center’s across UAE.
- Support Covidien team to achieve target with the OR and ICU contacts in hand to help team achieve or exceed targets given.
Stroke Rehab Specialist
MENTAMOVE GMBH ( Campus Selected )
BENGALURU
01.2010 - 09.2012
- Developing market strategies for innovative pain management devices like EMG bio-feedback systems and orthopedic solutions like Matryx-Rhythmus therapy and Mentamove technology for the first time in India.
- Conducting seminars, presentations as well as providing product demonstrations and trainings to create market awareness and thereby succeed in meeting or exceeding sales target.
- Work with distributors to establish sales chains.
- Attend exhibitions when required and to advise potential clients on the products, providing technical knowledge.
- Building long term relationships and offering flexible solutions to clients.
- Working closely with German innovators to support various activities to enhance market acceptance of this futuristic technology.
Education
Bachelor of Science - Biomedical Engineering
St.Peters College of Engineering, Biomedical Eng
Chennai 04.2006 - 05.2010
Skills
Sales ForecastingResource ManagementProblem Resolution
Aquisition specialist
Key Account ManagementConsultative and Direct SalesStrategic and Tactical PlanningOrganizational PlanningSales and MarketingCustomer ServiceRelationship ManagementCadaver trained in RF/CRYO Ablation solutions
MIS solutions trained for transforaminal and interlaminar procedures
Certified in Medtronic Midas rex system’sCertified in Abbott’s, Architect immuno-chemistry analyzersSalesforce expertAbbott’s selling skills trainer for distributor performance enhancement in the Middle-East region ( UAE, Iran, Kuwait, Saudi & Bahrain )Timeline
Team Lead
BICO, SWEDISH TRADE COUNCIL, MENA
06.2021 - Current
Sales Manager
MEDTRONIC|BMC
02.2018 - 05.2021
Regional Sales Ambassador
Abbott Laboratories | Abbott Diagnostics | MENA/IRAN Region
01.2015 - 01.2018
Product/Application Specialist
NMC Trading
11.2012 - 01.2015
Stroke Rehab Specialist
MENTAMOVE GMBH ( Campus Selected )
01.2010 - 09.2012
Bachelor of Science - Biomedical Engineering
St.Peters College of Engineering, Biomedical Eng
04.2006 - 05.2010