Expert Details
Executive Leadership and Commercial Operations: Life Sciences Industry
ID: 739483
New Jersey, USA
Expert has worked on the commercial launch of 10 new drugs and indications at Regeneron. He supported their growth from launch through blockbuster status. Several of these pharmaceuticals exceeded $9 billion in annual sales.
Expert worked on launching 12 new Sales and Market Access Field teams:
DUPIXENT - Immunology, Dermatology, Respiratory
EYLEA – Ophthalmology
EVKEEZA - Rare disease
LIBTAYO - Oncology
KEVZARA - Rheumatology
PRALUENT - Cardiovascular
ABILIFY - Neuroscience
REGNCOV - COVID-19 drug
Expert has built Commercial Operations departments from the ground up; established infrastructure; and scaled up to maturity to support multiple drug launches. He is focused on strategy, technical competency, automation, systems, processes, quality control, governance, compliance, and audit readiness.
Expert has led the following functions: Incentive Compensation, Advanced Analytics, Insights, AI/ML, Patient analytics, Size and Structure, Alignments, Targeting, Call Planning, Forecasting, Field Reporting, Sampling, Fleet, PMO, Veeva CRM, and more.
Expert has managed drugs across multiple lifecycle stages: Launch, growth, maturity, and loss of exclusivity. First in class as well as highly competitive markets; Blockbuster, mid-size, and small-size drugs; and multiple therapeutic areas, including rare diseases.
Expert's strengths include Designing Vision, Strategy and Roadmaps; establishing a strong infrastructure and scaling up to maturity; designing Processes and Automated systems: Governance, Audit Readiness, and Quality Control.
Expert possesses functional, technical, people and communication skills. He is highly experienced in collaboration with senior management, field leadership, cross-functional stakeholders, vendors, and other working partners. He has had frequent responsibilities in firing, training, and leading high-performance teams.
Education
| Year | Degree | Subject | Institution |
|---|---|---|---|
| Year: 2006 | Degree: MBA | Subject: Finance, Marketing | Institution: Indian School of Business (ISB) |
| Year: 2002 | Degree: B.Tech | Subject: Chemical Engineering | Institution: Indian Institute of Technology (IIT), Roorkee |
Work History
| Years | Employer | Title | Department |
|---|---|---|---|
| Years: 2021 to 2023 | Employer: (Undisclosed) | Title: Executive Director | Department: Commercial Operations |
Responsibilities:Executive Director of Commercial Operations at this Fortune 100 life sciences company.Among numerous achievements, Expert created Vision, Strategy, Roadmap, Execution Plan and Budget for Commercial Operations. He served as leader of the following functions: Analytics, Insights, AI/ML, Omnichannel, Incentive Compensation, Size and Structure, Alignments, Targeting, Call Planning, Forecasting, Field Reporting, Sampling, Fleet, PMO, and Veeva CRM. Additional core responsibilities: • Member of Commercial Leadership Team. Participated in business reviews and strategic decisionmaking. • Presented key updates, roadmap and business strategy to the CEO, company’s board and financial markets. • Functioned as business partner to Sales, Market Access, Marketing, Finance, HR, Medical Affairs, and related initiatives. Key Projects: • Led the development of AI/ML based Actionable Field Insights tool. Identified relationship between Field activity, HCP potential and HCP prescribing behavior. Automated the tool to provide actionable insights to drive HCP prescriptions • Designed Patient line of therapy analytics for Targeting / HCP prioritization • Led development of Field Reporting platform. Owned the process end to end: RFP, development, Field Roll out, and related engagements. |
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| Years | Employer | Title | Department |
| Years: 2015 to 2021 | Employer: Regeneron Pharmaceuticals Inc. | Title: Senior Director | Department: Commercial Operations |
Responsibilities:In his role as Senior Director of Commercial Operations, Expert launched 12 new drugs and indications.He launched 15 new Sales and Market Access field teams as well. • DUPIXENT - Immunology, Dermatology, Respiratory • EYLEA – Ophthalmology • EVKEEZA - Rare disease • LIBTAYO - Oncology • KEVZARA - Rheumatology • PRALUENT - Cardiovascular • REGNCOV - Covid 19 Expert led the sales growth of all the above drugs. Led the growth of DUPIXENT and EYLEA into blockbusters. • DUPIXENT - $9+ billion in annual sales within 6 years of launch • EYLEA - $9+ billion in annual sales Expert led the alliance partnership with Sanofi, for joint development and marketing of multiple drugs He led the launch and sales growth of drugs across: • First-in-class as well as highly competitive markets • Multiple therapeutic areas including Rare disease • Blockbuster, mid-size, and small size drugs • Full lifecycle: Launch, growth, maturity, and loss of exclusivity Major achievements: Built the department from the ground up, established industry leading infrastructure, a talented team, scaled up to maturity, made sustainable and put on Auto Pilot. Led Incentive Compensation, Advanced Analytics, Insights, AI/ML, Patient analytics, Size and Structure, Alignments, Targeting, Call Planning, Forecasting, Field Reporting, and additional related initiatives. Accountable for vision, strategy, execution, budgets, vendors, internal teams. Provided leadership on strategy, technical competency, automation, systems, processes, quality control, governance, compliance and audit readiness. Led with innovation. Incorporated industry best practices. Referenced benchmarking. Designed ‘Field force’ friendly policies that are compliant with corporate guardrails and fiscally responsible. Established governance, compliance and audit readiness. Successful in multiple audits. Built strong relationships with field leadership, senior management, stakeholders, alliance partners and vendors. Built, trained, motivated and led high-performance teams. Emphasized subject matter expertise and functional competency. Established a ‘Chase the learning’ philosophy. Empowered team. Provided autonomy and flexibility. Balanced Insourcing and Outsourcing. Built inhouse functional competency in ‘Strategy and Design’. Outsourced transactional work for cost efficiency. Onboarded vendors through RFP processes. Performed vendor negotiations. |
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| Years | Employer | Title | Department |
| Years: 2011 to 2015 | Employer: Otsuka America Pharmaceuticals Inc | Title: Lead | Department: Commercial Operations |
Responsibilities:In his major role with this pharmaceuticals multinational, Expert led Commercial Operations for entire product portfolio -- including Abilify, the #1 selling CNS drug in the United States ($6+ billion in annual sales). Among other achievements, he:• Launched two new drugs and a new sales force. • Expanded several sales forces. • Managed LOE of Abilify, the blockbuster drug. • Restructured existing field teams. • Led the alliance partnership with Lundbeck, for joint development and marketing of Abilify Maintena. • Met success in Internal Audit. • Designed stringent quality control processes. • Streamlined processes and built automation. |
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| Years | Employer | Title | Department |
| Years: 2009 to 2011 | Employer: marketRx, Inc. | Title: Engagement Manager | Department: Commercial Operations |
Responsibilities:Johnson & Johnson North America PharmaceuticalsLed Incentive Compensation project for entire product portfolio. Supported several new drug launches. • Managed $110+ million in combined annual IC payouts for 8 sales forces with a size of over 3,700; • Functioned as a Subject matter expert / Thought leader. Proactively delivered insights and recommendations; • During vendor switching, transitioned the entire operations ahead of time and within budget. Astra Zeneca • Led Sales Operations for entire product portfolio; • Rebuilt a new Field reports platform to solve for reporting paralysis, lack of accuracy and instability. • Simplified reports. Forest Laboratories • Led the implementation of Sales force automation (SFA) systems. |
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| Years | Employer | Title | Department |
| Years: 2006 to 2008 | Employer: UST Global | Title: Manager | Department: Commercial Operations |
Responsibilities:Led consulting projects for the various Pharma companies. |
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| Years | Employer | Title | Department |
| Years: 2003 to 2005 | Employer: Oracle Corporation | Title: Senior Applications Engineer | Department: Oracle Applications (ERP system) |
Responsibilities:• Promoted to own multiple modules of Oracle ERP system.• Gathered business requirements from customers, internal stakeholders, and senior management. • Designed strategy, functional and technical specifications, developed, tested, released, and maintained the ERP modules. Executed full life cycle within 80% of budget. |
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| Years | Employer | Title | Department |
| Years: 2002 to 2003 | Employer: Infosys Technologies | Title: Software Engineer | Department: SFA systems |
Responsibilities:Led the design and development of SFA systems. |
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Language Skills
| Language | Proficiency |
|---|---|
| English | Fluent |
Fields of Expertise
biopharmaceutical, biotechnology, Commercial, Big Data Analytics, executive leadership, executive management, life sciences industry, commercial operations, operations, operations management, pharmaceutical industry, compliance, Compliance Audits, drug launch, audit readiness, audit preparedness, quality control, quality compliance, senior leadership