Daniel Thadani

Human/ Facilitator/ Servant leader/ Country Head

Period
Aug’20 – till date
Feb’20-July’20 Growth Path / Deputations:
Country Head, RO IPCA Laboratories Ltd, Ukraine
Country Head, RO Aurobindo Pharma Ltd, Ukraine
Apr’14-Jan’ 20 General Director, LLC Macleod’s Pharmaceuticals Ltd., Kazakhstan
Nov’10-Mar’14 National Sales Manager, OTC, Dr. Reddy’s Laboratories Ltd. Ukraine
Apr’09-Oct’10 Zonal Manager (Kiev, Central and West Ukraine), Dr. Reddy’s Laboratories Ltd. Ukraine
Apr’06-Mar’09 Regional Manager (Kiev & Central Ukraine), Dr. Reddy’s Laboratories Ltd. Ukraine
Oct’04-Mar’06 Field Force Manager (Kiev Region), Dr. Reddy’s Laboratories Ltd. Ukraine
Dec’03-Sep’04 Regional Manager (Kiev Region), Micro Labs, Ukraine
Jul’03-Nov’03 Medical Representative (Kiev Region), Micro Labs, Ukraine

Aug’20 – Till date Country Head, IPCA Laboratories Ltd., Ukraine
Heading business of Retail and Tenders of $ 2.5 million leading 45-member team. Accountability of business promotion and development, sales forecasting, distribution management, market and patient data analysis for business modeling, marketing coordination with head office, pricing, product identification and registration through third party, team hiring and management.

Business Size / Role
/ Responsibility • Promotional team for a base business of 2.5 M USD.
• Creating and implementing remote call systems in sales force.
• Aligning and complying to global marketing strategy through both digital and F2F format.
• Engaging with Pharmacy Chains to develop availability and grow in the reimbursement segment.
• Market Intelligence analysis and MIS formation on patient outcomes and product trends.
• Exploring business opportunities in the market for in-license products.
• Monitoring and tracking all contracts, procedures, activities are as per government norms.
Team Size • 45 (Field Force, Finance & Accounts, Warehouse team, HR and Admin)

Feb’20 – Jul’ 20 Country Head, Aurobindo Pharma Ltd., Ukraine
Heading business of Retail, Tenders and third party of $ 1,6 million leading 21-member team. P&L Head with accountability of business development, sales forecasting, distribution management, marketing, pricing, products registration, team hiring and management
Business Size / Role
/ Responsibility • Finding new distribution channel from single to a process of opening up LLC with warehouse.
• Segmented 2 business models with reimbursement products and non-reimbursement products with the same lines of promotions.
• Restructuring the product mix offering with the portfolio and budgets.
• Exploring business opportunities to out-license injectable products.
• Scale-up of oncology team with right critical size, products, market access and commercial modeling.
• Development of KOLs and continuous relationship with advocacy bodies of HCPs.
Team Size • 21 (Field Force, Marketing, Regulatory, Finance & Accounts, HR, Admin)

Apr’14-Jan’ 20 Country Head, Macleod’s Pharmaceuticals Ltd., Kazakhstan
Heading business of Retail and Tenders of $ 3,5 million leading 51-member team. P&L Head with accountability of strategic market planning with patient and payer data analysis, institutional business development , sales forecasting, inventory and distribution management, marketing, market access, pricing, products registration, team hiring and management.
Business Size / Role
/ Responsibility / Key Achievements • Sustained the Anti-TB Tender business of PAS sodium which amounts to 50% of government TB budget.
• Retail Secondary Sales as per third party “Viortis” is getting doubled in 2019 vs 2016. The 2 flag ship brands Zithrox and Trenexa are No.2 and No.1 in Units in retails.
• Developed high performing teams by moving them from transaction business model to ethical marketing.
• Selected 28 right products for registration by market size and growth which fitted the product mix and TA offering.
• KOL, HCP Advocacy bodies and national formulary bodies management.
Streamlined the distribution channel from 58 to top 17 contributing distributors.
• Closed the outstanding over dues from poor performing distributors and achieved 100%+ on remittance targets to budgets.
• Successfully launched the on-line reporting systems for field team.
Team Size • 51 (Sales, Marketing, Regulatory, Logistics, Finance & Accounts, HR, Admin)
Nov’10-Mar’14 National Sales Manager, OTC, Dr. Reddy’s Laboratories Ltd. Ukraine
• Successfully scaled-up the OTC field team for an annual turnover of USD 6.7 million for FY13. The primary challenge is focused to achieve 100 % Revenue target for Ukraine OTC segment with a team of 53 which consists 7 Regional Mangers and 45 Medical representatives. Report directly to Business Unit Head
Business Size / Role
/ Responsibility / Key Achievements • Sales planning with clear-cut distribution in tracking mechanism by channel, region-wise and heading for a per capita per manpower of 13,3 K.
• Formulation of Marketing and Sales strategy with earmarked KPIs in each time-intervals.
• Creation of an integrated report system from RM to MR level with clear-cut allocation of timeframes for each activity in-off field and a set control mechanism.
• Leaped from an existing 38 Retail Pharmacy Chain contracts to 72 Retail Pharmacy Chain thereby getting a critical coverage of 45% pharmacy Trade points.
• Developed KOL database for Specialists and Provisors with the aim of advocating mode of operation.
• 100% manning and zero attrition for 6 continuous months (an unbroken record in Ukraine RO).
Team Size • 53 (7 RMs, 45 MRs)

Apr’09-Oct’10
Zonal Manager (Kiev, Central and West Ukraine), Dr. Reddy’s Laboratories Ltd. Ukraine
Lead Sales of USD 12.5 million per annum, 42% of entire business of Dr. Reddy’s Ukraine. Achieved 100 % revenue target for the territory with the Sales team of Rx Team and OTC Team
Business Size / Role
/ Responsibility / Key Achievements • The total territory was the only in the team with growth of 11% QonQ.
• The best per capita per manpower with above 10K USD per head.
• Aligned and systemized the field force by strategic guidelines in division of sales team.
• Created database strictly by pareto and focusing on existing customers (HP) for optimized returns.
Team Size • 51 (4 FFMs, 2 KAMs, 10 Sr. MRs, 35 MRs)

Apr’06-Mar’09
Regional Manager (Kiev & Central Ukraine), Dr. Reddy’s Laboratories Ltd. Ukraine
Lead Sales of USD 8 million per annum, 28% business of Dr. Reddy’s Ukraine. Achieved 100 % revenue target for the territory
Business Size / Role
/ Responsibility / Key Achievements • The most profitable region for the third consecutive year and ranked No#1 in revenue
• Spearheaded the Product Life Cycle Management of the mature Brand "Omez" and guided the successful launch of 3 New Products in the territory that lead to a 35% Sales growth in the first year and a 100% plus achievement.
• Championed creative marketing initiatives, including Specialty Clubs and Master Classes on Indication, diseases etc.
• Opened green field territories and surpassing all sales goals for mature brands.
• Identified low performing territories and formulated strategy to get the market share.
Team Size • 32 (2 FFMs, 4 Sr. MRs, 26 MRs)

Oct’04-Mar’06
Field Force Manager (Kiev Region), Dr. Reddy’s Laboratories Ltd. Ukraine
Lead Sales of USD 1.7 million per annum. The sales team comprised of General and Apteka teams.
Business Size / Role
/ Responsibility / Key Achievements • Kiev sales team achieved 100% + sales plan in the FY 2005-06
• The neutral third party, consulting company Concom pharm and Pharmstandard accessed the Kiev team performing 100% + against the market potential of the company's product portfolio.
• Developed and managed local speakers at polyclinic levels to create value addition to the doctor's prescriptions.
Team Size • 8 (1 Sr. MR, 7 MRs)

Dec’03-Sep’04
Regional Manager (Kiev Region), Micro Labs, Ukraine
Leader for Kiev sales team
Business Size / Role / Responsibility / Key Achievements • Exceeded the target 100%+ in the second quarter of tenure.
• Built the team from ground up
• Developed Key Accounts in Apteka Nets and channels for penetration of products.
• Initiated Marketing activities by sponsoring Societies of Specialty TAs.
Team Size • 3 (MRs)
Jul’03-Nov’03
Medical Representative (Kiev Region), Micro Labs, Ukraine
Sales Representative for 3 regions of Kiev city
Business Size / Role / Responsibility / Key Achievements • Growth in sales of region by 32% in first quarter.
• Created the best fold of HP in Kiev.
SCHOLASTICS
2007-2008 MBA University of New Brunswick, Canada and Int’l Institute of Business, Kiev, Ukraine
1996-2003 Doctor of Medicine Donetsk State Medical University, Ukraine
1989-1996 Upto 10+2 Sainik School Imphal, India