1. Key Skills
Sales & Marketing
Business Development
Budgeting &Budget Monitoring
Team Building & Leadership
Training & Development /
Recruitment
Product Promotions &New
Launch/ Pricing
Concept Selling
Sales Review and Analytical
Analysis of Team Performance
Distribution Management/ SCM /
Inventory Management / Depot
Operations
Reporting & Documentation
Client Relationship Management/
Key Account Handling
Sales Target Achievement/
Identification of New
Opportunities for Growth
Education
Result-oriented & visionary professional with a demonstrated record of
achievement in conceiving & implementing ideas that drives revenue, aiming for
senior to top level assignments in Sales & Marketing with a leading organization of
repute in Pharmaceutical sector
Profile Summary
Dynamic career of over 14 years that reflects pioneering expertise & year-
on-year success in Sales & Marketing in Pharmaceutical Products:
o Experience of handling different geographies like Central & Eastern
UP, Western UP, Bihar, Haryana, Uttaranchal, Delhi and Gujarat
Recognized as Front-Runner in not just achieving targets but in
surpassing them
Skilled in implementing sales & marketing activities that can create a
positive experience for clients; reaching out to new & unexplored market
segments & customer groups using market segmentation & penetration
strategies for business expansion:
o A team leader with vast exposure of chronic and acute pharma market,
leading the team to achieve business goals.
o Handling sales of products like Cipla Respiratory & Cipla Team
Expansion; received appreciation for making the brands for GPs (acted
in a core team of HO Team Expansion)
o Conceptualizing competitive sales strategies to develop market share
for achievement of revenue & profitability margins and making the
business viable for partners by ensuring healthy ROI
o Gained vast exposure of GP market and chronic & acute baskets
o Highly involved in decision making with top management like Cardio-
Diabetic Team in HiGlance (planningbrandingteamlaunch). Rural
market issues and promotional strategies with Cipla UP deep dive
(Rural market issuesdistribution challenges)
o Organizing promotional campaigns & launches to create product
awareness
Deft in building distribution network with reliable channel partners
(distributors); appointing them in non-performing areas, developing
infrastructure for new channels and optimizing their performance levels
Directed cross-functional teams using interactive & motivational
leadership; recognized for leading &mentoring Business Managers, Sales
Executives, Sales Managers and channel partners with equal desire to win:
o Implemented Performance Management Process to evaluate the team
A forward thinking person with excellent communication, analytical &
organizational skills; well organized with a track record that demonstrates
self-motivation & creativity to achieve corporate & personal goals
MBA from DDU, Gorakhpur in 2000
Diploma in Computers from C-DAC, Pune in 2002
BA from DDU, Gorakhpur in 1996
SHIRISH GAUR
Head-Marketing & Sales
shirishga@yahoo.com 09839126478

2. Soft Skills Career Timeline
Work Experience
HiGlance Laboratory Pvt. Ltd., Greater Noida as Head-Marketing & Sales
Role:
Leading a team of 2ZM+5RM+18DM+82TM field persons, 1 PMT as Marketing
Team and 12 persons as depot staff along with 2 Depot Managers
Executing:
o Corporate campaign via corporate brief (folder/PDA/Lit.) to make equity of
company in market, participation in national conferences like: RESPICON,
RSSDI, UPPEDICON and SURGICON etc.
o Sales Incentives & Power Brand Incentive System for building the brand
and increasing sales via motivating sales force
o New customer services to increase customer satisfaction and prescriptions
from them such as Knowledge Club, Flavour of Rice, Camps and Doctors
Meetings
Nurturing the Young involving retention of effective, recruitment via aptitude
test & interview, induction and training system; recognized as Outsourced
Trainer for giving training to team
Looking after Mirror Reporting {all management ZM / RM / DM where bring
under monthly review scanner via individual performance reports (Excel
Formats), provides better control monitoring of people performance}
Conducting MSL Scrutiny regarding productivity of a person as well as ROI
from a customer for rationalizing our coverage
Overseeing consultants and adding them in MSL to give a long term
sustainability and growth (now almost every MSL has 5-6 top industry
consultants giving Rx to HiGlance with GPs)
Working on Pricing Policy to increase profitability, deals and discount system
to increase sales volumes and as per market opportunities launching new
brands.
Looking after launch of new brands and promotional policies to overcome
seasonal variations in acute basket
Work closely with PMT in designing new PDA (acute & chronic), literatures,
studies, training module.
Working closely with Distribution Manager and team to solve the stockiest
issues and strengthen distribution by analyzing poor performers (appointed
new stockiest in few areas that provided new life to distribution setup for
better catering of market and business from unexplored territories)
Since Jan’14
Highlights:
Handled business volume of 6.50
Crores with 93% budget
achievement & 20% growth
Contributed in high priority
decision making with top
management (director) like launch
of Cardio-Diabetic Divisionin
HiGlance involving
conceptualization, product
selection, pricing, brand name,
visual aid, literature and
recruitment of team
Segmented the brand mix in
“Power Brand” and “New Brands”
with different slabs of incentive
structure (HiGlance Product mix
had improved from previous years
and Liquid Orals had 70%
contribution & injections 30%)
Working closely with Depot
Manager & team to bring down
breakage expiry below 2.5%
(earlier 7-8% with HiGlance)
Implemented new structures
which resulted in good growth like
better recruitment, induction &
training procedures, control,
monitoring and review tools like
mirror reports, budget system and
PMT structure
Head-Marketing &
Sales with HiGlance
Laboratory Pvt. Ltd.
Senior Sales
Manager with
Cipla Ltd.
Marketing
Executive with
Sinewave Pvt.
Ltd.
Since Jan’14 Feb’01-Dec’01 / Jun’03-Jan’14 Aug’02-May’03
Change Agent
Motivational
Leader
Analyzer
Thinker
Collaborator
Communicator
Planner

3. Feb’01-Dec’01 / Jun’03-Jan’14
Highlights:
Worked as Senior Sales Manager at
Gorakhpur HQ with 4.19 Cr. rupees
average sales volumes and 102%
budget achievements
Received appreciations for taking
ownership and attaining
performance goals
Contributed in launch of
Respiratory Division-Team
Expansion in Eastern/CentralU.P.
& Haryana market
Core member from HO team of UP
Deep Dive, to understand rural
customers marketing and
distribution issues.
Recognized for market penetration
&efficient management of
distribution networks for
implementing marketing strategies
Appreciated for managing sales &
marketing efficiently that enabled
business growth
Cipla Ltd., Gorakhpur as Senior Sales Manager
Worked as Sales Executive, elevated to Business Manager, Sales manager and Senior
Sales Manager [through a series of promotions in started with Respiratory Division
and later responsible to coordinate all 18 div. (acute+chronic) ]
Role:
Actively involved in pharmaceutical marketing of acute &chronic; handling
Acute Therapy Basket (handled acute + chronic all 18 divisions as SSM)
Led a team of 5 SMs, 30 BMs, 91TMs & 23 Lateral Support people across 18
divisions
Led the operations and sales of the entire geography “Gorakhpur” & ‘UP Core 5’
of HO.
Established the entire division from recruitment of staff, imparting trainings on
the product and sales &operations of the new division
Trained a team of Business Managers, Sales Executives and Channel Networks
for implementing new strategies to achieve business goals and evaluate their
performance through Performance Management Process
Implemented many launches and on-store promotions which significantly
improved the awareness about the product and its numerous benefits among
the customers
Involved in HO programs like think tank/ brainstorming / training as core
member for 6 months Deep Dive Program to understand UP market issues
related to rural market challenges with GPs & “how to strengthen distribution
network in UP
Previous Experience
Aug’02-May’03
Sinewave Pvt. Ltd., Pune as Marketing Executive
Role:
Marketed Taxbase Software to CAs in Maharashtra, Karnataka and Gujarat
regions
Personal Details
Date of Birth: 26th March 1976
Address:3G-502, Gurjinder Vihar, AWHO, CHI-1, Greatere Noida, Gautam
Buddhanagar-201308
Marital Status: Married
Languages Known: English and Hindi
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