Biju Pillai has over 14 years of experience in the vision care industry, specializing in channel sales and direct sales. He has a proven track record of successfully establishing strategies to grow organizations and expand market share through partnerships and account development. Currently serving as the National Sales Manager at Contacare Ophthalmic India Pvt Ltd, some of his responsibilities include establishing retail chains, leveraging relationships with optometrists, and developing an e-commerce website.

1. Biju Pillai
102, Pearl, Prakurti Residency,
Opp.Narayan Garden, Gotri,
Vadodara-390021
E-mail: bijupillai35@gmail.com
Mobile: +919376266661
Successful at establishing the vision and strategies necessary to grow an organization. Expert at creating/capitalizing
on networks, liaisons while negotiating/managing joint ventures and strategic partnerships with existing local
manufacturers, large format retail chains & independent key accounts. Excel at partnering with all core business
operations to significantly increase the company’s foot print, expand market share, and generate sustainable revenue
and maintain GP at a very healthy figure. A team builder with strong P&L and general management skills.
 14 years Vision Care Industry
 Expertise in Channel Sales & direct sales
 Team building & SOP
 Market Evaluation, Penetration &
Expansion
 Budget preparation and process for approval
 Competitive Analysis, Positioning & Pricing
 Coverage plan & review
 Major Account Development & Portfolio
Management
PROFESSIONAL EXPERIENCE
Contacare Ophthalmic India Pvt Ltd January’2013
– Till Date
National Sales Manager
Immediate responsibility of establishing Retail chain with Eye Hospitals, Charitable Institutions, Leveraging
relationshipwith Ophthals to set up Optical Dispensing units inside clinic
Development of E-Commerce website, from conceptualizing, resource channel, logistics & sourcing
 Accomplishing marketing and sales human resource objectives by recruiting, selecting, orienting,
training, assigning, scheduling, coaching, counseling, and disciplining employees;
communicating job expectations; planning, monitoring, appraising, and reviewing job
contributions; planning and reviewing compensation actions; enforcing policies and procedures
 Determines annual and gross-profit plans by forecasting and developing annual sales quotas for
regions; projecting expected sales volume and profit for existing and new products; analyzing
trends and results; establishing pricing strategies; recommending selling prices; monitoring costs,
competition, supply, and demand.
 Correction in existing channel network & bringing in more structured channel working with win-
win formulae & accountability.
 Identifies marketing opportunities by identifying consumer requirements; defining market,
competitor's share, and competitor's strengths and weaknesses; forecasting projected business;
establishing targeted market share.
 Sustains rapport with key accounts by making periodic visits; exploring specific needs;
anticipating new opportunities.

2. VIRTUAL Solutions ltd - TANZANIA
June’2012 – December’2012
Sr. Manager Sales & Marketing – Africa Region
 Responsibility for 04 verticals of Broadband , VOIP , Tally , Video Routing
 Launch of 02 new products for VOIP
 New business avenues
 Maintaining round the clock technical service
 Preparing the financial viability of project for management approval
 Channel management with appointment of Distribution channel , Wholesaler & Reseller
 SOP for all operations
Hoya Lens India Pvt. Ltd. April’2009-November’2011
National Sales Manager
Formulate all sales and marketing strategic planning initiatives for new Japanese company in India from
incorporation stage to grow to a 4% (Rx) market share company. Establish strategic partnerships/joint ventures and
work collaboratively with manufacturing, operations, finance, IT and all operating divisions to determine product
life-cycle strategies, create effective marketing programs, establish new product introduction/launch strategies, and
resolve post-launch problems. Manage a 27-person national sales team and 56 customer service backhand team.
 Delivered immediate and impressive sales results; growing revenues.
 Recruited a top-performing sales and marketing team, expanded the sales organization to 27 account
executives, established aggressive metrics, and introduced a new compensation program, resulting in a
400% increase in new major clients and a increase in average annual productivity per account executive
 Launched 21 new Regional Offices, Stock Points, Captive Stock points & C&F agents over a 4-year period
– with all but 2 achieving immediate and profitable Zonal/Regional market successes.
 Initiated a strategy that eliminated the use of wholesalers and distributer for nearly 98% of all products,
allowing the account executives to sell directly to retail outlets and improving margins
 Negotiated a INR 8.7 million joint venture local labs at places like Cochin, Chandigarh & Guwahati
 Elevated to number two position in company in India in April’2011
Hoya Lens India Pvt. Ltd
April’2008-March’2009
Product Manager
Accountability for all sales and marketing initiatives in PAN-India for Hoya Lenses. Developed both long-time and
short-time marketing plans, formulated sales strategies with a dual focus on increasing market share and margin,
adjusted policy to guarantee competitive yet profitable pricing, and collaborated with operations to ensure a
cohesive communications approach within the marketplace
 Increased West & South India sales from focus premium products, while improving margins of new
products by 21% and the cumulative margins of established products from32% to 38%
 Launched 04 new products & introduced channel partners that generated 4% of total annual revenue and
seamlessly introduced concept of own & channel sales products.
 Planned & executed the highly successful Scratch coupon offer, Rain a Gain & Go for gold trade offers
 Successfully executed Foreign trip offers ,visited Thailand & Malaysian lab facility with top 60 customers
 Won best leadership award for Asia Pac. Leadership training program.

3.  Organized internal & external training program & developed the best trainers for regional markets with
support from Asia HQ training support
Hoya Lens India Pvt. Ltd. October’2006-March’2008
Area Sales Manager-West
Sales and general management responsibility for Hoya Lens India startup throughout Western Region .Established
the organizational infrastructure, created high-profile sales and marketing initiative.
 Initial setup of operations in Mumbai, Pune, Nagpur &Gujarat, Cochin.
 Appointment of 06 C&F in Gujarat, Pune & Nagpur, Cochin, Chandigarh.
 Initial team formation & operations planning.
 Selection , requirement & training of sales team , customer service teams & delivery boys
Ciba Vision- ( div. of Novartis A.G) July’2006-October’2006
Sales Coordinator
Appointed as Sales Coordinator for Western Region with Singapore HQ after their relaunch in India of Contact Lens
& Lens Care products with accountability for the strategic direction of sales and marketing. Formulated new
marketing programs and sales strategies & new product launches.
 Working with importers & distributor for sales & service.
 Charged for sales from Western part of India with territories of Maharashtra, Gujarat & M.P.
 Short listing, Scrutinize & appoint dealers for maximizing territory coverage & increased sales for Western
region.
 Working with importers & distributor for sales & service.
 Charged for sales from Western part of India with territories of Maharashtra, Gujarat & M.P.
Allergan India Pvt. Ltd. June’2001-July’2006
Key Accounts Manager
Started as Area Sales Officer , promoted as Area Sales Executive & Key Accounts Manager .Successfully operated
02 product portfolios with different clientele. Organized and led a team of 14 Franchise Sales Executives with
accountability for identifying and pursuing General Practitioners. Managed the growth of all existing accounts,
implemented sales and marketing programs, and maintained relations with manufacturers and importers
 Awarded for highest sales & collection for 3years from retail/generic division.
 Negotiated an agreement with all high-volume customers & launch of Value Packs all India successfully.
 Launched Aqua vision brand of contact lenses & drive the highest number of sales Primary, secondary &
tertiary sales.
 Coordinated with 34 distributors located across 03 states of Maharashtra, M.P, and Chhattisgarh & Gujarat.

4. Macmillan India Pvt. Ltd. June’1999-July’2001
Area Sales Executive
Special responsibility for in charge of largest territory in M.P with Mahakaushal region
 Best sales person for 02 years.
 Clear out all pending issues & regain the confidence of company in assigned territory.
 Grew the business from1.3 million to 4.2 million in 20 months.
 Successfully conducted teachers training programs across territory.
 Had the unique achievement of equaling the previous year’s sale in a week’s time with secured payments.
 Sold the 1st ever portal for teachers training 06 months before the official launch.
Education:
 Master Of Business Administration - Marketing & Finance (dual major)
 Bachelor Of Science – Mathematics
Extracurricular Activities:
 Selected in Indian team for world school games, Denmark
 Two times participation in Indian University games
 Two times winner in National Games
 Four times, winner state Championships
Personal Details:
Date of Birth : 22nd
October’1975
Marital Status : Married