Madhu Sadasivan Pillai
Gainesville,FL
Summary
Experienced and client - driven microbiology professional with 18 plus years of experience managing wide range of techno-commercial products and services in Food Safety sector, Pharmaceutical industry, Clinical & Veterinary diagnostics, Research & Academics.
Overview
19
19
years of professional experience
Work History
Industry Sales Manager - USA
FOSS North America
07.2023 - 05.2024
- Responsible for Techno - commercial sales operations of Dairy segment
- Account Management for Dairy segment business management for the Southeast & part of Central USA in Budget achievement with reporting to Director - Dairy segment (North America)
- Managed 1.8m $ business for the segment
- Identify opportunities for Equipment business at existing & new Dairy sites
- Lead creation and building opportunities
- SAP knowledge for Activity, Lead creation, Opportunity and Pipeline management, Data Analysis, Quote creation
- Territory Management ensuring customer satisfaction
- Technical guidance to Dairy customers promoting the needs and positioning of FOSS solutions
- Collaboration with Process team for Process equipment's business (in-line & at-line systems at production process)
- Forecast of equipment sales on monthly/quarterly & annual basis
- Expo/Conferences management for Dairy segment
- Collaborate with inside sales team for Lead management
- Reference creation for specific product line
- Competition watch and customer engagement activities to adopt FOSS solutions
- Capitalize on cross selling opportunities
- Key accounts management through timely engagement programs
- Attending corporate programs for sales & technical updates in dairy business
- Sales Skills Index training program & Market updates completed
- LinkedIn promotion & branding of FOSS technology & products in Dairy industry
Regional Sales Manager - India
Thermo Fisher Scientific
02.2021 - 01.2023
- Responsible for Techno - commercial sales operations of Microbiology division ( SDG - MBD ) , South India
- Territory mapping & techno commercial sales for the region in Food, Pharma & Clinical Microbiology business
- Channel management, identify and deploy new channels for the region
- Channel training, Sales forecasting, business development co-ordination, primary & secondary sales management, inventory management & payments collection
- Monthly meeting & planning with Channel Partners on sales review & new opportunity creation
- Salesforce (SFDC ) management
- Brainshark training for Business conduct, Process and product knowledge
- Sales training ( SWOT , SPIN )
- Annual Operating Plan setting up and execution plan
- Product & Sales Forecasting ( Monthly , Quarterly , Yearly )
- Customer meetings & Product promotion, technical presentation
- Conduct Scientific events, workshops, Demo and webinars
- Key Opinion Leaders ( KOL ) creation
- Watch on market competition , product pricing and info sharing with marketing team
- Manage timely supplies coordinating with Logistics team
- Working with Finance for Product pricing
- Identify new potentials, cross divisional team working for increased business potential
- Building up new business leads, opportunity creation and converting to business units
- Strategic Business planning & Project working
- To be part of Localization projects ( Local manufacturing & marketing )
- Responsible for Government business in food segment ( PAN INDIA responsibility)
- Additional responsibility for Business Development in Clinical Microbiology business - working with distribution channel
- Sales Report Analysis ( Invoice, Backorder, Factory PO material visibility, stock file etc )
- Branding of Molecular technology PCR automation in food pathogen testing
- Successful to create new business platform in Pharma RTU plate business and Molecular Pathogen detection sales in food segment.
- Overall functioning to achieve business objective and branding
Business Development Manager - India and SAARC
BioMerieux
01.2017 - 02.2021
- Implementing effective business plans and work with local and regional teams for Food & Animal Health ( F&AH )
- Responsible for marketing and commercial success of F&AH
- Market mapping, setting business objective, defining business strategic plan, competitive strategy, segment analysis, defining ASP
- Budget allocation for Marketing
- Coordination with ASPAC & Global team for various events and scientific affairs program
- Conduct Scientific Seminars & Expo at National Level
- New initiatives for food business in SAARC countries in coordination with ASPAC
- Key Accounts Management & Key Opinion Leaders creation for fortifying business relationship
- Work closely with Government institutions and Regulatory bodies for various projects and discussions for the implementation of Rapid/Automated methods
- Responsible for identifying new business opportunities related to new products
- Full Microbiology Laboratory Automation concept building (FMLA)
- Responsible for execution of tenders (Technical & Commercial )
- Collaborating with Regional teams to execute F&AH business strategies for attaining business goals
- Identify & recruit talents for application and sales function in F&AH business
- Identify new distribution channel for business development in F&AH
- Profitability management
- Reagent & Equipment Forecast product wise ( short term, mid-term& long term )
- Coordination with Supply chain, order management, Regulatory affairs and finance for F&AH business
- Achieving the budget, ASP management and profitability for food division
- Cross selling business plans
- Maintaining healthy customer relation
- SFDC ( Salesforce working ) and CVM working
- Identify new Distributors & training
- Successfully build a 2 digit growth to food segment business and lead major projects
- Building the brand image of the company as ideal partner in Microbiology
Area Sales Manager & Senior Area Sales Manager
BioMerieux
04.2009 - 03.2017
- Leading and managing company's commercial operations (Sales, Marketing, Field Service Engineering and Applications Support) for South India in Pharma & Food business Cosmetic/Veterinary/ Research segments
- Developed and implemented Business plan and achieved business objectives by increasing the customer base, cross selling, KAM approach and focus sales
- FMLA projects in Pharma and Food
- Developed strong business base across the area in all business segments: Pharma, food, veterinary and research
- Maintained and Developed new Channel Partners for South India to streamline and manage business
- Managed Turnkey projects in Pharma & Food business
- Monitoring day to-day activities of team members for effective business function, managing and developing equipment opportunity pipeline and converting to business as per forecast
- Building relations with KOLs and maintaining key customer contacts
- Achieving DSO as per company policy
- Conducting marketing activities and workshops for pharma and food segments
- Conducting seminars and Expo
Product Specialist
BioMerieux
10.2007 - 03.2009
- Responsible for conducting technical discussion and presentation for microbiology product portfolio in Pharma & Food industries primarily and Cosmetic /Veterinary & Research segment
- Conduct demo and seminars for business creation, planning and execution of business objectives of sales target
Sales & Service Manager
Agappe Diagnostics
06.2005 - 10.2007
- Responsible for sales and service of Biochemistry and Hematology analyzers in Clinical segment
- Conduct product demos for clients and convince both techno-commercial for business creation
- Monthly planning and achievement of budget of Sales and Service
- Responsible for AMC generation, preventive maintenance and customer satisfaction
Education
Masters - Biotechnology
T John College
05-2005
Bachelors - Biotechnology
Bishop Moore College
04-2003
Pre-Degree - Biology
Bishop Moore College
04-1999
10th Standard -
Bishop Moore Vidyapith
04-1997
Skills
TECHNICAL SKILLS
- Microbiology knowledge in Food testing
- Culture Media Preparation & Sample Preparation
- Food Pathogen & Enumeration testing
- Dairy & Beverage Sterility testing
- Automated techniques in microbial identification
- Molecular techniques in Food Pathogen Detection
- IS method , ISO method & FDA method
- Alternate methods AOAC/AFNOR knowledge
- Microbiology testing in Pharma QC
- Sterile Microbiology testing methods
- Non sterile Microbiology testing methods
- USP/EP knowledge in Pharma microbiology testing
- Automated ID/AST testing in Clinical Microbiology
- Knowledge on Quantitative QC in Food/Pharma industry
- Biochemistry & Hematology testing in Clinical Diagnostics
- Analytical systems based on NIR/FTIR/ Flow Cytometry technology in Dairy testing
PROFESSIONAL SKILLS
- Sales & Marketing, Business Development
- Sales Revenue Data Analytics & Review
- SFDC & SAP knowledge
- Account/Customer/Territory Management
- Communication
- Service Orientation
- Strategic Planning & Business Acumen
- Leadership, Coaching and Mentoring
- Forecasting, Budgeting, Order management, CVM working
- Distribution Channel Management
- Cross Selling & Profitable Sales Management
- Value Proposition Selling, Techno-Commercial presentation Skills
- Key Account Management & Key Opinion Leader management
- Branding on social media
- Negotiating Skills, C-Suite selling
- Sales Strategies/SPIN & SWOT analysis
- Computer/Microsoft Tools
Timeline
Industry Sales Manager - USA
FOSS North America
07.2023 - 05.2024
Regional Sales Manager - India
Thermo Fisher Scientific
02.2021 - 01.2023
Business Development Manager - India and SAARC
BioMerieux
01.2017 - 02.2021
Area Sales Manager & Senior Area Sales Manager
BioMerieux
04.2009 - 03.2017
Product Specialist
BioMerieux
10.2007 - 03.2009
Sales & Service Manager
Agappe Diagnostics
06.2005 - 10.2007
Masters - Biotechnology
T John College
Bachelors - Biotechnology
Bishop Moore College
Pre-Degree - Biology
Bishop Moore College
10th Standard -
Bishop Moore Vidyapith
Similar Profiles
Naftale HirdNaftale Hird
Investments Compliance Manager at QBE North America, Investments Compliance North AmericaInvestments Compliance Manager at QBE North America, Investments Compliance North America
David IbrahimDavid Ibrahim
Application / Service Engineer at Schmoll America Inc. | Burkle North America Inc.Application / Service Engineer at Schmoll America Inc. | Burkle North America Inc.
Melinda Mayfield-HillMelinda Mayfield-Hill
Education Coordinator - Western Georgia at Fresenius Kidney Care, Inc. North America - North Georgia DivisionEducation Coordinator - Western Georgia at Fresenius Kidney Care, Inc. North America - North Georgia Division
SEKENNIA WELCHSEKENNIA WELCH
Family & Community Services Manager at ECS4KIDS: Episcopal Children's ServicesFamily & Community Services Manager at ECS4KIDS: Episcopal Children's Services
Huy NguyenHuy Nguyen
Sales Associate at MichaelsSales Associate at Michaels