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Interim manager

Work Experience

MANAGEMENT CONSULTANT, UK, Aug. 2002 – Present

Proteomics Project (Aug. 02 – Apr. 03): Led full time effort to set up a joint venture Proteomics services and discovery start-up company between a London University Medical School and private city backer. Achievements:
• Undertook market research, validated target customers, developed full services menu/pricing and in-house R&D plan, finalised instrument deals, identified staff, planned laboratory set-up, developed full business plan, customer and city presentations
• Convinced medical school research deanery, negotiated and agreed JV memorandum of understanding with medical school/university. Left end April 03 when it became clear that promised funding from city backer was not forthcoming.

Following above currently providing interim management services.


ZETAGEN LTD, Hatfield, United Kingdom. Apr.2001- Present
(Start-up Research and Development company developing novel technologies in DNA detection and Microbiology for healthcare.)
Chief Executive Officer, Hatfield UK, (April 01-July 02)
Recruited by start-up biotech venture (founded 1998) with mixed technology/patent portfolio and a dozen employees (scientists). Responsible for managing business initially by providing direction and commercial focus to research activity, launching the first DNA detection product, floating company on the OFEX market and leading fund raising activity within a fixed expense budget of £650K. Achievements:
• Appointed external scientific advisory group and quickly identified that reproducible proof of principle data lacking for DNA detection product launch. Developed product range specifications (including instrument hardware) based on market segmentation with research milestones and full costing. Proof of concept achieved, prototype instrument produced but reproducible full proof of principle needs more funds. Received two DTI SMART awards for work undertaken.
• Focused microbiology research on urinary tract infection detection without culture using digital image processing and automated microscopy. Hospital and in-house research trials undertaken, prototype automated microscope developed in conjunction with Loughborough University, research trials undertaken and proof of principle data achieved.
• Detailed business plan developed, company restructured, patent portfolio streamlined (6 granted, 10 applications) and fund raising presentations given to city institutions and angels. Market environment combined with early stage nature of research has not been conducive to either company flotation (OFEX, AIM or NASDAQ) or funding by venture capitalists thus far.
• Left due to company funding limitations to pursue other opportunities but remain on the board as non-executive director.


MANAGEMENT CONSULTANCY, United Kingdom. (1999-Feb.01)
Management Consultant (Self-employed). Selected examples of project achievements include:
• Healthcare Company (T/O £2m. 32 Employees, 82 Distributors): International distributor network assessment' design of sales force and international distributors incentive scheme, marketing and sales audit, restructuring marketing and sales department, development of marketing and sales plans, budgets and budgeting processes, strategic/tactical sales planning and implementation to increase turnover, developed new product launch procedures, directed international new product launch and preparation of sales promotion and training materials.
• Science based R&D start-up Company (11 Employees): analysis of technology platforms for strategic planning and due diligence for funding.

INTERNATIONAL MUREX TECHNOLOGIES CORPORATION, South Africa & UK.1992-1998
(US$100+ million company manufacturing and marketing over 500 medical diagnostic products in more than 100 countries globally.)

Managing Director, Murex Diagnostics SA Ltd & Murex Biotech SA Ltd South Africa, 1994-1998
Managed business in 18 countries in sub-Saharan Africa including sales, marketing, finance, administration, scientific affairs, QA, R&D, engineering, production and distribution with drop shipment of products worldwide to 15 affiliate companies. T/O US$5.3m. 33 employees, Expense Budget US$2.7m (with capex), 10 distributors. Achievements:
• Five-fold revenue growth from US$1 million to US$5.3 million (US$3.95 million profit to parent company), asset base increased from US$0.5 million to US$6.3 million, served market share increased from 7% to 28%, debtors reduced from 58 to 31 days, inventory cut from 100 to 25 days and operating expenses as % of revenue reduced from 33% to 24% in over 3 years.
• 605% export sales growth in 3 years by recruiting and developing a distributor network of 10 companies in different countries.
• Closed multiple contracts (£350K+) with diverse customers and set up many strategic commercial and scientific collaborations with for e.g. Innogenetics, Axis Shield, South African Institute of Medical Research, SA Blood Transfusion Service etc
• Built sub-Saharan Africa’s first large-scale commercial diagnostic manufacturing plant with state of the art laboratories for production (20 million-test capacity), QA and R&D as well as warehousing and administrative offices. Achieved production and ISO 9002 approval within 7 months of business plan acceptance.
• Negotiated 4 year tax holiday and a unique royalty remittance agreement with the South African government, secured US$1.5 million in long term finance (at 50% of Bank rate) from local institutional investor for start-up manufacturing operation.
• Built two fully fledged subsidiary companies from simple sales office, recruiting, developing and directing a team of 33 employees (from 8 staff) and 10 distributors with 80%+ being graduates. Computerised sales, G&A and operations.
Left following company take-over by Abbott Laboratories.

International Marketing Manager, Murex Diagnostics Ltd Dartford, United Kingdom. 1992-1994
Led headquarters worldwide marketing and sales support functions (22 staff, expense budget £1.3m) responsible for product management, customer support, planning, market research, communication/training, instrumentation / software systems and the laboratory quality assessment (QAP) business unit. T/O £60m+ pa., 15 Affiliates, direct sales-force in 35 countries with distributors in an additional 100 countries. Achievements:
• Key role in adding £8.8 million to gross profit (to £45 million) in 1 year. 37% revenue increases to £60.5 million in 2+ years.
• Introduced business strategies to integrate reagents, hardware and software, allowing strong positions to be built in the blood banking and clinical diagnostic markets.
• Launched 30 new products (including Hepatitis C, Salmonella, Rapid HIV, HIV Blot, DNA Probes, Wellconet Software, Rubella, D-Dimer, Syphillis TPHA, DIAS Immunoassay Analyser etc), rationalised product portfolio by deleting 60 products and restructured central marketing department from 22 to 14 staff (saving £260K in expenses).
• Established over a dozen commercial and scientific collaborations (including product licensing) with institutions/companies globally for e.g. Dynex Laboratories, Digene Diagnostics, Sanguin International, Aalto Scientific, Orion Diagnostica, Hamilton Bonaduz, Collingdale PHLS, Middlesex Hospital, Dominion Biologicals, Uganda BTS, Diagnostic Biotechnology etc.
• Developed and ran various key international marketing campaigns (e.g. Corporate ID/ Image, DNA Probes, Automation Systems, Hepatitis C, Bacteriology Latex etc.) directed major market research projects (Laboratory Automation, Packaging, Microtitre wells etc.) and led participation in over a dozen trade shows / scientific symposia world-wide.

THE WELLCOME FOUNDATION LTD., DIAGNOSTICS DIVISION, Dartford, UK. 1987-1992
(£1.2+ billion pharmaceutical company, the diagnostics division manufacturing and marketing products in over 200 countries.)

Senior International Market Segments Manager, Dartford, U. K. 1990-1992
Responsible for strategic/tactical planning and implementation, business development, marketing and sales support activities and profit optimisation for blood screening, virology and sexually transmitted disease products worldwide. T/O £21m., 5 staff, expense budget £350K. Achievements:
• Increased sales by 34% in 2 years to £21.4 million with expenses 23% below budget.
• Launched 25 new products including HIV, HTLV, CMV, Syphilis, Herpes, Hepatitis A, Chlamydia, readers, washers etc.
• Developed new product prioritisation and sampling systems ran various marketing campaigns for e.g. HIV clinical, Chlamydia, HIV stat., Blood Screening etc, directed immunoassay analyser market research project, developed virology products promotion and training manuals and videos.
• Set up various scientific/commercial collaborations (including licensing deals) with institutions globally for e.g. Cambridge Biotech, Medac Diagnostica, North London BTS, Digene etc. and organised various international trade shows, scientific symposia and customer meetings.

International Market Segments Manager (Virology) Dartford, U.K. Apr. 89- Dec.89
Product Group Manager (Hepatitis) Dartford, United Kingdom Nov. 87- Mar.89

Responsible for all marketing and sales support strategies/activities for the blood virals (including hepatitis) market segments business worldwide. T/O £15.5m., 2 staff, Expense Budget £125K Achievements:
• Developed blood viral strategy and grew business by 32% in 1 year to £15.5 million.
• Launched blood screening HIV and Syphillis products.
• Grew Hepatitis business 30% in 1 year to £4 million. Launched hepatitis marker products e.g. Delta Hepatitis, Anti-Hbs, Anti-Hbc and developed/ran Hepatitis marketing campaign globally.
• Set up various strategic collaborations with institutions for e.g. Noctech, St. Mary's Hospital, Kings College Hospital, St. Thomas Hospital, University College Dublin, University of Milan etc.


AMERSHAM INTERNATIONAL PLC, Amersham, United Kingdom. 1982-1987
(During period £150 million revenues (now >£1 billion) manufacturing/marketing products used in diagnosis/treatment of disease and research into living systems.)
Senior Product Manager (Recombinant DNA) Mar. 87 - Oct. 87
Product Manager (Recombinant DNA) May 84 - Feb. 87
Assistant Product Manager (Research Products) July 82 - April 84

Responsible for marketing and sales support activities worldwide for recombinant DNA products and to contribute to growth and profitability of Molecular Biology Division. 11 affiliates together with distributors servicing 150 countries. T/O £26 million, 3 staff, Expense Budget £175K. Achievements:
• Key player in growing revenues from £5.5 million to £26 million and served market share from 10% to 31% in over 3 years.
• Identified and launched 200+ new products during tenure that constituted 65% of divisional turnover. These included DNA synthesis, cloning, sequencing and labelling kits, Phosphorus-32, Sulphur-35, Tritium, Carbon-14 and Iodine-125 labelled nucleotides, lysates, molecular weight markers, custom oligonucleotide synthesis service, restriction and modifying enzymes, cloning vectors, linkers, adaptors, primers, nuclease inhibitors, oncogenic probes, Lambda in vitro packaging system etc.
• Rationalised product launch procedures; directed market research projects on customer communications, non-radioactive nucleic acid labelling and customer base segmentation; set up opinion leader collaborations; set up international trade shows/ customer meetings, produced technical training/ sales promotion literature and designed/implemented marketing campaigns on molecular biology image, cDNA synthesis/cloning, DNA sequencing and nucleic acid labelling.


PRIOR EXPERIENCE: Sales Representative, Sun Life of Canada, London, UK. 1980-1980

Education

QUALIFICATIONS :
1981 M. B. A. Durham University Business School, Durham, UK.
1981 Dip. M. Institute of Marketing, UK.
1978 LL. B. Faculty of Law, University of Rajasthan, Jaipur, India (First Division)
1975 B. Sc. (Chemistry, Botany, Zoology) University of Rajasthan, Jaipur, India

Skills

SKILL SETS
Marketing oriented senior executive skilled in general management, international P&L, business development, strategic/tactical planning, project management and start-up operations. Detailed skill sets include:

SALES AND MARKETING
Development, implementation and monitoring of annual sales / marketing plans.
- Marketing mix management and marketing information system creation and maintenance.
- New product identification/market assessment, market entry strategies, detailed product specification definition (in liaison with customers, R&D, QA, Production), product launch plan (to optimise performance, availability, batch failure, stock holding costs, target pricing, packaging, sales promotion /sales training) and product launch implementation/follow-up.
- Product positioning, product management and pricing guidelines including international price lists development.
- New product prioritisation system development to assist inter- departmental resource allocations.
- Product sampling guidelines, marketing trials, clinical trials and competitor product evaluations.
- Associate/subsidiary companies organisation objectives setting, strategy/tactic development, implementation and monitoring.
- Active product lifecycle management strategies internationally and by region.
- Product line rationalisation assessment, recommendations and implementation.
- Undertaking marketing and sales audits.
- PR and marketing campaign design and implementation including product/brand, corporate and disease/market positioning. Involves objective setting (revenue/profit, corporate ID, education, message/brand recognition etc), element determination (mix of above & below the line) and design/production/implementation of copy, media schedules, literature, meetings/trade shows/exhibitions participation etc. Has run 9 major international campaigns.
- Marketing Communication program development both external and internal including provision of Marketing Support Packages and Training Materials for internal company/field force/distributor use (literature, proof statements, objection handling, videos, software, issue escalation/communication guidelines etc) and customer promotional and training materials (brochures, catalogues, product monograms, trial studies, booklets, flyers, direction circulars, pack leaflets, catalogues, web sites, direct mail, advertisements, videos, software, exhibition panels, posters, wall charts, calendars etc.) Extensive direct experience gained through managing diverse product portfolios and over 200 product launches of varying complexity.
- Media/Investor Relations management including the production of annual reports, press releases, corporate and specific issue press releases, media selection/placement, press conferences, press packs, site tours, corporate presentations and press briefings.
- Meetings and Event management including organising and running symposia, meetings and exhibitions at local, regional, national and international levels. Direct experience of managing over 30 major national and international events.
- Customer/Stakeholder Relations management including customer communications, interested stakeholder (pressure groups, funders, insurance companies etc) communications, opinion leader development, issue management etc in order to educate, clarify issues and influence perception. Has direct experience of various activities to this end including newsletters, direct mail campaigns, user meetings/events and opinion leader/press briefings etc.
- Focus Groups Research: has organised focus groups on corporate communications, product positioning, new technologies, product specifications and market segmentation.
- Medical and Scientific Education with experience of developing educational materials including literature, scientific publications, web content, presentations and software.
- Directing of international market research studies, brief development, analysis and implementation.
- Marketing and Sales personnel recruitment, training, discipline and mentoring.
- Sales force management including customer identification, budgeting, objectives setting, development of call cycles, key accounts management, opinion leader development, market intelligence, trouble shooting and incentive schemes.
- Tenders submission and management (national and international).Familiar with export procedures including shipping, letters of credit, customs duties etc.
- Has direct experience of negotiating and closing key accounts.
- Distributor Network: Recruitment, training and management of distributors internationally.
- Customer Services and support including complaints procedures, 24 hour help desk, emergency scientific and engineering support, plan system installations, customer training and routine systems maintenance programs.

2) GENERAL MANAGEMENT: BUSINESS ANALYSIS, PLANNING, CONTROL AND DEVELOPMENT

- Development of Annual/Long range strategic business plans and approval; Budget setting, approval and monitoring versus plan.
- Situation analysis (SWOT assessments), volume/value/mix forecasting, setting short, medium, long term strategies and objectives.
- Set up transfer pricing policies for associate/subsidiary companies, conduct profit /tax planning, variance/financial ratio analysis and monitor performance.
- Conduct product portfolio analysis, product/technology life cycle assessments and approve R&D plans/strategies.
- Manage P&L accounts, cash flow and project returns versus projections.
- Assess subsidiary operations cost effectiveness, operational efficiency and profit contributions.
- Mentor and motivate staff and take actions as appropriate on hiring, firing and reimbursement.
- Assess capital project evaluations, develop implementation project plans to come in at cost and on time.
- Develop and present Business plans for funding needs to for e.g. banks, venture capitalists, head office, government departments etc.
- Provide routine reports to main board and relevant committees.
- Oversee intellectual property developments, patent spends and manage patent portfolio.
- Experienced in setting up strategic commercial, scientific and technical collaborations world-wide including licensing in and out.
- Experienced at organisational restructuring both downsizing and upsizing.
- Provision of vision and leadership to team.
- Experience of managing start-up ventures.
- Experience of managing change: site moves, new systems/technologies introduction, acquisitions, training and streamlining operations
- Excellent problem solving, analytical, decision making, presentation and administrative skills

3) OPERATIONS MANAGEMENT

- Experience of setting up high-tech manufacturing facility from scratch.Built large-scale commercial medical diagnostics manufacturing plant with state of the art laboratories for production (20 million-test capacity), QA and R&D as well as warehousing and administrative offices.
- Familiar with ISO9002 processs, quality systems including total quality management (TQM) and development of standard operating procedures, records management and managing batch failure and product recall situations.
- Experienced at production planning and costing.
- Experience of setting up a comprehensive integrated hardware/software system for company covering all operational and commercial functions. This system allowed affiliates world-wide to enter their orders on line which would print out picking lists etc on the factory floor for air shipment with automated shipping document generation whilst inventory/ financials were adjusted automatically but allowing for manual overrides.

4) SPECIALIST KNOWLEDGE/SKILLS

- Extensive knowledge of and experience of life sciences,medical diagnostics (including blood banking), biotechnology and pharmaceutical industries and technologies used therein for example chemistry, biochemistry, genomics, proteomics, bioinformatics etc.
- Understanding and experience of operating in European, African, Asian and American markets.
- Experience of devising full automation solutions for the smallest to the largest laboratories testing needs. Has overseen multiple laboratory automation projects of varying complexity and scale involving supply of multiple instrument systems (hardware and software packages) and integrating these with the laboratories existing hardware/software in customised installations together with overseeing full training, service and support.
- Experience of fund raising activities with institutions, venture capitalists, government departments, stock brokers and understanding of stock markets like OFEX, AIM and NASDAQ.
- Familiarity with due diligence for funding.

Languages

English, Hindi, Urdu, Gujarati

Other

PROFILE
Marketing and sales oriented director, general manager and consultant with over 20 years of broad experience and successful track record in the management of medical diagnostics, biotech and scientific products and services businesses in home and international markets. Practical hands-on results-oriented leader adept at developing and implementing strategic/tactical plans and experienced in managing both established and start-up operations. A skilled negotiator with strong business and people acumen who drives growth through strategic direction/linkages, customer focus, team building and product/technology/market life cycle management.

A mature, analytical, entrepreneurial, tenacious, flexible, objective and energetic manager with considerable experience of identifying and developing market/business opportunities, marketing management (extensive new product launch experience from concept to market),sales management (direct field forces, associate companies, subsidiaries and distributor networks),operations management(including production, R&D, QA, Distribution, Finance and HR)and change management(site moves, new systems/technologies introduction, acquisitions, training and streamlining operations). Wide international experience of both developed and developing markets including a residential period in South Africa. Thrives on new challenges.

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