Summary
Overview
Work History
Education
Skills
Languages
Accomplishments
Timeline
Generic
Ravi Naidu

Ravi Naidu

Barcelona

Summary

Global Business Development Executive with more than 20 years of experience in healthcare which includes building relationships, cultivating partnerships, retaining top accounts and growing profit channels by establishing trust. Persuasive, emotionally-intelligent and self-motivated individual with expertise in expanding network connections and introducing products. Well-versed in educating clients, implementing pricing strategies and driving territory development.

Strong track record of building, mentoring, and spearheading culturally-diverse, cross- functional teams, while ensuring alignment with organisational goals. Adept at utilising Salesforce (CRM platform) to develop, oversee, and grow pipeline business. Excellent communication skills with a demonstrated ability to excel at establishing and nurturing collaborative relationships across a diverse stakeholder landscape.

Fluent in English, Afrikaans and Spanish (basic).

Overview

14
14
years of professional experience

Work History

Global Business Development Manager

Siemens Healthineers
Erlangen
01.2023 - 06.2023
  • Acted as the strategic partner from headquarters to regions/countries.
  • Developed, commercialised and implemented the Go-to- Market and operations strategy for Siemens Healthineer's next-gen immersive and digital education products and services such as virtual reality, augmented reality, serious gaming and workforce solutions for both the imaging and laboratory business.
  • Led cross-functional teams in the APAC region to develop business solutions across multiple cultures.
  • Established relationships with key stakeholders in foreign markets.
  • Managed projects with universities related to the launch of digital education products into new territories.
  • Monitored competitor activities worldwide to stay ahead of the competition.
  • Collaborated with colleagues in other countries regarding product development initiatives.
  • Communicated regularly with customers located in foreign countries via email or phone calls.

Regional Sales Manager

Wolters Kluwer Health
Johannesburg & Barcelona
09.2015 - 10.2021
  • Participated actively in industry conferences and seminars for knowledge sharing purpose.
  • Developed strategies and plans for regional sales growth.
  • Conducted regular market research to identify customer needs and preferences.
  • Created promotional campaigns to increase sales in the region.
  • Monitored competitor activities and analyzed pricing trends in the region.
  • Analyzed regional sales performance data to develop actionable insights.
  • Established relationships with key accounts in the region through personal visits and phone calls.
  • Provided technical advice and support on product features and benefits to customers.
  • Negotiated contracts with distributors, vendors, retailers, in the region.
  • Identified opportunities for cross-selling and up-selling within existing customer base.
  • Maintained accurate records of all sales activities including leads generated and closed deals.
  • Resolved customer inquiries promptly as well as escalated issues when necessary.
  • Ensured compliance with company policies and procedures related to regional sales operations.
  • Generated reports on weekly, monthly, quarterly basis detailing regional sales metrics such as revenue goals achieved or missed targets.
  • Partnered closely with marketing team to ensure successful execution of promotional campaigns in the region.
  • Analyzed regional market trends to discover new opportunities for growth.
  • Increased revenue generation by collaborating with senior executives to assess regional performance and develop new sales strategies.
  • Prospected, identified and cultivated relationships with contacts to promote product lines and solutions.
  • Led, coached and developed distributors to achieve sales goals.
  • Enhanced sales volume through skilled support to new customers.
  • Conducted market research and reported on competitors.
  • Determined distributor price schedules and discount rates for East and West Africa.

Professional Sales Representative

MSD South Africa
Johannesburg
08.2009 - 03.2015
  • Developed and implemented sales strategies for the cardiology, anaesthesia and diabetes product portfolios to increase market share.
  • Demonstrated product features and benefits to potential customers, supported by clinical studies and published scientific data.
  • Conducted market research to identify customer needs and preferences.
  • Generated leads through cold calling, networking, and referrals.
  • Maintained a database of existing customers for future marketing efforts.
  • Attended industry events, trade shows and product launches to build relationships with prospects.
  • Analyzed competitor data to constantly improve detailing script with specialist doctors, general practitioners and pharmacists, focusing on product and patient outcome benefits.
  • Reviewed weekly and monthly performance metrics to evaluate progress against goals.
  • Fostered relationships with key opinion leaders to drive marketing strategies across prescriber base.
  • Developed key customer relationships with specialist doctors and general practitioners to increase prescription sales.

Education

MBA - Business Administration And Management

Henley Business School
Reading, United Kingdom
09.2020

Management Advancement Program (MAP) - Business Administration And Management

Wits Business School
Johannesburg, South Africa
10.2010

National Diploma in Biotechnology - Biotechnology

Durban University of Technology
Durban, South Africa
02.2002

Skills

  • Territory Growth
  • Lead Prospecting
  • Critical Thinking
  • Emotional Intelligence
  • Customer Relationship Management
  • Sales Pipeline Management
  • Marketing
  • Business Development
  • Research
  • Market Research
  • Cross-Functional Team Leadership
  • Miller-Heiman Strategic Sales Methodology
  • Team Collaboration
  • Training and Mentoring
  • Forecasting and Planning
  • Salesforce CRM Platform
  • Strategic Partnerships
  • Sales and Marketing
  • Excellent Communicator
  • Contract Negotiations
  • Relationship Building and Rapport
  • Market Research & Analysis
  • Fluent in English & Afrikaans
  • Vendor Management

Languages

English
First Language
Afrikaans
Advanced
C1
English
Proficient
C2
Spanish
Beginner
A1

Accomplishments

  • Generated a pipeline of more than $1,000.000 in net new opportunities in 6 months (2020).
  • Realised double-digit growth in East Africa revenue (2020 vs. 2019) through regional specific sales and marketing plans.
  • Exceeded sales goals by average of 10% in 2019. 100% club award at Wolters Kluwer Health.
  • Successful negotiation of a $2,1m multi-year consortium contract (2017 and 2020).
  • Known for ‘best performing territory’ at MSD for the combination cardiovascular drug ‘Inegy’ (2012).
  • Promoted from GP Sales Representative to Specialist Representative, in less than 12-months.
  • Specialist Cardiovascular Representative 2012.
  • Led team at MSD to deliver e-marketing vaccine campaign for Zosatvax, as part of ‘Ready to Lead’ program.

Timeline

Global Business Development Manager

Siemens Healthineers
01.2023 - 06.2023

Regional Sales Manager

Wolters Kluwer Health
09.2015 - 10.2021

Professional Sales Representative

MSD South Africa
08.2009 - 03.2015

MBA - Business Administration And Management

Henley Business School

Management Advancement Program (MAP) - Business Administration And Management

Wits Business School

National Diploma in Biotechnology - Biotechnology

Durban University of Technology
Ravi Naidu