Kaushik.S.

Mohile B Pharm, Mba

13 Bromly Grove, Parklea, 2768 NSW, Australia.
Tel: (M): +61 433 211 076 (H): +61-2-9626 5390.
E-mail: kaushik.mohile@gmail.com

Education
Masters in Commerce, Majors in Marketing (Marketing), The University of Sydney, 2001. (Sydney
University Mba program)
Postgraduate Diploma in Pharmaceutical & Healthcare Product Management, Mumbai, India.
Bachelor of Pharmacy, University of Poona, India.
Certificate IV in Information Technology, Sydney NSW

Work Experience
Business Development Manager- NSW / ACT Transitions Optical
June 17 to date

Responsibilities

• Trade Development with ECPs: Educates and trains ECPs to ensure understanding of
performance and positioning of Transitions family of brands.

• Educates and trains ECPs in recommendation techniques for Transitions products to

consumers, how to overcome objections, how to focus on value rather than price

• Negotiate, implement, drive, execute and analyse results of programs with key
independent accounts, in coordination with manager, ensuring delivery against sales
budgets targets.

• Implement, drive, execute and analyse results of programs with retail chains, in
coordination with manager, ensuring delivery against sales budgets targets.

• Develop and manage trade promotional programs which may include specific channel
marketing programs and training activities. To provide guidance/supervision in the
development and implementation of customized activities to existing and new customers.

• Active role in special Transitions events such as new product launches, trade shows, and
new communications programs.

Kaushik Mohile B.Pharm, Mcom

 • Develop business plans for key accounts with opportunity, investment, ROI completed,
pre, during and post programs.

• Analyze industry market trends (including competition) and work with management to
develop appropriate marketing strategies, tactical programs and see through
implementation of such programs.

• Ensure all targeted accounts (plus those requested through lenscaster partners) have up to
date demonstration tools including training on how to use, plus up to date POS materials
place in prominent positions in store.

• Provide and lead dedicated training sessions for groups of stores, central teams on
Transitions technology;

• Ensures the use & updates of the Transitions customers database. Create and build the
image of Transitions as an industry leader.

• Lenscsaster and Lab Partnership: Develop close working relationship with Transitions
lenscaster partners and independent laboratory at local level (sales teams, customer
service teams) to drive sales & grow the Transitions category. Providing training and
support to lenscaster partners’ and independent labs sales teams on Transitions
technology and training for ECP recommendation communication to ECPs.

Achievements

• Achieved targets for last two years along with KPI on free fits, year on year growth within
the independent practices.

• Effectively working with Key Account groups to improve penetration and recommendation
with the group.

Clinical Service Specialists – NPS MedicineWise April 14 to June 17

Responsibilities

• Establishing and maintaining inter-professional relationships and networks with clinicians in

primary and other health care settings to influence clinical decision making in line with best
available evidence/ NPS Key Messages etc.

Kaushik Mohile B.Pharm, Mcom

• Identify and make recommendations for changes in established organizational processes and
systems necessary to support efficient academic detailing services.

• Support account management to capture relevant business intelligence and advise of potential
business opportunities

• Complete required reports and documentation in an accurate and timely manner

Achievements

• Worked as a point of contact for CRM for all CSS to develop effective CRM platform for
reporting.

• Collected and analysed the needs of CSS and consulted with IT team to determine functional
and technical requirement for better recording and uploading of information platforms and
dashboards.

• Experience in working across the broad team and varied healthcare professionals for better
clinical outcome and per NPS key messages and policies.

• Consult with co-workers, business divisions and other stakeholders to troubleshoot and
resolve issues associated with the e-reporting.

• Achieved the required number of GPF for 1:1 and SCBGM.

• Effectively participated in, and contribute to, staff meetings, committees and departmental
work groups.

Territory Manager – Bausch + Lomb May 13 to April 14

Part of Vision Care team looking after West, south western, Hills district and Northshore of
NSW and ACT as country trip, promoting Contact lens and Lens care solutions to Optometrists.

Duties

• Finding out the optometrists customer needs and likewise offering the product that will best
suit their needs.
• Promoting B+L contact lens to optometrists by discussing the clinical papers and the
technology behind the product.
• Training the front of shop staff with MPS and organizing deals with the store manager.
• Selling in the complete package of lens, lens care solution and eye nutrients.

Kaushik Mohile B.Pharm, Mcom

• Contribution for development of CRM systems for appropriate reporting.

Achievements

• Top 2 ranked in the vision care team in terms of Revenue generated on new product launch.
• No 1 (80%) ranked in terms of accounts activated for new product launched.
• No. 2 in the vision care team for last year.

Account Manager – Diabetes care, Becton Dickinson Pty Ltd September 2010 to May 13

BD Diabetes care focuses on the management of diabetes through high- quality products and
education services, designed to help people with diabetes live healthy lives. BD pen needles,
lancets and syringes feature very thin and shortest cannulae available, helping to reduce the
discomfort associated with injections and capillary blood testing. Everyday, BD diabetes care
products touch thousands of lives all over Australia and New Zealand.

Area Covered: NSW North - RNS hospital, SANS, Hornsby Hospital, Manly & Mona vale
Hospital. Central Coast, Hunter New England, Mid North coast and Upper North coast area
health upto QLD border, Western Sydney and Northern Territory (NT)
Duties

• Working with the team of diabetes educators, endocrinologists, purchasing heads to find out
the needs and concerns they have in terms of safety products and offering a solution by
offering evidence, trials and clinical information.

• Customer base: Endocrinologists, diabetes educators, dieticians, Infection control, product

clinical managers, purchasing managers, NUM, GP, practice nurses, aged care facilities and
pharmacies, Diabetes Australia.

• Confident and up to date knowledge about the diabetes and diabetes sector within the
healthcare industry.

• Hospital clients and account management for generating more business opportunities with
existing customers and initiating trials and acquiring new business within Aged care and
nursing homes.

• Develop relationships with key accounts, purchasing managers, head of departments and
head pharmacists within the hospitals including Infection control, Product clinical managers
and Pharmacy directors.

Kaushik Mohile B.Pharm, Mcom

• Responsibilities also include conducting in service within hospitals (private & Public) and
looking after Pharmacies, training pharmacy assistants for product knowledge, Diabetes
educators and Endocrinologist.

• Develop and implement the sales business plan yearly on territory effectively. Update
Salesforce daily for reporting on daily activities and key findings for further effective sales
and marketing of product promotion.

• Convince customers in terms of features and benefits of BD products against competitor

(mainly Novo Nordisk) on a high level by presenting the clinical papers and gain market
share in the process.

• Hospitals: Carry out in- servicing within the wards in conjunction with the diabetes educators
and nurse Unit Managers of the respective wards.

• Attending industry conference on State and National level.

• Assisted in training new team members within Diabetes care.

Achievements

• Accelerated BD growth in NSW to 28% compared to NSW market growth of 12%.

• Improved the market share (MAT) in NSW from 25% in Sep 10 to 32.5% in May 13.

• Improved market share (MAT) in NT from 42% in Sep 10 to 50.4% Sep 12.

• Achieved 36% above the target on safety devices within hospitals in last financial year.

• Achieved exclusive rights of distribution of Pen needles through diabetes Centre in Royal
North shore diabetes clinic.

• Convinced Hunter New England region to move effectively to BD Pen needle from
competitor products and developed KOL’s within the region.

• Successfully developed (from idea to execution) of a marketing campaign for team to

accelerate and gain more market share. Successfully implemented a safety Pen needle device
on state wide basis in Northern Territory.

• Work closely with associated partners mainly Sanofi Aventis and Elli Lilly.

Kaushik Mohile B.Pharm, Mcom

• Successfully Organized talks for BD’s worldwide medical director in Westmead public &
children’s hospital, Royal Northshore hospital and John Hunter hospital with the
endocrinology department.

Territory Specialist- Pharmacy, Abbott Diabetes Care, NSW April 06 to July 09.

Abbott Diabetes care supplies blood glucose meters (xceed, Freestyle Mini and Optium
Omega) and the consumables (Strips and Lancets) to Diabetes Australia, Pharmacies, Hospitals
and Diabetes out patient’s clinic within the hospitals.

Duties

• Confident and up to date knowledge about the diabetes and diabetes sector within the
healthcare industry.

• Pharmacy / Hospital clients and account management for generating more business
opportunities with existing customers and acquiring new business with pharmacies for
product ranging.

• Looking after customers in Sydney South–west, West region of NSW, Wagga Wagga,
Griffith, Dubbo and surrounding territory, ACT (Canberra) and Diabetes Outpatient clinics.
• Develop relationships with key accounts and purchasing managers at the pharmacy, state
based Pharmacy level groups, Specialists doctors and Tender committee.

• Responsibilities include looking after Pharmacies, training pharmacy assistants for product
knowledge, Diabetes educators and Endocrinologist.

• Develop and implement the sales business plan yearly on territory effectively. Update
Salesforce daily for reporting on daily activities and key findings for further effective sales
and marketing of product promotion.

• Administration duties as completing expense report on time and monitor Co-op budget and
utilize wisely for maximum outcome of every dollar spent.

• Worked within the pharmacy sector to develop the business with the pharmacies to gain the
leverage and maximize market share into the pharmacy at brick level, which can be then
extrapolated to territory market share growth. Focus on category 1 pharmacy to measure the
growth and maintenance in market share compared to previous year.

Kaushik Mohile B.Pharm, Mcom

• Convince customers in terms of features and benefits of Abbott products against competitor
(mainly Roche Accucheck range of products eg: Performa, Integra and Go) and gain market
share in the process.

• Conduct Diabetes days within the pharmacies and train the pharmacy assistants in a group
session and on individual basis.

• Carry out merchandising within the pharmacies along with the pharmacy staff and manager
to maximize the sales potential.

• Hospitals: Carry out in- servicing within the wards in conjunction with the diabetes educators
and nurse Unit Managers of the respective wards.

Achievements

• Improved the market share on territory from 12% in Nov 07 to 30% in July08.

• Achieved first 100+ sales of Freestyle mini in NSW during the product launch in pharmacies.

• Increased the MAT figures in key Penrith area by 72%.

• Introduced the Abbott glucose meters for first time in Tony Ferguson pharmacy, which is a
key pharmacy in Penrith brick and have gained the status of preferred meter supplier in the
pharmacy through continuous and regular calls, effective training of staff and good customer
relationship building.
• Convinced Blacktown Diabetes Center to offer free upgrades for insulin or type 1 patient for
the first time, which resulted in improving the black town brick market share from 24% to
38%.

• Upgrade program with peritoneal dialysis patients with type 1 and icodextrin patients at
Liverpool Hospital CAPD dept. Approximately 200 meters upgrade per annum which
equates to approx above $200k business from only one ward of the hospital.

Business Advisor, Alphapharm Pty Ltd Glebe, NSW

June 04 to March 06.

Company Profile

Established in 1982 Alphapharm is number one generic pharmaceutical manufacturer in

Australia, as well as being in top four overall pharmaceutical manufacturers in Australian
pharmaceutical industry.

Kaushik Mohile B.Pharm, Mcom

Duties

• Maintaining and growing the business for Alphapharm in specified territory and attached
country territory within pharmacies.

• Worked in Eastern suburbs and attached country as Tamworth then moved to Hills district
and attached country territory as Dubbo and surrounding towns.

• Responsibilities include visiting the pharmacies and selling on the Alphapharm as a whole
package and introducing the new lines and new generics available. Also train the staff in
regards to OTC product lines and the selling points on how to ask questions to customers to
use more generics.

• Encourage customers for collaborative orders to gain more control of the business and
likewise help pharmacies to be more profitable.

• Show the value of Alphapharm to their business and how Alphapharm can help improve the
gross profit of the pharmacy.

Achievements

• Achieved 108% Sales versus Budget overall.

• Sales V Budget on gold category product achieved 109%
• Improved unique lines to pharmacies by 23%
• Won back 3% of pharmacies on the territory to Alphapharm.
• Improved collaborative order ratio from 9% to 30%
• Improved Platinum share of Alphapharm products from 20.6% to 22.9%
• Achieved sales growth of 113% as compared to previous year.

Business Development Manager, Livingstone International Pty Ltd Roseberry, NSW

Sep 2001- May 04
Company Profile

Livingstone International Pty Ltd is a major healthcare manufacturer and distributor with an
annual turnover of $32million in 2002. The pharmacy division specializes in front of shop
consumables and retail products. Pharmacy divisions core business remains as a varied supplier
of retail and in store products such as wound care supplies, gloves and first aid & medical
consumables, baby goods and infant care and small business supplies.

Duties

Kaushik Mohile B.Pharm, Mcom

• As a Account manager maintaining and overseeing contact with specific customer base,
especially with Pharmacies, pharmacy agents and brokers, reseller’s, wholesaler’s, Hair &
Beauty salons & reseller’s and Childcare centers.

• Promoted to Business Development Manager within 3 months. Duties include building sales,
introducing new products and providing efficient customer service to my clients, which
includes front of shop buyers to corporate office managers.

• Investing 50% of working days per week on road visiting customers and prospects.

• Visiting the pharmacies and expand business with BUYING GROUPS and carry on telesales
for generating the business throughout Australia.

• Develop new strategy’s to develop and attract the customer in terms of direct &
telemarketing and retain them including Pharmacy, Hair & Beauty and Childcare center’s.

• Work closely with marketing staff, providing feedback and evaluating market information in
5order to help develop and refine Livingstone’s product offering to retail customers.

• Work closely with IT department in developing and implementing the internal computer
system for better use of resources and ordering procedure.

• Developing the product guide for the better knowledge and information to the customer’s.

• Supervising a small team of 4 telemarketers. Setting a weekly and monthly budget. Training
new sales staff for company’s product and policies. Reporting directly to Marketing manager.

Achievements

• Increased sales of assigned customer base by 55%.

• Number 1 sales representative in retail division.
• Single handedly achieved approximately 30 % o f the team budget on monthly basis.
• Developed samples packs, offering Livingston’s product range to new and prospective
pharmacies, which generated 30% awareness and 10% growth in sales from new business.
• Part of a team in developing new business for supermarkets like Aldi, Woolworths.
• Worked closely with the customer to get Livingstone wound care product range approved
and endorsed by Physiotherapy Association of Australia.

Product executive, Sandu Pharmaceutical Pty Ltd. Mumbai, India.

Dec 1999-June 2000

Kaushik Mohile B.Pharm, Mcom

• Controlling the marketing activities such as developing the quarterly product plan keeping in
mind the competitive market. Making out different marketing tools required using marketing
mix and also seeing into the brochure preparation and training the sales representative with
the company products. Visiting doctors, stockist and chemists with the representative and
convincing them about the company products

Other Achievements

Class representative throughout the educational period.

Best player of the year for the state in Judo.

Captain of Cricket team to represent League games in NSW.

Team Leader for a team managing & organizing seminars and participated in event management
exhibitions like Indian Pharmaceutical Congress.

Computer Skills

Certificate IV (System Administration)

Proficient in using MS office suite

Kaushik Mohile B.Pharm, Mcom