Karthikeyan Subramanian
Singapore
Summary
Business Development and Sales Leader with extensive sales and marketing experience in industries relating to Healthcare, Medical Equipment and Medical Devices sectors. Diverse professional experience in international settings across South Asia and ASEAN. Excellent Business and Commercial Acumen with an outstanding record in achieving or out-performing revenue targets. Significant experience in medical devices and equipment across Interventional Cardiology, Radiology, Imaging, Critical care, Nephrology and Surgical care areas. Outstanding track record in P&L Management, Sales Management, Product and strategy, New Product launch (NPI), Channel management and Key account Strategies. Proven ability to manage and work with large, cross-functional, and multicultural teams in the delivery of multiple concurrent projects. A persuasive communicator who is capable of translating complex challenges into actionable outcomes. Excellent ability in engaging clients, vendors, stakeholders across all levels to bring about commercial and business growth as well as achieving organisational KPIs.
Overview
27
27
years of professional experience
1
1
Certification
Work History
Regional Director - CT Business (ASEAN, KOREA, ANZ)
GE Healthcare Singapore
04.2023 - Current
- Optimise P&L performance for CT Scanner Business
- Drive profitable growth through orders, sales, margin, and market share
- Oversee KOL, show sites, clinical education, and training for Image-Guided Therapies Business Unit in ASEAN, Korea & ANZ Markets
- Spearhead a team of 50 direct reports consisting of Product Sales Leaders, Marketing and Application Specialists
General Manager - Interventional & Surgery (ASEAN, KOREA, ANZ)
GE Healthcare Singapore
12.2019 - 03.2023
- Optimise P&L performance for Interventional Cathlabs in Cardiology, Radiology, Oncology & Neurology, Invasive & Electrophysiology Products and Surgical C-Arms with an annual business volume of USD50M
- Drive profitable growth through orders, sales, margin and market share
- Oversee KOL, show sites, clinical education, and training for Image-Guided Therapies Business Unit in ASEAN
- Spearhead a team of 16 direct reports consisting of Product Sales Leaders, Marketing and Application Specialists
- Received Global Award for outstanding interventional performance in 2019
- Increased the highest share gain on invasive cardiology from 15% to 23% in 2019 and 27% in 2020 through PPP expansion with Cardiology device companies' partnership and new GTM strategies
- Delivered excellent interventional & hybrid OR performance in 1H21
- Partnered up with Boston Scientific on MOU process to implement GTM for business expansion (IVUS, FFR & Electrophysiology)
- Increased Indonesian interventional market share by 35% with product mix strategies and Public Procurement (e-cat) in 2020
- Drove NPI launch promptly by initiating regulatory, legal and compliance clearances in advance
- Developed dedicated KOL / Show site for Interventional & Surgery Portfolio in ASEAN
Modality Leader - Interventional & Surgery (ASEAN)
GE Healthcare Singapore
06.2018 - 11.2019
- Lead the Interventional Cathlabs & Surgical C-Arms business to grow profits and market shares in ASEAN
- Manage configurations, NPI launch, product positioning, KOL and show site management
- Conduct periodic sales training and develop evidence-based clinical whitepapers with the Application Teams
- Spearhead and monitor the performance of 7 direct reports on product and marketing
- Received Global Award for Best Modality Leader and ASEAN CEO Award in 2019
- Achieved Surgery Growth Award in 2020
- Gained an incremental revenue of $4M per year by listing Indonesia new products in EKAT
- Competition IB break-in for Cathlabs in Vietnam & the Philippines
- Won Thailand Teaching Institution IB worth $4M with multiple cathlabs for Cardiology Department
- Implemented commercial services for Interventional Systems, aggressive TCO against the competition
- Partnered up with Dornier on surgery and penetrated the Lithotripsy market
Business Manager - Sales (TN, Sri Lanka & Maldives)
GE Healthcare India
11.2013 - 06.2018
- Drive sales revenue, profitability and market share across all strategic accounts with an overall business volume of USD20M
- Develop and deploy an annual operating plan aligned with the organisation's GO BIG plan
- Initiate growth plans using business modelling and strategic initiatives for customers
- Recruit and coach 9 direct reports of Account Managers
- Achieved Best LCT (Local Commercial Team) Award for 2015, 2016 and 2017
- Received Profitable Growth Award and South Asia President Award for Growth in 2017
- Given the CEO Award for Best People Leader in 2015 and 2017
- Boosted the share gain from 10% to 35% with C-level network and technological positioning via site visits to the US and Europe
- Received a package order of $5M from the Maldives government for the supply of various equipment
- Won a $7M package from MOH Sri Lanka through Packager through GEHC strategic product mix
- Developed and deployed new GTM for Tier II & Tier III, which accelerated CT & Cathlab orders
Senior Product Manager - MRI
GE Healthcare India
11.2010 - 10.2013
- Drive the attainment of orders, sales and margin targets of 1.5T & 3.0T MRI Systems for South India, including Sri Lanka
- Supervise and guide 4 direct reports and 15 Sales Account Managers as indirect reports
- Support Enterprise, Strategic Account and Territory Managers to drive revenue and market share
- Assist with product positioning and value creation against the competition
- Foster relationships with key MR luminaries to secure a leadership position on market share and bottom line
- Achieved OP of MR orders worth USD 25M
- Achieved CEO Award in Q2 & Q3 of 2012 and Best Product Manager Award
- Received Global MR Award for growth in 2011, 2012 and 2013
- Won the President Award in 2015, 2016 and 2017
- Sold 6 units of 1.5 Tesla MRI Scanner to TNMSC India worth $5M yearly through user engagement and positioning of GE MR technologies
- Delivered a growth of 70 units to 125 units in less than 2 years
- Increased market share from 22% to over 33% in 2 years
Senior Sales Manager - (Imaging Systems)
Philips Healthcare India
12.2005 - 10.2010
- Steer the operations to enhance growth through adept portfolio management and market penetration
- Implement market-driven strategies to achieve targets of Cathlab, CT and MRI scanners
- Develop the network with hospital key users, CEOs, owners, radiologists, radiographers, purchase managers and CT, MRI, Cath lab and X-RAY technicians for market penetration
- Build the government business and maintain market relations to drive sales and revenue
- Gather market information on competitors and spread information to relevant parties
- Delivered EUR2.7M targets in 2006-2007, EUR4M in 2009 and EUR6M in 2010
- Won the Best Performer Award - Sales (Southern India Region) in 2008 & 2009
- Achieved the Philips Performance Plus Award 2009
- Consistently achieved targets every year
- Increased market share from 30% to 45% for Interventional cathlabs in TN, India
- Achieved EUR2M from the strategic account (Apollo Group) for imaging equipment in 2010
- Penetrated public hospital sector across TN in 2018 and 2019
Regional Manager (Critical Care & Renal)
Browndove Healthcare Pvt Ltd
02.2000 - 10.2005
- Drive the region as a profit centre, ensuring quality customer service and high retention
- Plan, execute and evaluate sales & marketing activities in the region
- Drive revenue in Nephrology (Dialysis Machines) & Critical care divisions (Ventilators, Monitors)
- Delivered an average of 40% growth in sales and increased profitability every financial year for a consistent profit margin
- Attended an advanced Training program in Tyco healthcare - Malaysia for Ventilators
- Attended a Training Program in the Netherlands for Cathlab
Assistant Manager - Sales
Medicon Biosystem Pvt Ltd
09.1997 - 01.2000
- Drive the sales for Siemens X-Ray and Ultrasound scanners for Tamilnadu with a business value of $2M per year
- Developed strategic, private, and public accounts
Education
Product Strategy for Business Success -
IIM Kozhikode
01.2022
Executive MBA - General Management
Indian Institute of Management (IIM) Jammu
01.2021
BSc. - Physics
University of Madras
01.1997
Skills
- Sales & Marketing Management
- Business Development
- Strategic Leadership
- New Product launch (NPI)
- Key Account Management
- Channel Management
Certification
Operation & Maintenance of Electro Medical Equipment, 1997
Timeline
Regional Director - CT Business (ASEAN, KOREA, ANZ)
GE Healthcare Singapore
04.2023 - Current
General Manager - Interventional & Surgery (ASEAN, KOREA, ANZ)
GE Healthcare Singapore
12.2019 - 03.2023
Modality Leader - Interventional & Surgery (ASEAN)
GE Healthcare Singapore
06.2018 - 11.2019
Business Manager - Sales (TN, Sri Lanka & Maldives)
GE Healthcare India
11.2013 - 06.2018
Senior Product Manager - MRI
GE Healthcare India
11.2010 - 10.2013
Senior Sales Manager - (Imaging Systems)
Philips Healthcare India
12.2005 - 10.2010
Regional Manager (Critical Care & Renal)
Browndove Healthcare Pvt Ltd
02.2000 - 10.2005
Assistant Manager - Sales
Medicon Biosystem Pvt Ltd
09.1997 - 01.2000
Executive MBA - General Management
Indian Institute of Management (IIM) Jammu
BSc. - Physics
University of Madras
Product Strategy for Business Success -
IIM Kozhikode
Similar Profiles
Khoa NguyenKhoa Nguyen
Customs Operational Leader at GE Power, GE Healthcare, GE RenewableCustoms Operational Leader at GE Power, GE Healthcare, GE Renewable
MUHAMMAD SUFI MOHD SIDEKMUHAMMAD SUFI MOHD SIDEK
COMPONENT REPAIR TECNICIAN at GE AEROSPACE SINGAPORECOMPONENT REPAIR TECNICIAN at GE AEROSPACE SINGAPORE
Justin SeowJustin Seow
Senior Lead, Regional Recruitment at Singapore Institute of Management (SIM GE)Senior Lead, Regional Recruitment at Singapore Institute of Management (SIM GE)