Bhavin Shah says building and maintaining relationships with stakeholders is challenging
but key. PHOTO/TREVOR LUTALO
How would your colleagues describe you?
A dynamic individual who effortlessly blends a fun-loving spirit with a diligent work ethic. When a situation demands focus and seriousness, I seamlessly transition into a driven and dedicated professional, tackling challenges head-on with unwavering commitment and unrelenting passion.
What exactly do you do?
I am a sales and marketing professional with a science background and 25 years of experience in the pharmaceutical industry. I currently lead sales and marketing efforts for Scarwin Healthcare Pvt Ltd in East Africa, starting with Uganda. Our flagship product, Immune Uplift, is a herbal immune booster. What does your work entail, and how does a typical pharma sales day look like? As a general manager, the role entails overseeing the development and execution of business strategies to drive growth and profitability. This involves leading cross-functional teams, managing sales and marketing efforts, and building relationships with key stakeholders, including healthcare professionals, payers, and patients.
A typical day for me involves strategic planning, team leadership, and customer engagement. I start by reviewing sales performance, market trends, and competitor activity, adjusting strategies as needed. I lead cross-functional teams, including sales, marketing, and medical affairs, to drive product growth and achieve business objectives. Customer-facing activities include meetings with healthcare professionals, hospitals, and pharmacies to build relationships, provide product education, and address concerns. Throughout the day, I analyse data, solve problems, and make informed decisions to drive sales growth, expand market share, and maintain competitive advantage.
What was your last job and what did you enjoy about it?
I was a country manager of indswift pharmaceutical. I enjoyed leading my team and driving business growth, while making strategic decisions that shaped the company’s direction. I had the opportunity to collaborate with cross-functional teams, healthcare professionals, and stakeholders, and stay up-to-date on industry trends and innovations. The role also offers personal satisfaction from contributing to patient care, building strong relationships, and achieving business objectives. Overall, the role offers a dynamic and challenging environment with opportunities for growth.
What do you like about what you currently do?
Working in pharmaceutical marketing and sales offers the opportunity to make a meaningful impact in people’s lives by promoting innovative treatments and improving patient outcomes. You can build strong relationships with healthcare professionals, understand their needs, and provide valuable solutions.
The field requires staying up-to-date on scientific advancements and industry trends, making it intellectually stimulating. Additionally, the dynamic nature of the industry presents opportunities for professional growth, career advancement, and the satisfaction of achieving business objectives while contributing to patient care.
What is most challenging about what you do?
Working in pharmaceutical sales and marketing presents several challenges, including navigating complex and ever-changing regulations, staying up-to-date on intricate scientific information, and differentiating products in a crowded market. Additionally, building and maintaining relationships with diverse stakeholders, such as healthcare professionals, can be demanding. Balancing business objectives with patient needs, adapting to industry changes, and addressing access and reimbursement hurdles also pose significant challenges. Overall, success in this field requires strong skills in communication, strategic thinking, and adaptability, as well as a deep understanding of the industry and its stakeholders.
How do you maintain a work-life balance?
I am intentional about setting clear boundaries, prioritising self-care, and delegating tasks effectively. Regularly disconnecting from work-related tasks, engaging in activities that bring joy and relaxation, and nurturing personal relationships are also essential. By prioritizing balance, general managers can maintain their physical and mental health, improve productivity, and make more informed decisions. How do you build rapport with a potential client? Understanding their needs, showing genuine interest, and tailoring your approach to address their specific challenges. By asking questions, listening actively and showcasing expertise, you can establish trust and credibility. Being approachable, empathetic, and transparent also helps to build a strong relationship. Regular follow-up and follow-through on commitments further solidifies the connection, ultimately laying the groundwork for a successful partnership and potential business growth.
What advice would you offer someone considering this career?
Develop a strong understanding of the industry, including its regulations, trends, and scientific advancements. Building a solid network of professionals in the field can also provide valuable insights and opportunities. Additionally, cultivating strong communication and interpersonal skills is crucial. Be prepared to continuously learn and adapt to changing market dynamics, and consider gaining experience through internships or entry-level roles.
What else would you like people to know about your job?
My role involves a delicate balance of business strategy, scientific expertise, and stakeholder management. Beyond sales and marketing, I am also focused on building strong relationships with healthcare professionals, payers, and patients, while prioritising patient access to innovative treatments. It is a complex and dynamic role that requires adaptability, creativity, and a passion for improving healthcare outcomes.
