KAARTINI THANASELVAM
Point Cook,Australia
Summary
Skilled Nutrition Territory Manager with background in Nutritional Sales. Experience includes fostering strong relationships with key hospital healthcare professionals. Strengths include negotiation, Managing tertiary hospital accounts and team leadership. Results-oriented territory manager with substantial industry experience. Recognized for developing territory plans and strategies resulting in 30% market share increases yearly within territory. Ability to build long-term relationships with healthcare professional and other key stakeholders
Overview
16
16
years of professional experience
1
1
Certification
Work History
Revenue & Risk Analysis Manager
IRS International Pty Ltd
Melbourne, VIC
01.2025 - Current
- Monitor and analyse revenue streams across business units, identify trends, variances and opportunities for growth
- identifying operational, financial and strategic risks
- Evaluate the impact of internal and external risk factors on revenue
- Provided detailed reports on market trends and competitive analysis.
- Collaborate with internal key stakeholders to ensure accurate interpretation of data & review operations process to benefit business key goals
- Led cross-functional teams in developing insights from complex datasets.
Customer Service Account Manager
IRS International Pty Ltd
Melbourne, VIC
10.2019 - 12.2024
- Client Relationship Management:
Develop and maintain strong, long-term relationships with key accounts.
Understand customer needs, and provide tailored solutions. - Account Growth and Retention:
Work closely with the senior management team to align strategies for account expansion. - Customer Support & Issue Resolution:
Address customer inquiries and concerns promptly.
Act as a liaison between clients and internal teams to resolve issues.
Monitor customer satisfaction and implement improvements as needed. - Reporting & Performance Tracking
Track and analyse account performance using Business Central and reporting tools.
Provide regular updates to management on key account metrics.
Gather customer feedback to enhance products/services.
Medical Territory Sales Manager
Nestle
KL, MY
10.2009 - 03.2014
- Influenced healthcare professionals in hospitals by promoting a credible, scientifically supported product range.
- Engaged key decision-makers in tertiary hospitals to drive sales growth and enhance patient welfare.
- Implemented marketing and sales strategies to increase product sales and market share within the assigned territory.
- Managed key projects delegated by the Field Operations Manager to support business objectives.
- Developed and executed area plans to achieve Nestlé Nutrition's business goals.
- Analysed territory potential, resulting in a 30% annual increase in Nestlé's presence in healthcare institutions.
- Provided expert guidance to healthcare professionals on Nestlé's Maternal and Infant Nutrition product range, ensuring compliance with ethical guidelines (WHO Code, Malaysian Code of Breastmilk Substitutes, and Nestlé Charter).
- Delivered the latest clinical research on maternal and child nutrition to support healthcare professionals in decision-making.
- Achieved 100% call frequency and reach of priority clientele, ensuring strong product visibility and recall.
- Secured product listings and increased prescriber numbers in key hospital pharmacies within the territory.
- Planned and conducted scientific events, including mass detailing, CME (Continuous Medical Education)
Digital & CRM Specialist
Nestle
KL, MY
11.2015 - 04.2018
- Reporting KPI performance of marketing campaigns using Google Analytics in a timely manner.
- Identifying trends and insights
- Collaborating with internal marketing teams, primarily brand managers from various brand segments.
- Coordinating with media and creative agencies, and overseeing partnerships with vendor partners.
- Experienced in e-commerce, SEO, PPC campaigns, Electronic Direct Mail (EDM), and social media marketing.
- Strong understanding of online marketing concepts, strategies, and best practices.
- Managing budgets to ensure optimal allocation of financial and resource investments.
Business Insights & Analytics Manager
Nestle
KL, MY
04.2014 - 10.2015
- Led the implementation of the Salesforce CRM (Veeva) system for the Malaysian Medical Field Sales team.
- Collaborated with the National Field Operations Manager, analyzing Salesforce CRM v2.0 data for strategic insights.
- Conducted analytics training and system updates for the Medical Field Sales to enhance CRM proficiency.
- Supported the execution of business strategies, improving Medical Field Force CRM management skills through coaching and mentoring medical sales team.
- Worked closely with cross-functional teams, including Brand and Medical Science Team to manage medical events and initiatives effectively.
Education
Certificate of Technical Studies - Digital Marketing
Monash University
Clayton, VIC07-2023
Certified Specialist - Infant And Childhood Nutrition
CMR Institute
USA12-2011
Bachelor of Science - Food And Nutrition
University of Newcastle
Newcastle, NSW12-2008
Skills
- Strong understanding of Infant & Maternal Nutrition, and nutrition trends
- Familiarity with nutrition regulatory guidelines
- Ability to detail factual & scientific information on innovative scientific concepts and new developments in infant nutrition
- Competitor and Industry Analysis
- Active listening and ability to tailor messaging to different HCP
- Professional and personable demeanor
- Adherence to legal, regulatory, and ethical standards in health product sales
- Organising educational events (Continuous Medical Education) for health care professionals on topics related to infant & maternal nutrition
- Flexibility to adapt strategies in a dynamic, competitive market
- Competence in using CRM tools and tracking sales performance (Veeva SalesForce)
- Understanding of marketing principles and product positioning
Certification
- Member of the Australian Nutrition Society 12/2008
Timeline
Revenue & Risk Analysis Manager
IRS International Pty Ltd
01.2025 - Current
Customer Service Account Manager
IRS International Pty Ltd
10.2019 - 12.2024
Digital & CRM Specialist
Nestle
11.2015 - 04.2018
Business Insights & Analytics Manager
Nestle
04.2014 - 10.2015
Medical Territory Sales Manager
Nestle
10.2009 - 03.2014
Certificate of Technical Studies - Digital Marketing
Monash University
Certified Specialist - Infant And Childhood Nutrition
CMR Institute
Bachelor of Science - Food And Nutrition
University of Newcastle
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