Mala Ganpati
Summary
Diligent commercial leader with comprehensive background in brand management, partnerships and strategy. Proven track record of driving brand growth and enhancing market presence through innovative campaigns and strategic planning. Demonstrated expertise in cross-functional team leadership and effective communication.
Overview
31
31
years of professional experience
Work History
Senior Brand Lead - ANZ
Norgine Pty Limited
03.2022 - Current
- Received Norgine Group Silver Award in recognition of managing Gastroenterology portfolio successfully and driving new initiatives 2022-2023.
- Driven new changes to Australian affiliate through introduction of cultural and social activities which is now part of the affiliate calendar
- Improved customer engagement with the creation of compelling content and digital content strategies.
- Implemented data-driven decision making by analyzing various metrics such as sales data, market and brand performance data, and customer feedback surveys.
- Fostered a culture of innovation within the team by encouraging creative thinking and embracing new ideas that supported brand goals.
- Streamlined internal communication processes, fostering collaboration between departments in support of brand objectives.
- Executed successful plans for Gastroenterology portfolio driving growth +8% in Hepatology and +23% Bowel Preparations
- Driven leading strategic plans as an integral member of global brand team with full commercial leadership in ANZ
- Demonstrated successfully performance in matrix structure through local leadership and negotiations between local affiliate and global team.
- Successfully achieved PHARMAC tender listing and re-launch of Gastroenterology product in NZ exceeding growth target expectations by 30%
- Championed omnichannel approach to drive campaigns improving customer experience
- Strengthen relationships with Expert opinion leaders within therapeutic portfolios enabling launch of new projects and strengthening Norgine initiatives in ANZ
- Strategic input in strengthening operational excellence for AUSTRALIA and NZ
- Strong forecasting capabilities to manage portfolio sales in-market and long term outlook
- Led cross-functional approach for continuous brand review and broader organisational operating rhythm
- Improved customer engagement with the creation of compelling content and digital content strategies.
- Implemented data-driven decision making by analyzing various metrics such as sales data, advertising performance reports, and customer feedback surveys.
- Fostered a culture of innovation within the team by encouraging creative thinking and embracing new ideas that supported brand goals.
- Streamlined internal communication processes, fostering collaboration between departments in support of brand objectives.
- Mentored junior team members to develop their skills and further their professional growth within the organization.
- Created and managed budgets to maximize brand reach and engagement.
Director of Stakeholder
Cystic Fibrosis Australia
03.2021 - 03.2022
- Responsible for all external corporate and Pharmaceutical/Biotech relationships supporting CF research
- Worked with CEO to strengthen relationships and generate funding support in lead up to Australasian Cystic Fibrosis Conference in 2021
- Generated new partnerships for CF Research commencing in Q4 2021
- Co-Led fundraising projects supporting CF research and clinical improvement guidelines as well as community engagement lead supporting all fund-raising activities
- Developed strong partnerships with external stakeholders from Community, Corporate, Pharmaceutical/Biotech and Media sectors for long-term planning process.
- Integral member of strategic planning for 2022 Australasian Cystic Fibrosis Conference
- Provided recommendations for future conference and strategic direction for funding including long-term corporate sponsorship
- Leveraged existing professional networks and industry knowledge to strengthen corporate partnerships.
Brand Partner - Lung Portfolio
Roche Products Pty Limited (Australia)
11.2020 - 01.2021
Brand Manager - Nephrology Portfolio
Roche Products Pty Limited (Australia)
01.2019 - 11.2020
- Developed and implemented brand plan for an established product maintaining life cycle management strategy
- Presented regular updates to senior leadership, demonstrating progress towards key objectives and securing ongoing support for marketing initiatives.
- Led insights gathering, forecasting, financial reporting and budget planning cross functionally driving brand performance to exceed forecast by 5% between 2018 and 2019
- Demonstrate enterprise thinking to plan and drive strategic initiatives in an established market
- Tactical planning involved omnichannel approach to all external stakeholders
- Strong digital focus on established portfolio management
- Cross-functional collaboration with both internal and external stakeholders to create solutions for better health outcomes in Renal therapeutic area
- Collaborate with hospital enterprise partners developing commercial solutions that help optimize the renal portfolio
- Collaborated with cross-functional teams for successful product launches and coordinated marketing efforts.
- Monitored and evaluated marketing and advertising campaigns to support brand consistency and engagement.
- Devised content strategy to effectively engage target audiences.
- Launched successful digital marketing campaigns that achieved goals for increased traffic.
- Researched market trends to identify customer needs and preferences for strategic planning.
Strategic Partnering Manager/Business Development - Established Business Unit
Roche Products Pty Limited (Australia)
01.2016 - 12.2018
- Contractual management, commercial planning and performance review management of all third-party partnerships within Established Business Unit (EBU)
- Strong stakeholder management with third party's aiming for successful partnerships
- Scope for new partner opportunities that support/enhance the established portfolio and processes across the broader business
- Develop and implement brand strategy for EBU-partner products
- Forecasting, financial management and budget planning for portfolio and business development scope
- Generate insights, drive initiatives through partnerships for portfolio optimization as well as creating synergies for the partnerships
- Ad-hoc projects driven through cross-functional collaboration with broader business driving better health outcomes for patients
- Promotional Partnership arrangement saw growth above target in 2017 and 2018
- Exceeded target sales for retail channel portfolio 2016, 2017
- Securing new partnership with a clinical trials sourcing company driving $11m[AUD] in revenue for the business
- New growth opportunity through piloting a digital adherence program
- Development of Quarterly Partnering Review process leading as a reference model for other regional affiliates
- Implementing an innovative pricing model for retail channel product leading to >$10mill annual revenue sustained for 2 consecutive years
Executive Product Specialist - Nephrology
Roche Products Pty Limited (Australia)
01.2015 - 12.2015
- Identify growth opportunities for established Nephrology product, Mircera
- Effectively engage clinicians in supporting Mircera through value-added approach
- Collaborative key account management with strategic account managers
- Enterprise thinking applied to in-field stakeholder manager driven by key insights generated from customers and competitors
- Networking and identifying of key customers to enhance and establish business relationship broadly across Nephrology
- Partner with marketing team to co-create & implement key patient-focused activities
Product Specialist - CNS
UCB Australia Pty Ltd
09.2013 - 12.2014
- CNS NSW portfolio management of neurology products namely Vimpat, Kepra for Epilepsy & Neupro for Parkinsons disease
- Strategic input in territory business review for sales growth and targeting
- Product presentation within clinical training sessions or at department meetings
- Enhance business relationships through strong clinical engagement and networking in key tertiary hospitals
- Strengthen UCB portfolio in major tertiary hospitals and clinical opinion amongst Key Thought Leaders
- Establish strong working relationships with patient organization committees such NSW Parkinson's Institute & Epilepsy Action
- Operate all business strategies within set budget
- Attend conferences local, national and international relevant to therapeutic portfolio
- PROJECT LEAD: COMPETITIVE INTELLIGENCE
- PROJECT LEAD: PATIENT PROJECT COMMITTEE
Executive Product Specialist - (Renal) [Mat Leave Cover]
Roche Pharmaceuticals Pty Ltd (Australia)
04.2011 - 12.2011
- NSW Territory Management of Renal Product (Mircera) within specialty care of Roche
- Increase portfolio within dialysis care and continued in-service clinical training of dialysis staff
- Engage key clinical physicians in scientific discussions to strengthen business relationships
- Identify key KOL's to enable contract implement strategy for Mircera
- Participate in leading symposia's nationally and internationally
- Presentations to KOL's and dialysis staff as part of the ongoing education of Mircera
- Successful contract implementations in key regional area health services in NSW: Newcastle, Hunter New England region, Royal North Shore, Wollongong Illawara Health Service
- Successful turnaround of key dialysis accounts within Sydney and regional NSW
- Increased support of key leading physicians toward portfolio
- Co-managed clinical trial of product within a leading dialysis account
- Identified and set up key contacts for major accounts to ensure successful ongoing business partnerships
Marketing Communications Intern
CSR Asia Hong Kong
01.2009 - 01.2010
- Contributing towards Community Projects and Human Resources editorials as well as general overview of CSR Report
- Updating brochures and website of CSR Asia
- Blog reports and column contributions of CSR Asia News
- Market Research
Medical Science Liaison - CNS (Abilify)
Bristol Myers Squibb (Australia)
09.2005 - 12.2006
- Pioneering MSL role Specialty Care Division (Neuroscience)
- Identified KOLs and developed individual plans aligned to Medical Plans enhancing strong medical relationships
- Keep abreast with relevant and recent clinical literature
- Identifying key investigators for ISTs (Investigator Sponsored Trials)
- Clinical training and preparing clinical material including therapeutic presentation slides for sales team and broader marketing team
- Liaised closely with broader global MSL team, trained by US Global team and part of regular global MSL meetings
- Support marketing in the coordination of advisory boards, focus group meetings and relevant scientific meetings as required by the portfolio
- Development of MSL training plan
- Medical/Regulatory team Rotation (3 months)
Oncology Specialist Representative -Oncology
Bristol Myers Squibb (Australia)
01.2003 - 09.2005
- Scientific expert for Taxol, Northern Region Sydney NSW
- Engage in scientific discussions in Oncology relevant to portfolio
- Strong ability to review clinical papers and present information effectively to oncologists and related health professionals
- Evaluate territory business and support marketing with strategies to enhance product positioning within territory
- Regular attendance at Local Symposia and some International Symposia
- Exceeded sales performance Targets, lead NSW hospital account by sales
- Excellence in account management driving positive customer engagement
- Recommended for Medical Science Liaison Role
- Provided insight and brief training on overall medical and regulatory areas
Territory Manager
GlaxoSmithKline Pty Ltd (Australia)
01.2001 - 01.2003
- Territory management of Sydney Northern region, managing Neurology and Psychiatry portfolio
- Territory analysis, review competitive intelligence and manage budget plans to maximize sales
- Regular presentations to KOL's and nursing staff on Lamictal and Aropax
- Building strong business relationships with key neurologists, psychiatrists and affiliated staff
- Exceeded Sales Targets 2002-2003
Territory Manager
Schering Plough Pty Ltd (Australia)
01.1999 - 01.2001
- Product Specialist - Essex Pharma
- Product Specialist for Allergy(Nasonex) and Dermatology(Elocon)
- Business analysis and product presentations
- Client relationship management, communications specialist
- Launched Nasonex, leading National sales for Nasonex
- Positive customer turnaround during launch phase of Nasonex
Sales Representative
SmithKline Beecham (New Zealand)
01.1996 - 01.1999
Environmental Chemist
British Petroleum Pty Ltd (New Zealand)
01.1994 - 01.1996
Education
MBA - Business in Asia
University of Hong Kong
01.2009
MSc - Chemistry
University of Otago
01.1994
BSc (Hons) - Chemistry
University of Otago
01.1992
Skills
- Strategic Planning
- Digital Marketing
- Marketing strategy
- Analytical Skills
- Medical Liaison
- Business Planning
Accomplishments
NORGINE Australian Leadership Team (2022- Present)
Roche Australia Women’s Network Core Member (2017 – 2020)
GALLUP Strength-Based Champion
Scotworks Negotiations Certified Hong Kong University - Alumni MBA Otago University - Alumni
Affiliations
- NORGINE, Australian Leadership Team, 03/2022, Present
- Roche Australia, Women's Network Core Member, 01/2017, 12/2020
- GALLUP, Strength-Based Champion
- Scotworks, Negotiations Certified
- Hong Kong University, MBA, Alumni
- Otago University, Alumni
Hobbies and Interests
- Reading
- Cooking
- Music
- Travelling
- Corporate Social Responsibility
- Pilates
Timeline
Senior Brand Lead - ANZ
Norgine Pty Limited
03.2022 - Current
Director of Stakeholder
Cystic Fibrosis Australia
03.2021 - 03.2022
Brand Partner - Lung Portfolio
Roche Products Pty Limited (Australia)
11.2020 - 01.2021
Brand Manager - Nephrology Portfolio
Roche Products Pty Limited (Australia)
01.2019 - 11.2020
Strategic Partnering Manager/Business Development - Established Business Unit
Roche Products Pty Limited (Australia)
01.2016 - 12.2018
Executive Product Specialist - Nephrology
Roche Products Pty Limited (Australia)
01.2015 - 12.2015
Product Specialist - CNS
UCB Australia Pty Ltd
09.2013 - 12.2014
Executive Product Specialist - (Renal) [Mat Leave Cover]
Roche Pharmaceuticals Pty Ltd (Australia)
04.2011 - 12.2011
Marketing Communications Intern
CSR Asia Hong Kong
01.2009 - 01.2010
Medical Science Liaison - CNS (Abilify)
Bristol Myers Squibb (Australia)
09.2005 - 12.2006
Oncology Specialist Representative -Oncology
Bristol Myers Squibb (Australia)
01.2003 - 09.2005
Territory Manager
GlaxoSmithKline Pty Ltd (Australia)
01.2001 - 01.2003
Territory Manager
Schering Plough Pty Ltd (Australia)
01.1999 - 01.2001
Sales Representative
SmithKline Beecham (New Zealand)
01.1996 - 01.1999
Environmental Chemist
British Petroleum Pty Ltd (New Zealand)
01.1994 - 01.1996
MBA - Business in Asia
University of Hong Kong
MSc - Chemistry
University of Otago
BSc (Hons) - Chemistry
University of Otago