Reshma Gupta
Sydney
Summary
Commercial leader with strategic problem-solving mindset, adept at stakeholder management and business plan execution, 15+ years of experience of delivering positive business impact across multiple domains - strategy, growth, marketing, customer, operations and innovation. Strong experience as a leader in influencing CXOs, Board Members and Peer Groups to implement strategy and drive the execution of business plans. Demonstrated track record of proactively identifying, initiating, and executing successful business growth, innovation, M&A, efficiency and new product development projects. Successful experience of developing and leading large, high performing, cross-functional teams, comprised of multicultural members. Self-motivated with growth mindset, actively seeking ways to enhance skills, knowledge, and performance.
Overview
20
20
years of professional experience
Work History
Head of Strategic Projects
Virtus Health
06.2018 - Current
- Company Overview: Virtus (formally ASX listed, now PE owned)
- As leader of pricing for the Group, responsible for shaping and executing pricing strategy, delivered significant EBITDA uplift (~25%/ $10m+) while maintaining market share
- Implemented systems and processes to pass surcharge fees to customers, ensuring compliance with regulations and maintaining a seamless customer experience which facilitated to additional EBITDA uplift
- Identified and executed billing changes for the Victoria region that enhanced price competitiveness, increased revenue, and reduced the workload for the billing team
- Led a multi-disciplinary team to deliver commercial and strategically critical projects, taking charge of admin, nursing and operations teams to ensure seamless implementation of new doctor onboarding and improved patient experience, effectively supporting the business growth plan implementation
- Led the Medicare billing review across organisation to ensure compliance with regulations simultaneously identified $1.5m additional EBITDA opportunity
- Key contributor to delivering Virtus' strategic vision, with a focus on enhancing functions such as R&D, donor services, and genetics
- Led the strategic plan around a new product development, Virtus-as-a-Service, to enhance revenue
- Key member of organisation strategy team to develop annual business plan and oversee implementation of key initiatives
- Led formulation and execution of multiple customer growth strategy projects, latest few include: Designed and implemented a customer journey milestones-based dashboard providing visibility of customer leakage points and actionable insights to prevent leakage
- Implementation included analysis of complex and large data sets working closely with Executive leadership, Ops, IT, data team and vendors
- Developed a framework to identify locations for new clinics based on multiple demographic parameters - age, gender, social economic indicators, etc., and competitive intensity
- Led multiple inorganic growth opportunities: Established an M&A working committee, comprised of CEO, CFO, and Private Equity Partners, and facilitated methodical assessment of prospective targets
- Led the exploration of JVs with leading hospital chains in South-East Asia
- Influenced decision-making at all levels of the organization, including ELT and SLT, and drove cross-functional collaboration to effectively deliver projects by leveraging strong stakeholder management skills, data analysis expertise, commercial acumen, and strategic thinking
- Providing thought leadership on industry trends, market opportunities, and competitive threats, informing the company's overall strategy - insights have been published in multiple AGMs and shareholder briefings
- Establishing relationships with key external stakeholders including government representatives, academic institutions, industry forums, etc
- Identified, formulated, and executed operational transformation and cost reduction projects, latest few include: Led billing/debt management streamline project across states to stop leakage, increase efficiency, and reduce defaults (savings from debt management and efficient resourcing, also process harmonisation)
- Delivered embryology lab efficiency project which included procurement benefits, influencing stakeholder behavior, efficient resourcing of staff, and identifying optimal locations for theatres
- Driving the execution of the digital enablement strategy to enhance patient experience, strengthen governance, uplift data readiness, and scale new digital platforms; project managed the delivery of the base module of a new digital platform
- Led the NPS reporting program to deliver strategic insights, enhancing the organization's ability to understand and act on customer feedback for improved decision-making and customer experience
- Directed a team of data scientists in creating dashboards and management reporting tools, serving as the primary point of contact for business needs
- Developed a comprehensive blueprint outlining resource requirements, development objectives, and key performance metrics
- Prepare and present marketing insight reports, including ROI analysis and key performance indicators (KPIs), in provided regular updates to senior management on financial performance
- Developed and implemented an R&D strategy program to drive innovation and manage risk within the R&D function
- This involved establishing a robust governance structure and creating comprehensive process documentation to ensure alignment and accountability
- Developed and implemented streamlined processes for various projects, including billing, donor programs, and merchant fees, ensuring they were harmonized and compliant with regulatory standards
- Virtus (formally ASX listed, now PE owned)
Audience Research Manager
Conexus Financial
05.2017 - 05.2018
- Company Overview: Conexus is an Australian financial services focused publishing and events company
- Advised project teams with insights from audience's social and online interactions and behavior in content development, digital marketing and event planning
- Proactively developed a new product, which served as a base for a new conference, resulting in ~10% revenue uplift
- Conceptualised and implemented digital marketing and monitoring campaigns using modern tools and techniques e.g
- Sales Force, Campaign Monitoring, Get Feedback etc
- Analysed existing customer base to generate incremental cross-selling opportunities
- Developed and designed frameworks for the collection, management and analysis of audience data
- Researched industry performance and trends, and published reports
- Conexus is an Australian financial services focused publishing and events company
Specialist Strategic Insights
Fidelity Investments
11.2014 - 01.2017
- Drive strategic projects in partnership with senior leadership to deliver insights leading to actionable business decisions
- Work on projects targeting new customer segments and develop detailed business models to proof test the ideas and to capture the business opportunity from such segments
- Identified new AuM opportunity of approx
- $20b by targeting a new customer segment
- Developed detailed model to quantify the opportunity and implementation plan
- Key member of the product design and launch team for Fidelity's entry into Robo/passive advisory
- Enhance effectiveness of Fidelity's outreach to customers by customising the marketing plans with target audience specific insights
- Managed to reduce fund outflow by approx
- 15% from women investor segment over 6 months by increasing the effectiveness of marketing campaigns
- Analyse competitor's strategy, product offerings & positioning, and marketing campaigns - the insights influenced Fidelity's product development and approach towards customer outreach
- Communicate the insights in well-structured frameworks and story-boarded presentations, to the CXO level colleagues and in knowledge exchange forums to large audiences
- Lead a team of analysts to methodologically deliver sound actionable insights
- Oversee the design, development, execution and analysis of all projects delivered by Fidelity's competitive intelligence team
- Lead recruitment, evaluation and mentorship of analysts to fulfill individual development goals
Team Developer
Bank of America-Merrill Lynch
11.2010 - 11.2014
- Lead a team of analyst who contributed to the delivery of multiple Investment Banking projects including M&A, equity & debt raising
- Assisting M&A and capital market projects with business intelligence and analysis often delivered in form of pitch books, detailed company profiles covering SWOT, industry fact-packs
- Solid understanding of concepts related to Investment Banking and deal-flow process
- Responsible for improvement in client service by guiding team members and driving excellence in service delivery
- Work-flow management by allocation of work, assigning targets to ensure proper resource utilisation
- Measuring and reporting of KPIs and CTQs directly to Business leads
Strategy Analyst (Internship)
McKinsey & Co.
02.2010 - 07.2010
- As a social sector expert contributed to a study to support a Government in developing welfare plans for the marginalised section
- Shared insights from field research and developed recommendations keeping in mind the feasibility of implementation
Senior Executive
Sesame Ltd
05.2005 - 09.2007
- Company Overview: Sesame is UK's largest financial advisory network providing support services to the financial advisors
- Led a team of analysts to evaluate the suitability of the financial advice provided by the network advisors to their clients, based on client's financial background, investment objectives and the regulatory guidelines
- Sesame is UK's largest financial advisory network providing support services to the financial advisors
Education
Masters / Post Graduation - Management
Tata Institute of Social Sciences
Bachelors - Political Science, Honors
Hindu College
CeFA, CeMAP -
Institute of Financial Services (UK)
SQL Level 1 and 2 -
University of Sydney
PRINCE2 Practitioner -
AXELOS
Skills
- Stakeholder management
- Cross-functional team leadership
- Problem-solving
- Decision-making
- Operational efficiency
- Conflict resolution
- Continuous improvement
- Project management
- Business analysis
- Risk management
- Process improvement
- Forecasting
- Marketing strategy
- Analytical skills
- Effective communication
Websites
Languages
English
Native or Bilingual
Hindi
Native or Bilingual
Timeline
Head of Strategic Projects
Virtus Health
06.2018 - Current
Audience Research Manager
Conexus Financial
05.2017 - 05.2018
Specialist Strategic Insights
Fidelity Investments
11.2014 - 01.2017
Team Developer
Bank of America-Merrill Lynch
11.2010 - 11.2014
Strategy Analyst (Internship)
McKinsey & Co.
02.2010 - 07.2010
Senior Executive
Sesame Ltd
05.2005 - 09.2007
Bachelors - Political Science, Honors
Hindu College
CeFA, CeMAP -
Institute of Financial Services (UK)
SQL Level 1 and 2 -
University of Sydney
PRINCE2 Practitioner -
AXELOS
Masters / Post Graduation - Management
Tata Institute of Social Sciences
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