GURMEET SINGH
C/o Mr. JS Sethi
G-1 / 5, Flat No 24
Model Town III,
Delhi – 110 009 - INDIA
gurmeetsingh144@hotmail.com
Date of Birth: 23rd August 1959
0091 95000 34345
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Orchid Chemicals & Pharmaceuticals Ltd – India - VP Commercial – May 2009 Onwards
My assignment has the responsibility for sourcing and procurement of Imported & indigenous RM, PM and
excipients for servicing both the finished formulations and APIs. The procurement of APIs and API intermediates
are also covered under my domain. The responsibility for the finished formulations activity is also being entrusted
to me from the FY Q2 2012 wherein the API and FDF verticals have come under COO (API & Formulations).
The assignment also includes Business Development activity and an overview on import logistics.
Introduced Cross Functional Team working for Finished Formulation Launch & for API Project monitoring.
Enhanced API business with Ranbaxy from less than USD 1 Mn in 2008-09 to over USD 5 Mn in 2011 – 12.
Total Spend Base – over INR 850 Cr ~ USD 155 Million
Reporting to COO – (API & Formulations) - currently based in Chennai – India
Professional Experience – Career Path (Wockhardt, Ranbaxy and Max India)
Over 2 decades of success, driving benchmark setting growth in Domestic / International Business
Development across varied functions in the pharmaceutical industry.
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Gained global sourcing expertise as member of Strategic Purchasing team with insightful experience in API
Business exporting to regulated & less regulated markets.
Results proven, growth oriented, globally focused leader with working experience across cultures nationally and
internationally repeated success in driving growth across parameters as
- International Business Development
- Export/ Import Operations
- API Sales & Marketing
- Documentation
- Strategic Alliances
- Liasioning
- Resource Optimization
- Contract Management
- Global Sourcing
- Compliances
- Inventory Mgmt.
- QA/ Audits
Wockhardt – Aug 2007- Mar 2009 - VP Supply Chain – EU Operations
My assignment had the responsibility of supply chain integration post acquisition of the manufacturing units based
in EU. Was responsible for the In-licensing of FDFs from both the Indian Manufacturers and European Dossier
development Companies and others based on commercial benefits and other technical merits. The assignment
also had the responsibility for negotiating Supply Agreements and Annual Contracts. Some of the major suppliers
with whom I was in touch with for In Licensing of finished formulations for the market of Ireland include Apotex,
KrKa, Acino, Dexel, Watson, Genepharm, SMB , Pharmathen & Pliva amongst others
The above entailed induction of cost competitive suppliers for the source variation and site variation where possible
to drive maximum benefits for the organisation and make operations sustainable in the ever increasing competitive
generic scenario today. I was based at Pinewood HealthCare Ireland for over 7 months as part of post acquisition
supply chain integration which included switching to cost competitive sources based in India and China. The cost
savings on some of the critical projects undertaken were close to CHF 2.5 Million in 2008-09. This is over and
above the savings that have been secured by way of astute and hard negotiations on routine procurements.
The challenge was to make a cohesive team of Purchase and Supply Chain members to sustain the momentum
and aspirations of the individuals in line with the ultimate goals of the Organisation.
I obtained the Chairman’s approval to open the Swiss market for the finished dosage forms.
I have been a part of the team working upon the innovative corporate tax saving project of routing the commercial
documentation through Swiss in view of substantial tax saving opportunity that Switzerland offers.
Ranbaxy Laboratories Limited - March 1996 – July 2007
General Manager - Sourcing - RANBAXY
Since Apr ‘06
Responsible for API, excipients Sourcing & Development - including Custom Synthesis & Contract Manufacturing of APIs. Was
CFT member for new formulation launches and was active in suggesting Make Vs Buy options in the finished dosages to fast
track timely launches in India by getting into P2P formulation out-sourcing.
Effective Jan 07, I was assigned an additional portfolio for complete sourcing for the Rest of the World except US & EU.
General Manager: Strategic Alliances - RANBAXY
Since Aug’04
Business Development, Strategic Alliances & MIS
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Networking within pharma industry on new /existing projects & looking for potential partners for business cooperation.
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Creating knowledge management database for providing strategic information for better decision making.
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Delivering periodic MIS on alliances – quarterly presentation to the top management.
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Relationship manager for companies like GSK, DSM, Orchid, Biocon, Unimark amongst others.
General Manager: API Business – Sales and Marketing - RANBAXY
USA, Canada & Latin America
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Jan’02- Jul’04
Lead the efforts of marketing APIs for US, Canada Latin America, Taiwan, Australia & New Zealand.
Opened up US and Canada markets for Ranbaxy APIs - validated Ranbaxy APIs and entered into
supply agreements with a few generic players in the region.
Achieved annual sales target of US$ 7 million in LATAM & US$ 6 million in Asia Pacific.
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Gross contribution of US$ 2.7 million & ensured receivables within budgeted norms.
General Manager (Global Sourcing) - RANBAXY
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Mar’96- Dec’01
Managing imports regarding pharma manufacturing of Indian unit’s including allied businesses & LL
locations. Handling purchases for CIF imports of Rs 650 Mn and domestic purchasing of Rs 1000 Mn.
Strategic outsourcing/ exports of low value added bulk actives for domestic needs & third party exports.
Was responsible for achieving On-Time In-Full servicing of all the Raw and Packing materials for servicing
the Formulation exports to the regulated markets of US and EU.
Import Logistics and inland goods movement upon custom clearance.
Inventory Management / Alternate Sourcing
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Ensuring strict compliance to inventory norms and reducing inventory carrying cost on an ongoing basis by
exercising concept of Vendor Managed Inventory.
Developing/ sourcing raw materials and packaging components from US FDA source for servicing
regulated markets.
Documentation/ QA Audits
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Working out projects for ‘toll manufacturing’, ‘customs synthesis’ for augmenting business opportunities.
Ensuring constant quality improvements and arranging technical audits on an ongoing basis and benchmarking of in-house manufactured bulk actives.
Key Accomplishments across Assignments
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Functioned as member of cross-functional teams responsible for
o Developing/ timely launch of new dosage forms for the Indian market as well as for exports.
o Make-Buy decision and leveraging export through purchasing clout by working out two way
business co-operations.
o Working on import of SAP equipment hardware for ERP Implementation under provisions of
EPCG scheme thereby saving the company differential duty to the tune of INR 7 million.
Executed project CRUSOE, Creatively Releasing Unleashing Substantial Operating Efficiencies leading a 7member cross functional team designed to work on APIs.
Worked towards warehouse to warehouse arrangement for major imports thereby compressing
the (Cash to Cash) supply chain cycle and unleashing working capital for enhanced productivity.
Key Projects Handled
Cross Functional Team Working – Introduction 2009-10 at Orchid
At Orchid, I introduced the CFT working group for monitoring the progress of API projects under the NPNC range
of products. In addition to this introduced the concept of Benchmarking with the best in the Industry with respect
to the consumption coefficients and the process of continuous improvement by being in touch with the best
processes and practices being followed in the Industry.
In Licensing Finished Formulations - Pinewood Healthcare Ireland - 2008- 09
Was instrumental is doing away with the upfront payment for Technical dossier at the time of in licensing of
finished dosages – this resulted in savings of Euro 100000 to Euro 150000 for each product that was in-licensed
while at Pinewood healthcare Ireland.
API Cost Reduction Initiative at Ranbaxy 2001- 2002
Title: Examination of company cost structures for APIs - Active Pharmaceutical Ingredients.
Description: Led a cross-functional team responsible for deliberate and detailed examination. The team envisaged
delivering INR. 100 million by 2003 via released efficiency and enhanced productivity.
Responsibilities: Manage the entire gamut of project conceptualization via final delivery. Inculcate people
skills and tolerance amongst the team members.
Strategic Alliances at Ranbaxy 2002 – 2004
As GM Strategic Alliances at Ranbaxy – I actively nurtured the existing alliances and creating new ones in order to
mitigate the risk on the supply side. Was responsible to monitor the Business Interface and make a quarterly
presentation to the top brass at Ranbaxy on a global basis the preparedness of the supply chain function in
meeting the projected requirement of various RMs during the mid-term and induct new alternate sources on need
basis. Some of the alliances wherein I was the relationship manager were as under:
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DSM Netherlands
GSK UK
Biocon India
Orchid Chemicals and Pharmaceuticals, India
Unimark Remedies India
Sales and Marketing 2002-04 and 2009 – continuing…..
1. US - Was responsible for getting Ranbaxy validated with a large generic player for one of the Cephs –
Cefprozil. Instrumental in opening the markets for Ranbaxy for its APIs for both US & Canada.
2. Got Ranbaxy validated as source of Cefaclor and Midazolam in Brazil and Mexico. Entered in to
annual supply arrangement of 12 Mt Cefaclor – Mexico and Brazil with a top line of USD 3.6 Mio.
3. Instrumental in enhancing the API business at Orchid with Ranbaxy from less than 1 Mn USD in 200809 to over 5 Mn USD in 2010-11.
Setting up of Imports Department at Max – Pharma division at New Delhi
Successfully set up the imports department from scratch and was responsible for the following activities:
1. Was the focal point for interactions between Pharmacia UpJohn US Kalamazoo and Max India for import of
input RMs and finished dosages to India for manufacturing in India for catering to the Indian Market.
2. The entire gamut of import operations including the Logistics, Import clearances at Customs – for
all the APIs, excepients, packaging including the perishables which require cold chains and
movement through the refer containers with temperature monitors through the entire transit of
temperature sensitive consignments.
3. Appropriate classification of items at Customs which help rationalize the rate of customs duty.
4. Hands On liaison experience at the office of DGFT – Director General of Foreign Trade New Delhi.
5. Hands–on experience at the Customs for expeditious clearance of shipments thereby answering the
On Time In Full (OTIF) and timely execution to enhance the agreed upon service levels within.
Setting up Specialty Ranbaxy Laboratories – Andheri MIDC Mumbai
1. Hands on Experience in import of capital Equipment – under Special Import Licences.
2. Capital Equipment Procurement under EPCG Scheme.
3. Logistics involved in customs clearance and inland movement.
PRIOR EXPERIENCE - MAX INDIA, RANBAXY, CALICO - INDIA
1990-1995 with Max India Ltd
Dy Manager Purchase/Manager Purchase: Successfully set-up the import procurement cell of Max Pharma Division
from ground zero & streamlined imports during JV with UPJOHN, U.S.A.
1985- 1990 with Ranbaxy Laboratories Limited, New Delhi
Purchase Officer/Assistant Purchase Manager: Accountable for sourcing, planning, negotiating & procuring raw materials,
capital equipment spares etc.
1981- 1984 with Calico Polyester Fiber Division, Baroda
Purchase Officer: Accountable for managing procurement of Raw Materials, Inventories and rationalizing costs.
Special Awards & Recognition
The CEO of Ranbaxy Laboratories Limited – Mr Malvinder M Singh introduced the ‘APPRECIATE’ program globally for
recognising exemplary contribution made by individuals and teams – a program started for the first time in 2006.
‘APPRECIATE’ stands for APPlauding and RECognising Individual And Team Effort.
Under the above program – our team received the 1ST Prize for outstanding performance and exceptional commitment – Team
Excellence Award 2006 – the award carried a Certificate of Appreciation, a Trophy and a Memento. The team was headed
by me and it consisted of members drawn from QC, QA, Product Development, Source Variation for Exhibit Batches, and
Regulatory department. The prize awarded in April 2007 for the projects submitted at the close of the year 2006.
Others
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Honour of bagging First position in essay competition Professionalization of Management in India’ organized
by the Baroda Management Association.
Secured 1st Prize – in Photography Competition at Ranbaxy Laboratories Limited - 2006.
International Exposure
- Extensively travelled the following countries for marketing, sourcing
developing customer and vendor base
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USA, UK, Canada, Germany, France, Switzerland, Italy, Brazil and China
Argentina, Chile, Venezuela, Colombia, Peru, Uruguay,Taiwan and Cuba
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Overseas work experience - was based in Ireland and Switzerland
Held work permit in Swiss from Oct 2007 – March 2009
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Worked in Vadodara, Hyderabad, Mumbai, Chennai and New Delhi
Work experience cutting across varied Cultures and back grounds
A Team Player – a perfect Cross Functional Team Player.
and
India
Corporate Image Build – Up
Pharma Source 2010 – Speaker at Global Sourcing Conference held at Munich, Germany in Mar 2010
Topic – The API Supplier’s View – Supplying Big Pharma
Cphi India 2011
– Speaker at the Conference held at Mumbai, India in Nov – Dec 2011
Topic – Competitive API Strategies
Pharma Source 2012 – Speaker at Global Sourcing Conference held at Munich, Germany in Feb 2012
Topic – Global Sourcing
LAZORR Team
Represented Orchid at the LAZORR group meetings at strategic level – an Indian Pharma select companies’
initiative to collectively share information for mutual benefit on a pan LAZORR basis.
LAZORR is acronym for Lupin, Aurobindo, Zydus Cadila, Orchid, Ranbaxy and Reddys (DRL)
BCG Initiative
Actively participated in the BCG initiative under-taken by the management and coordinated in the identification of
projects and also in monitoring the same for cost reductions and savings on a continuous basis.
Subordinate Development & Participative Management
1. Monthly presentations – inculcated in subordinates the urge to improve their presentations and also make
presentations during the monthly review meetings. The quality – both in content and cosmetics of the
presentations have shown a noticeable improvement.
2. Currency movement - Inculcated the importance of currency movement / fluctuations and impact thereof
during negotiations and in PO finalisation process.
3. Inculcating the importance of understanding the root cause for price movements and tracking the same for
informed decision making and sharp negotiations. Bench marking as a tool to assess the correct buying.
4. Tried to inculcate the importance of putting an ear to the ground - importance of understanding the CC
norms and benchmarking with the industry helped in reviewing the consumption norms for KSMs used in
API where the transfer price was reduced substantially thereby enhancing the product profitability.
5. Importance to reducing the response time and also keep the customer group within the Organization
abreast of the latest on the critical inputs. Enhanced interactive levels – both within and outside – thereby
enhancing service levels.
6. Ensured greater exposure to subordinates at both national and International forums like Cphi India, Cphi
and API China etc including short duration development programmes.
Recoveries and Value Realization
Aggressively worked in securing the outstanding payments for domestic API sales by way of close followup and also by using the legal recourse threat.
Decision making tools
Subscribed to EXIM Net data base to enhance decision making process based on relevant real time information.
EDUCATION & CREDENTIALS
Certificate in Export Marketing
LLB – Bachelor at Law
Masters in Management Studies
School
IIFT, New Delhi
Delhi University, New Delhi
BITS, Pilani, India
Delhi Public School, New Delhi
1991
1990
1980
1975
Successfully completed 1 year PG Diploma in Intellectual Property Rights Law in Aug 2012 from
National Law School of India University NLSIU, Bangalore.
I worked on the project “The need for Law on Data Exclusivity in India”. The project has
reference to the Pharma and Agri space.
Secured a CGPA of 4.70 on a scale of 7.00
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REFERENCES: Available on request