PARAG KULKARNI
Business Development Manager
Kalyan
Summary
Results-driven commercial leader with over 20 years of experience, including 18 years specializing in B2B sales, business development, and channel partner management within the In-Vitro Diagnostics (IVD), BioPharma, Life Sciences, and Biotechnology sectors. Expertise in driving substantial revenue growth for high-end capital equipment, specialty chemicals, ready reagents, and IVD raw materials. Proven track record of consistently surpassing target quotas while adeptly navigating complex technical sales workflows. Committed to fostering strategic partnerships and leveraging industry insights to drive business success.
Overview
24
24
years of professional experience
Work History
Business Development Manager – (Roche Custom Biotech)
Roche Diagnostics India Pvt Ltd
05.2018 - Current
- Territory Leadership: Lead business development, sales operations, and channel partner networks for IVD Raw Material supplies (Clinical Chemistry, Immunology & Molecular Diagnostics) & BioPharma (Biologics, mRNA, CGT Industry) across West, North, and East India.
- Performance Track Record: Maintained a strong sales achievement track record (100%+ target quota completion across 6 out of 8 years).
- Demand Generation: Formulate targeted demand generation strategies based on customer workflow analysis.
Area Sales Manager
Sysmex India Pvt Ltd
04.2017 - 04.2018
- Portfolio Management: Managed sales operations, marketing, and channel development for the Flow Cytometry product portfolio.
Manager – Business Development
Biolinx Labsystems India Pvt Ltd
08.2015 - 03.2017
- Principal Partnerships: Onboarded new international principal partners and introduced product lines for sales and distribution.
- Network Expansion: Expanded regional and pan-India channel partner networks for capital equipment and consumables.
Manager – Sales (West Region) & Business Development (India)
Avantor Performance Materials India Ltd
06.2008 - 07.2015
- Regional Leadership: Directed West region commercial strategy, consistently achieving 100% sales targets for 5 out of 7 years.
- Key Accounts: Managed distribution teams and established long-term client relationships across biopharma and research sectors.
- Prior Roles: Regional Sales Manager (2011–2013) | Area Sales Manager (2009–2011) | Customer Relations Manager (2008–2009)
Earlier Career Roles
Cipla, W.R. Grace & Apex Institute
01.2003 - 01.2008
- Business Development Executive: W.R. Grace & Co. (Aug 2007 – Jun 2008)
- Lecturer (Faculty of Pharmacy): Apex Institute of Management & Science (Jul 2006 – Jul 2007)
- Student Trainee: Cipla Ltd (Jul 2003 – Mar 2004)
Education
Exec. M.B.A. - Marketing & Foreign Trade
NIBM
Chennai01.2016
M.Pharm. - Pharmaceutical Biotechnology
JSS College of Pharmacy
Ooty01.2006
B.Pharm. -
Y.B. Chavan College of Pharmacy
Aurangabad01.2003
Skills
- Strategic Sales & BD: B2B Sales Strategy, Key Account Management, Channel Partner Networks, Territory Expansion (West, North & East India), Regulatory Framework Designing, Customized Agreements, (CDA’s / NDA’s)
- Technical Expertise: IVD Raw Materials (Clinical Chemistry, Immunology, Molecular Diagnostics), Lab Automation, Capillary Electrophoresis, Flow Cytometry
- Commercial Acumen: CRM & Business Analytics, Forecasting & Budgeting, Demand Generation Programs, Stakeholder Collaboration
Timeline
Business Development Manager – (Roche Custom Biotech)
Roche Diagnostics India Pvt Ltd
05.2018 - Current
Area Sales Manager
Sysmex India Pvt Ltd
04.2017 - 04.2018
Manager – Business Development
Biolinx Labsystems India Pvt Ltd
08.2015 - 03.2017
Manager – Sales (West Region) & Business Development (India)
Avantor Performance Materials India Ltd
06.2008 - 07.2015
Earlier Career Roles
Cipla, W.R. Grace & Apex Institute
01.2003 - 01.2008
Exec. M.B.A. - Marketing & Foreign Trade
NIBM
M.Pharm. - Pharmaceutical Biotechnology
JSS College of Pharmacy
B.Pharm. -
Y.B. Chavan College of Pharmacy