UPL — Pharma Division: Market Research, GTM & $50M Portfolio Strategy

⭐ Problem

The division needed:
✦ New molecule pipeline
✦ Regional expansion
✦ SAP-driven forecasting
✦ Market intelligence
✦ Customer relationship strengthening

⭐ Insight

✦ Molecule lifecycle + synthesis routes determine competitiveness
✦ Import/export dependencies impact pricing
✦ PLI scheme opened new strategic routes
✦ Regional pharma clusters behave differently

⭐ Strategy

✦ New molecule research
✦ Regional GTM
✦ Portfolio strategy
✦ Key account expansion
✦ SAP-driven insights
✦ Multi-channel marketing

⭐ Execution

✦ Researched 9 ARV intermediates (SciFinder, Row2, patents, pricing, DGFT data)
✦ Recommended 3 molecules → launched → 10% revenue uplift
✦ Expanded South India (Hyd, Karnataka, Goa) → +11% revenue
✦ During COVID, ensured supply for HCQ & Remdesivir intermediates → 107% target
✦ Managed $50M portfolio, pricing based on RM volatility
✦ Built MI reports (SWOT, PESTLE, benchmarking)
✦ Represented UPL at CPHI, Chemexpo

⭐ Impact

✦ 95%+ target achievement across regions
✦ 23% margin during pandemic
✦ Stronger pipeline decisions
✦ 11% contribution from new regions