Jumana Barnagarwala - CRM & Sales Enablement Lead, Fiera Capital

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Work Background

Fiera CapitalCRM & Sales Enablement Lead

Mar. 2024Toronto, Ontario, CanadaSpearheaded Salesforce enhancements to improve user interface, automate tasks, and streamline processes, significantly boosting CRM effectiveness. Partnered with global marketing teams on Account Engagement (Pardot) initiatives, including training and workflow design to enhance campaign management and segmentation. Directed data management strategies to ensure CRM data integrity, enabling accurate reporting and strategic insights for senior leadership.

CoachHub - The digital coaching platformSales Strategy and Operations Leader

Mar. 2022 - May. 2023Singapore, SingaporeCoach Hub is a Berlin-based start up company that offers a digital coaching platform with a variety of coaching programs that enable people development at all career levels. Led the APJC regional GTM strategy, achieving substantial revenue growth through improved operational efficiency and strategic alignment. Championed the implementation of a comprehensive tech stack, including Salesforce, Outreach, and Clari, to enhance pipeline management and operational productivity. Developed and presented business reviews and forecasting reports, providing valuable insights that informed strategic planning and decision-making.

GlobalData PlcDirector - Sales Strategy and Operations

Oct. 2017 - Feb. 2022SingaporeGlobalData is a business intelligence company that provides in-depth data and analysis across key industry sectors such as Healthcare, Consumer & Retail, Financial Services and Technology. As Director of Sales Strategy & Operations for the APAC region, I reported directly to the global head of sales strategy & operations, whilst having a dotted line repiorting to the Managing Director for APAC. My role involved collaborating with the central product teams and the regional sales teams across countries as well as business units to ensure that a clear sales strategy was communicated and implemented. Developed and published dashboards and reports to help sales leaders navigate the market and prioritise accounts and activities. Supported sales teams with territory planning & management and regularly updated books of business. Prepared and implmented an on-boarding/off-boarding plan and process for the region. Enhanced customer reach through driving the localisation of sales collaterals for major markets such as China and Japan. Participated in management reporting through monthly, quarterly and annual analysis of APAC region's sales performance.

Forte Research Systems, Inc.Director of Business Operations

Jan. 2013 - Aug. 2017IndiaHired, trained and led a team of 20 Clinical Research Associates, who supported Academic Research Institutes based in the US with converting study protocols into patient case forms.

IndegeneDirector Business Solutions

Jan. 2012 - Dec. 2012Bangalore Urban, Karnataka, IndiaIndegene is a digital-first, life sciences commercialisation company. I worked with the operations and delivery team designing client solutions for pharmaceutical and healthcare companies across the globe.

Abbott True Care Pharma Private LimiitedGeneral Manager - Strategic Planning & Business Development

Jan. 2011 - Dec. 2011MumbaiAs part of the Executive Committee of Abbott True Care the position involved overseeing four distinct teams including Strategic Planning, Business Development, Sales Force Automation and Customer Relationship Management

DatamonitorHead - Healthcare Consulting

Dec. 2007 - Sep. 2011Instrumental in setting up the healthcare consulting practice of Datamonitor Healthcare Consulting in India. Recruited and formed a team that delivers analytical and conceptual support to US and UK consulting teams on global projects with well known multinational pharmaceutical companies like AstraZeneca, Pfizer, Astellas, Genentech, Roche and many others. Played a pivotal role in creation of the healthcare consulting service offerings of Datamonitor, India. Prospected for Indian consulting business, with the help of business development professionals recruited into the team, and successfully led several Indian projects in the last few years. Led the business expansion of Datamonitor, India by identifying strategically relevant information areas where well-designed and informative syndicated reports could be created to meet the information needs of Indian pharmaceutical and biotechnology companies. Worked on strategic projects like brand auditing and market due diligence for brand acquisition and in-licensing for large multinational pharmaceutical companies. Have led other market sizing, opportunity mapping and pricing analyses projects for multinational companies in segments like Infant formula and nutritional supplements, anti-infectives, adult vaccination, cardiovascular products etc.

AstraZeneca Pharmaceuticals IndiaBrand Leader - Critical Care

Jan. 2001 - Oct. 2004Led the critical care team which marketed life-saving antibiotic Meronem and a few anesthesia brands (local and general anesthetics)

SmithKline Beecham PharmaceuticalsProduct Manager

Mar. 1995 - Dec. 2000Managed three antibiotic brands - Augmentin, TIimentin, and Bactroban Managed the Rx to OTC transition of Crocin in association with SmithKline Beecham Consumer Healthcare team

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