Pankaj Shukla
Sr. Director - Helping life sciences customers modernize their clinical trials
- Role
- Senior Director - Strategic Accounts at Clario
- Location
- Philadelphia, PA, US
- LinkedIn followers
- 500 followers
About Pankaj Shukla
I like working with my life sciences customers and modernizing their clinical trials. I work with Clario to manage their strategic accounts including Merck and Pfizer. I was with Medidata before this where I managed Johnson and Johnson - their largest enterprise account. Prior work from 2012 to 2019 was at Infosys, where I incubated and led their life sciences R&D solutions business globally and was part of the life sciences leadership team. I started the R&D practice journey from Pfizer in 2012, created the largest new revenue stream for not just the account but for life sciences US business as well, and got Infosys positioned in the \"leaders\" category in the 2018 assessment from IDC for R&D ITO services.Before this, I was at Satyam from 2001 to 2011, where I enjoyed three different roles of increasing responsibility across the ten years, including strategic account management for GlaxoSmithKline and developing industry solutions for a 3PL client. I started my career in 1998 after an MBA, working directly for a Pharma to manage their area and later a regional sales team.In summary, I have been associated with the life sciences industry for 20+ years with strengths in both strategic account management (Pfizer, Merck, GSK and J&J), and industry solutions practice development (Infosys R&D practice role and while consulting a Logistics Service Provider). Developing strong relationships with customers and helping them solve complex business problems has been key to my success. Specialties: Trusted Advisor, Problem Solver, Strategic Account Management, Life Sciences Industry Solutions Practice Development, P&L Management, Sales Team Management, CXO Relationships, Business Consulting, Cloud Computing, Analyst and Industry Partnerships
Experience
Senior Director - Strategic Accounts
Jan 2021 — Present · Philadelphia, PA, US
o Responsible for driving growth in a portfolio of key strategic accounts at Clarioo Presidents Club Award for overachieving sales quota for the year 2022 and 2023o Best Team Award for the year 2022 and 2023. The team was brought in to change the trajectory for ten of Clario’s key accounts.o Thought partnership with Pfizer to offer \"lightspeed\" clinical trial service delivery model, resulting in a 33% reduction in study start-up TAT and high customer satisfaction (10/10) for their COVID medication (Paxlovid) studyo Thought partnership with Merck on a “program based approach” offering incremental commercial, operational and oversight benefits across the studies within the same disease indication. Identifying and resolving therapy area nuances.
Education
Institute of Rural Management Anand (IRMA)
MBA, Marketing
1996 — 1998
Villanova University
Post MBA, International Business
2009 — 2010
Skills
- Pharmaceutical Sales
- Strategy
- Performance Management
- Crm
- Outsourcing
- Business Planning
- Program Management
- Vendor Management
- Business Analysis
- Leadership
- Logistics
- New Business Development
- Sales Management
- Start-Ups
- Team Management
- Strategic Planning
- Change Management
- Management
- International Business
- Management Consulting
- P&L Management
- Talent Management
- Business Strategy
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