Sales and Leadership Wisdom from the Leaders,Mr. Sanjiv Navangul, MD & CEO – Bharat Serums Vaccines Ltd

Mr. Sanjiv Navangul, MD & CEO – Bharat Serums Vaccines Ltd, is a veteran and expert in the Pharmaceutical industry. I had the good fortune to interview him in my book. Mr. Navangul wore the healthcare leadership hat across countries, so I asked him to share his thoughts on how pharmaceutical selling in India is different from other markets.
He replied that the major difference in terms of the way that pharmaceutical companies sell their medicines is the way in which medicines are paid for. In some countries, medicines are reimbursed or paid for by the government via public health and insurance bodies, and companies essentially sell their medicines to these institutions.
In other countries, often referred to as “self-pay” markets, the patient covers most of the cost of their medicine, and they are the core customer for the company. This is the case in India, where the World Health Organization estimates that 70% of all medical costs are covered by the patient themselves.
Another important point to note is that technology is changing the healthcare landscape in India, and home care is becoming more and more important. Today, doctors are communicating with their patients via digital platforms to consult, monitor and provide treatment to them remotely. So, the patient need not always travel and can still get good quality treatment and care.

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