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A practical guide to international scaleup models using distributors. The book explains many go-to-market models, why some models work and others don't and how to pick the talent that can succeed in distributor markets.
About the author
About the Author:Amit Vaidya is a life science graduate with the degree of B.Sc. Biological Sciences and holds joint honours in Biochemistry and Microbiology. He is a United Kingdom citizen having been born outside the UK in India but grown up since a young age in the UK. He has enjoyed a corporate life in the pharmaceutical industry for over forty years which led to a huge accumulation of expertise and experience in the UK, Europe and International Markets as well as global manufacturing. He started as a salesperson at ICI Pharmaceuticals which was de-merged from ICI to create Zeneca in 1993 and then merged with Astra AB of Sweden in 1999 to create a global Premier League Pharmaceutical company called AstraZeneca.He progressed quickly through increasing roles of responsibility across sales management, commercial business development, sales training, international change manager, and programme manager in a Europe-wide implementation of a new business process ERP platformand then with such a broad base of coalface experience, for his last seven years at AstraZeneca in a career spanning more than twenty years, he was appointed as Territory Director Africa in the Europe Middle East Africa (EMEA) Region based out of the UK. The role was a General Management (GM) role that carried full Profit & Loss (P&L) accountability for 18 markets in Africa where he reshaped and redesigned these 'distributor markets' to exceed sales and profit targets consistently each year above budget and grew the business at high double-digit figures exceeding budget year-on-year. He set up Samkoman Consulting Ltd in 2009 drawing on his pan-African experience to help the global top 20 pharmaceutical companies with their issues and pain points in Africa.After more than a decade of consulting with these clients, he decided to capture his experience and expertise in this book to help others meet the challenge of international scaleup and expansion. What clients paid in fees and the learnings that he shared with clients are captured in this book at a mere fraction of those fees. He currently works as a Boardroom Advisor working with senior executives in small-to-medium enterprises on international scaleup and expansion drawing on his corporate and consulting career to guide and challenge and advise seniors on their strategies and plans.
