Sanjay Gupta
Vice President, US Corporate Development at Sanofi US
Short Hills, NJ
Work Experience
Vice President, US Corporate Development
2009 to Present
New Jersey
Lead a team of 4 professionals with the goal of identifying, evaluating and executing strategic transactions to align the organizations portfolio with growth priorities of a $16 billion business. Interact with investment bankers, healthcare companies, consultants in order to have a pulse on the market.
* Developed a strategic plan for the US Business in 2009 to implement the new CEO vision of building a diversified healthcare company
* Execute the plan by developing strategic options in consumer healthcare, regenerative medicine, nutrition, specialty generics, dermatology, ophthalmology and mobile health
* Led the $2.2 billion acquisition of Chattem - the platform for building a US Consumer business
* Divestment of Dermik Labs, Sanofis derma division, for $425 million
* Acquisition of an oncology drug for $60 million to reinforce presence in Hematology
* Licensed North American rights to a novel epinephrine auto-injector and to a Phase III BPH drug
* Detailed evaluation of over 50 opportunities including preparing competing bids for company acquisitions of up to $3 bn
VP & Global Head of Investor Relations
2005 to 2008
Paris
Led a 14 member global team to build an investor relations practice commensurate with Sanofi Aventiss size, visibility and peers. Charged with setting the communication agenda, diversifying shareholdings, improving analyst / investor perception and managing market expectations. Member of firms disclosure and financial leadership committee.
* Developed and implemented a global IR program. Defined priorities, segmenting and targeting the investor base, developing messages & presentations and organizing events
* Established the level of companys R&D and Financial disclosures to improve transparency for investors in line with best practices
* Managed the process to communicate with "One Voice" across all functional areas including Executive Leadership and company spokespersons
Investor Relations Magazine
2005 to 2008
most improved IR in Institutional Investor Rankings in 2005 and 2008. Ranked #5 for Best IR by a Continental European Company in the US across all sectors by Investor Relations Magazine
* Increased geographical diversification of shareholding from 15% in 2004 to 33% in 2008 in the US and increased retail shareholding to 7% in France and US
* Marketed the firms ADR to make it a top 10 ADR in the US with market cap of $11 bn
* Executed crisis communication around two major setbacks in 2006 & 2007
* Appointed to lead the US Corporate Development Function
Intensive US marketing of Sanofi's
December 2002 to December 2004
in 2004
* ADR capitalization increased from $100 million in Dec 2002 to $4.5 bn in Dec 2004. US shareholding increased to 15%
* Promoted to Global Head of Investor relations for the newly merged company
Senior Director, Investor Relations North America
2003 to 2004
New York
First US based investor relations officer charged with making a success of the newly listed NYSE stock (ADR) by increasing the companys profile amongst investors and raising its US shareholder base.
* Developed a relationship with sell side and buy side investor community, leveraged relationships with brokerage houses, depository bank, stock exchange and the specialist organization
* Single person sales force traveling extensively to tier 1 and 2 financial centers to sell equity story
Senior Director, CV Marketing
2002 to 2002
New York
Appointed brand team leader following the acquisition of a 50% stake in Avapro, an antihypertensive with US sales of $400 million and declining market share. Led a team of 5 marketing managers in a co-promotion partnership with Bristol Myers Squibb.
* Determined brand strategy and implemented marketing tactics with a promotional budget of $50 million
* Successfully stabilized the loss of market share (16% of ARB market) and increased reimbursement coverage
* Appointed to lead the US Investor Relations function
Director, Global Alliance Management
1999 to 2001
Paris
Responsible to manage the 50:50 partnership between Sanofi and Bristol Myers Squibb for the development and commercialization of Plavix and Avapro (#1 Alliance in pharma with 2001 revenues of $4 bn) as well as the alliance with small family owned Swiss company, Debiopharm, for an oncology product Eloxatin.
* Negotiation on a daily basis on all issues in a major strategic alliance and resolve them in the overall interest of the business, including impasse over budgetary issues and life cycle management
* Negotiated agreement with Debiopharm that led to successful US development of oncology drug Eloxatin after initial FDA rejection
* Conversion of a licensing agreement into a JV with the acquisition of 50% stake by Sanofi in Avapro US for $450 million
* Promoted and transferred to the US to lead the Avapro brand team.
General Manager
1995 to 1999
Mumbai, India
As the first employee for Sanofi in India, the role was to set up a viable operation in the Indian pharmaceutical market. Develop and execute a business plan to launch Sanofis products to India.
* Successful negotiation of a 50:50 JV between Sanofi and a local pharma company - Torrent as a platform for Sanofis presence in India
* As first General Manager of the JV, recruited, trained and managed a new team of 170 sales, marketing and medical professionals
* Worked through the partners organizations functions to enable the new company to focus on sales & marketing and successful launch of new drugs
* Created one of the fasted growing pharma companies in India (IMS award), beating business plan expectations and generating annual revenues in excess of $10 million in 1999.
* Promoted to Head of Global Alliances in Paris
Licensing and Finance Manager
1989 to 1994
Asia
Assist the Regional Director in building Sanofis business in Asia.
* Negotiate licensing agreements with local companies, support launch of new products
* Alliance management for a $10 million industrial JV with a Chinese entrepreneur
* Co-ordinate implementation in Asia of a global strategic alliance with Winthrop
* Financial analysis of investment opportunities
Education
Certificate in Investor Relations
September 2003 to December 2003
General
February 1999 to May 1999
MBA in International Business
1986 to 1988
BA in Economics
1983 to 1986
Skills
Corporate Development, M&A, Licensing, Investor Relations, Experience in Asia Pacific
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