Objective
To expand 3M’s footprint in India’s infection prevention and hospital hygiene segment by building a robust, locally relevant product portfolio that balanced innovation, affordability, and quality — while driving strong commercial growth and operational efficiency.
Strategy
Adopt a dual approach of local innovation and market activation to strengthen 3M’s position in the healthcare market.
Key pillars included:
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Product Development: Localize manufacturing and develop indigenous solutions under global 3M brands.
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Market Penetration: Drive awareness and adoption through education-led marketing.
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Operational Excellence: Optimize pricing, forecasting, and supply planning to improve profitability and responsiveness.
Implementation
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Partnered with R&D and manufacturing teams to develop and roll out a pipeline of India-specific products aligned with 3M’s global standards.
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Conducted Voice of Customer research and converted insights into product specifications, business cases, and go-to-market plans.
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Designed and executed national marketing and launch campaigns, achieving strong market traction across key hospital networks.
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Managed full P&L responsibilities including forecasting, pricing, and tender management, ensuring financial and operational control.
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Collaborated with professional services teams to conduct infection control training programs and organize national customer engagement events.
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Led Lean Six Sigma studies that identified cost-saving and process-improvement opportunities in major healthcare institutions.
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Developed sales enablement collateral and digital marketing assets to enhance field team performance and B2C outreach.
Outcome
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Delivered 70% and 50% year-on-year portfolio growth across two consecutive years.
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Successfully launched multiple indigenous products that increased accessibility and affordability in the Indian market.
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Strengthened 3M’s reputation as a trusted infection prevention partner through education-driven engagement and thought leadership.
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Received the Global Marketing Excellence Award (APAC) and multiple 3M Star Awards for exceptional business and marketing impact.