Turning scientific expertise into business impact

Sai Panguluri is Sales & Communication Manager at Normec Schrader Institute, combining scientific expertise with a commercial perspective. With a PhD in Chemistry, he initially focused on research but wanted to move into client-facing operations and business strategy. He choose Normec because it allowed him to combine his scientific knowledge with commercial thinking.

Bridging science and business

After completing his doctorate, Sai realised he wanted to move beyond pure research and work more closely with the commercial side of science, particularly in client communication and business-facing operations. Making this transition without prior commercial experience was a challenge. “Normec took a chance on me, and that trust made a lasting impression,” he says.

“Normec took a chance on me, and that trust made a lasting impression.”

Today, Sai is actively involved in the areas that initially excited him: building structures, supporting management in commercial operations, and strengthening client communication. “Despite having no formal background in these areas, I have been given the space and trust to help shape and develop them,” he explains. “That makes my work both challenging and rewarding, and allows me to contribute a perspective that bridges science and business.”

Making a real-world impact

Sai first truly realised the impact of his work this summer, when CHOICE published an article on sunscreen legitimacy in the Australian market. At a time when trust in sunscreen claims was under scrutiny, Normec’s testing capabilities remained unfazed. “Seeing our ISO-compliant testing recognised as a benchmark and described as a beacon of trust for the sunscreen industry was a powerful moment,” he says. “It reinforced that what we do has real-world consequences, not just for manufacturers, but for public health.”

A winning approach: simple, clear & structured

A key part of making that impact comes from keeping things simple and focused. Sai explains: “Whether I am explaining our testing capabilities to clients, outlining how we can support them, or translating complex scientific processes into clear value propositions, keeping things simple makes a real difference. Listening first, understanding the product, the client’s goals and their constraints, is equally important.” He adds that achievable, well-substantiated claims are far more effective than overly ambitious or unnecessarily complex ones, which often fail under scrutiny.

Structure and clarity also play a major role in how the team works. “Coming into commercial operations without a formal background, I realised how essential shared processes and frameworks are,” Sai says. Building these systems from the ground up has helped the team track progress, identify gaps, and continuously improve. They provide transparency and efficiency, enabling the team to respond to client needs clearly and reliably, while still leaving room for innovation: exploring new clients, developing new services, and confidently expanding into new territories.

Learning and growing

Over the past year, Sai has experienced significant growth – both professionally and personally. One of the biggest lessons has been handling rejection and turning it into opportunity. “I’ve learned that a ‘no’ today can become a meaningful collaboration tomorrow. I’ve also learned the value of listening before speaking, and how a well-structured conversation can open doors,” he reflects. Stepping outside his comfort zone has been challenging at times, but this ongoing transformation continues to shape how he approaches his work every day.