PSG Head of Sales for India

Work Schedule

Environmental Conditions

Job Description

Job Title:  Head of PSG India managing BD Team CTD/DS/D

Reports to: VP SA’s and APAC

Group / Division: Pharma Services Group (PSG)

Position Location: India

Position Summary:

This new position within PSG is to head up DS/DP BD team and Clinical Trial Division BD team for India to help drive business growth of PSG within the assigned territory.  It is a key role responsible for driving significant revenue growth and to expand the company’s position as a leader in pharma services (CDMO + Clinical Trial) field.

How will you make an impact?     

We are looking for an experienced individual with combined background of sales and people’s manager role who is familiar with the pharmaceutical outsourcing industry (Specifically CRO, CDMO, Clinical Trial Supply and Comparator Sourcing). This individual will seek to provide effective coaching and performance management for assigned BD team and will work with multiple different stakeholders within PSG and CTD organization to enable our customers to make the world a Healthier Cleaner and Safer place.

Responsibilities:

• Build strong understanding of existing customers and their marketplaces through a broad range of information, sources, and support finding new business opportunities with the customers, drive organizational growth and enhance market penetration.
• Develop and maintain sales operating plans that include opportunity map, target accounts, forecast, sales strategies and tactics, resource requirements and strategic commercial plan.
• Identify risk areas, build and manage contingency into the account portfolio and sales/revenue streams.
• Develop value added solutions and support building strategic partnerships with clients.
• Support negotiation and closure of deals with allocated clients owned by the BD team.
• Investigate the economic conditions surrounding our business activity such as industry trends and competition.
• Perform competitive analysis in market segments to identify areas of differentiation or areas of opportunities for improvement in the form of enhancements to existing services, new services or new marketing collateral. Understand the strengths and vulnerabilities of major competitors and develop sales strategies to respond effectively.
• Ensures that sales operating plan is consistent with overall business goals and sales pipeline is filled with opportunities at various stages of sales cycle.
• Regularly review forecast, pipeline and sales strategies with management. Ensures that opportunities and leads are pursued in a timely way.
• Collaborate with relevant stakeholders on the pricing strategy for applicable services, complying with target margins by utilizing a value-based pricing methodology, which includes costs, customer-value, competitive analysis, and market analysis.
• Lead a team of frontline BD team; build a high performing team, develop and coach them for the current and future performance.
• Lead/participate in projects that lead to process improvements and/or business gain for the long term.

Additional Details for Leader role:

• Direct report of all India based PSG BD and APJ CTD BD representatives
• Performance analysis and management
• Tracking team’s entire sales pipeline and forecasting
• Sales target and KPI target setting
• Sales incentive determination
• Provide effective coaching and arrange necessary trainings with help of Global Sales Training team
• Determine local sales strategy and planning for PSG and Clinical Trial Division by closely working with CTD country leaders and operations team
• SFDC management
• Regular reporting and meeting with management

How will you get here? 

Education 

• Minimum bachelor’s degree in a related field, such as pharmaceuticals,  Biotechnology ,chemistry or biology
• Equivalent combinations of education, training, and relevant work experience may be considered

Preferred Education:

• MBA from premier institute

Skills & Attributes:

• Strong people’s manager experience in business development/sales.
• Excellent communication, presentation, and negotiations skills.
• Interpersonal relation and networking skills.
• Should be able to work in matrix, multicultural and globally diverse environment.
• Good knowledge and understanding of CDMO and Clinical Trial industry.
• Ability to formulate, lead and execute business development strategies and developing strong business relationships with global clients and alliance partners.
• Ability to prepare business impact analysis and articulate business value propositions.
• Dynamic and highly self-motivated individual.
• SalesForce.com familiarity desired.

Preferred Experience and Industry:

• Should have 15+ years experience in Business Development profile with Pharmaceutical / Clinical Research / Healthcare / R & D / CDMO /Biotech industry.  At least 5+ years of people management/leadership experience.
• Should have worked at senior position in Business Development and handled strategic business Alliances.
• Experience of working with an MNCs or overseas assignment will be preferred.