Job Summary:
Sales and Business Development acts as a front line client partner in driving business growth in assigned accounts or successful break-in in new accounts for all commercial solutions which include multichannel technologies and services, digital content production, data analytics, training, and channel capabilities such as call center, email, digital, remote detailing, sampling, and remote meetings. The position works closely with business leadership, marketing, operations, program management, products & technology, finance, and other functions globally.
Key responsibility is to drive growth by (a) developing business to achieve top line goals in assigned or break-in accounts, and (b) strengthening the organization’s partnership with existing and new clients. The individual is expected to work independently in developing business opportunities, while collaborating extensively with multiple internal stakeholders to effectively maximize every opportunity.
Job Description:
- Identifying appropriate targets and expand footprint among existing accounts and new accounts in the various areas of our services.
- Achieve top line bookings and revenue goals, quarter on quarter, by converting openings with existing or new clients through developing proposals, conducting pitches, and other new business closing activities
- Leveraging past relationships to open new accounts for solutions in the China Markets.
- Generating and closing business in line with pre-agreed targets including all aspects like strategy development, pitch presentations, proposal review/development, and deal closure.
- Create and articulate a compelling value proposition for key decision makers within Accounts. Assisting in the development of differentiated conceptual frameworks that help clarify and solidify the value proposition.
- Ensure participation and collaboration for RFP's and RFQ's at a company level for large complex and strategic pursuits, reviews the solutions, estimates and plans. Collaborates with business unit heads to plan the targets as well as the strategy for new services / solutions. Responsible for manage margins in partnership with Business units.
- Understand competition, pricing and networks to help build capability of providing solutions and future trends.
- Work closely with senior management team to expand footprint in existing accounts, also for strengthening capabilities and account management practices.
- Make sales reports every month for accounts and number of new deals added, average age of deals, number of open deals and stage-to-stage conversion for all deals and any time period or by products: sales volume and value, average price and time in pipeline
- Establish key metrics related to business development, ensure data collection and periodic metric analysis to improve on sales process or business development strategy
Desired Profile:
- Education: Graduate or Post Graduate with or without MBA
- Experience: Minimum of 5 years relevant experience within Business Development in Consulting/ITES companies in Lifesciences sector servicing Top 20 pharmaceutical companies.
- Must have prior experience in Business Development and relationship building with senior management and key decision makers in pharma companies.
- In depth understanding of the pharmaceutical and marketing scenario of China Markets, including key landscape factors such as health reform, regulatory changes/pressures, HCP priorities etc.
- Strong written and verbal communication with presentation skills.
- Passion for networking and updating oneself with the latest market trends and relate it to identifying business opportunities.
- Characteristics:
- Structured thinking and articulation
- Comfortable with engaging in business discussions
- Ability to plan strategically and execute tenaciously
- Responsibility, strong sense of responsibility to customer, company and our projects delivered.
- Proactive thinking and willing to take responsibility
- Profit focused and accountable for results; strong business and financial acumen
- Sound people skills
