Manage a team of frontline BD team; build a successful team, develop and coach them for the current and future performance.
Provide effective coaching on management and closure of deals with allocated clients owned by the BD team.
Regularly review forecast, pipeline and sales strategies with management. Ensures that opportunities and leads are pursued in a timely way.
Ensures that sales operating plan is consistent with overall business goals and sales pipeline is filled with opportunities at various stages of sales cycle.
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.
Develop valuable solutions and support building strategic partnerships with clients.
Develop and maintain sales operating plans that include opportunity map, target accounts, forecast, sales strategies and tactics, resource requirements and strategic commercial plan.
irect report of all India based PSG BD and APJ CTD BD representatives based in Asia Pacific and Japan region
Performance analysis and management
Tracking team’s entire sales pipeline and forecasting
Sales target and important metric target setting
Sales incentive determination
Provide effective coaching and arrange necessary trainings with help of Global Sales Training team
Establish 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
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Qualifications
Minimum bachelor’s degree in a related field, such as pharmaceuticals, Biotechnology, chemistry or biology
Experience
At least 12 years of sales experience in Pharmaceutical, Clinical Research, Healthcare, and/or CDMO industry.
At least 3 years of people management/leadership experience.
Knowledge, Skills, Abilities
Strong people’s manager experience in sales.
Excellent communication, presentation, and negotiation skills.
Interpersonal relation and networking skills.
Able to work in matrix, multicultural and globally diverse environment.
Good knowledge and understanding of CDMO and Clinical Trial industry.
