Roles and Responsibilities
1. Business Development
• Identify and develop new customers in the Pharma, Biopharma, API, CDMO/CMO and Life Sciences sectors.
• Build and maintain a strong customer database for Bengaluru and surrounding industrial areas.
• Identify upcoming new plants, expansions, capacity additions, technology transfers and new projects.
• Generate new leads through customer visits, references, networking, exhibitions, LinkedIn, email campaigns and market research.
• Develop new accounts and increase business from existing customers.
• Achieve monthly, quarterly, and annual sales targets.
2. Customer & Account Management
• Regularly visit existing and prospective customers.
• Establish strong relationships with key decision-makers and influencers.
• Map customer organizations and identify relevant contacts in:
➢ Procurement
➢ Engineering
➢ Projects
➢ Production
➢ Manufacturing
➢ QA/QC
➢ R&D
➢ Validation
➢ Supply Chain
➢ Plant Management
• Understand customer requirements and identify opportunities for cross-selling and up-selling.
• Maintain regular follow-ups until enquiry conversion and order closure.
3. Technical Sales
• Understand and promote technical products and solutions used in pharmaceutical and biopharmaceutical manufacturing.
• Conduct product presentations and technical discussions with customers.
• Understand customer applications, processes, and technical requirements.
• Coordinate with the technical/product team to provide suitable solutions.
• Prepare and present product information, technical documents, and application details.
• Support customers during product evaluation, sampling, and qualification.
4. Project & Enquiry Management
• Identify upcoming projects at customer sites and track them from the initial stage to commercial execution.
• Generate enquiries and RFQs based on customer requirements.
• Coordinate internally for quotations, technical clarifications, drawings, samples, and commercial proposals.
• Follow up on quotations and ensure timely closure.
• Track samples, trials, approvals, and customer qualification processes.
• Convert approved opportunities into purchase orders.
5. Sales & Commercial Activities
• Prepare quotations and commercial proposals in coordination with the sales team.
• Negotiate pricing and commercial terms within company guidelines.
• Maintain accurate sales pipeline and opportunity status.
• Prepare weekly/monthly sales reports and forecasts.
• Track customer purchase orders, deliveries, and payment status.
• Coordinate with operations, logistics, finance, and technical teams to ensure smooth order execution.
6. Market Intelligence
• Continuously monitor the Bengaluru Pharma, Biopharma and API market.
• Identify new manufacturing facilities, expansions, and upcoming projects.
• Track competitors, products, pricing, and customer preferences.
• Provide regular market intelligence and competitor updates to management.
• Identify new products and market opportunities based on customer requirements.
Target Customer Segments
The candidate will primarily focus on:
• Pharmaceutical manufacturing companies
• Biopharmaceutical companies
• API manufacturers
• CDMO / CMO companies
• Vaccine manufacturers
• Cell & Gene Therapy companies
• R&D and pilot plants
• Contract research/manufacturing organizations
• Pharmaceutical formulation plants
• Injectable and sterile manufacturing facilities
Preferred Product Exposure
Experience selling any of the following will be an added advantage:
• Single-use assemblies
• Single-use bags and containers
• Tubing and hoses
• Aseptic connectors
• Filters and filtration assemblies
• Sensors and pressure monitoring solutions
• Sampling assemblies
• Manifolds
• Bioprocess components
• Sterile fluid-transfer solutions
• Pharmaceutical packaging components
• Process equipment and consumables
• Cleanroom / GMP products
Key Skills Required
• Strong B2B sales and business-development skills.
• Good understanding of the Pharma/Biopharma/API industry.
• Excellent customer relationship and networking skills.
• Strong communication and presentation skills.
• Good negotiation and commercial skills.
• Ability to understand technical requirements and convert them into business opportunities.
• Strong follow-up and opportunity-closing skills.
• Good knowledge of MS Excel, Word, PowerPoint and CRM/ERP systems.
• Ability to work independently and manage multiple customer opportunities.
• Willingness to travel extensively within Bengaluru and nearby industrial locations.
• Strong reporting and pipeline-management discipline.
Qualification
Preferred:
• B.Tech / BE – Mechanical, Chemical, Biotechnology or related engineering discipline
• B.Pharm / M.Pharm
• B.Sc / M.Sc – Biotechnology, Biochemistry, Microbiology, Chemistry or related fields
• MBA in Sales/Marketing will be an added advantage.
Candidates from other technical backgrounds with relevant B2B Pharma/Biopharma sales experience may also be considered.
Experience
• Preferred: 2–5 years of experience in B2B technical sales / business development.
• Experience in selling to Pharma, Biopharma, API, CDMO/CMO or Life Sciences companies will be strongly preferred.
• Candidates with an established customer network in Bengaluru's pharmaceutical and biopharmaceutical sector will have an advantage.
Key Performance Indicators (KPIs)
• Monthly and annual sales achievement
• New customer additions
• Number of qualified enquiries generated
• Enquiry-to-order conversion
• New project identification
• Customer visits and engagement
• Existing-account growth
• Sales pipeline value
• Forecast accuracy
• Collection/payment follow-up
• Customer retention and satisfaction