Chemveda Life Sciences - Senior Manager/AGM - International Business Development

Job Description:

Senior Manager/AGM, Sales (Front-end) & Marketing

Key Objective of The Role: Plan, execute and achieve business development goals for Chemveda for assigned region. Scope of offerings include:

- Early Discovery Chemistry,

- Custom Chemical Synthesis,

- Process R&D, and

- Custom Chemical Development & Manufacturing

- Position/Designation: Senior Manager/AGM, Sales (Front-end) & Marketing

- Experience: 5-9 years of relevant industry experience

- Educational Background: Science graduate (M.Sc., B.Pharm, M.Pharm, etc.) with an MBA

- Market(s) Handled: Europe or US.

Key Responsibilities:

- Revenue targets: independent OR team Or Hybrid

- Must be able to plan business travels and client meetings independently (previous travel experience of a minimum of 2 years is a must)

- Closing deals end-to-end, and negotiating with clients and internal stakeholders to create wining propositions

- Meeting revenue targets from existing & new territories across Europe or US

- Generating sustained business opportunities from clients by services in FFS and FTE business model

- Ability to cross-sell between different SBUs

- Adding new clients

- Conducting in-depth territory mapping, analysis, and development

- Managing and optimizing the conversion rates (Leads-Prospects-Clients) and sales funnel

- Team development

- Managing lead generation efforts with the help of inside sales, and marketing teams

- Sending introductory emails, conducting cold calls, scheduling introductory calls between prospects and technical teams, understanding specifications, helping the presales team prepare winning proposals by providing insights, internal & client negotiations, sharing the proposals, and closing the- deals

- Handling client visits

- Preparing monthly, quarterly, and yearly budgets and review presentations

- Receivables management- handling and resolving conflicts

- Managing Contracts & Agreements: CDAs, RFIs, MSAs, RFPs, Proposals, SOWs/WOs, POs, Vendor Questionnaires & Registration Documentation, etc.

- Running Customer Satisfaction Surveys for your own clients

- Sharing weekly MIS and progress reports

- Optimizing sales-specific capabilities slide decks, introductory email templates, cold call transcripts, website pages, etc. periodically

- Researching and discovering methods to increase customer engagement

- Running & overseeing territory and SBU specific marketing campaigns

- Establishing closed-loop analytics with the inside sales team & marketing team to understand how our inbound marketing activity turns into customers, and continually refining our process to convert customers

- Gathering focused competitive intelligence: key updates on competitor websites, LinkedIn, social media handles, etc. to refine our approach

- Planning & managing webinars, trade shows, and conferences, etc.

- Coordinating with the dedicated presales team, technical delivery teams, and Cross-Functional Teams (CFTs), etc. for timely submission of proposals

- RFP analyses- monitoring pending RFPs and managing the turnaround time

- Proposal win-loss analysis

- Improving the quality of proposals: BD-specific insights into proposal design

Required Skills:

- The candidate must have handled a similar front-end role previously and experience in traveling and meeting clients is a must

- Must have met or exceeded the revenue targets previously

- Must be conversant with the sales cycle in the contract research services industry

- Basic to advanced level technical (chemistry services) skills

- Must be an expert at Microsoft office tools- Excel and PowerPoint

- Excellent oral and written communication skills.

- Must be able to present sales-specific presentations to clients

- Data-driven: ability to use data to inform all decisions

- Someone who loves to read, learn, experiment, and optimize