Description: Sales Head (Pharma & Life Sciences IT Services)

Location: Bangalore / Lucknow / Pune

Work Type: Full-time/ Work from office

Companys website: https://usefulbi.com

LinkedIn link: UBI LinkedIn

About UsefulBI:

UsefulBI is a leading AI-driven data solutions provider specializing in data engineering, cloud transformations, and AI-powered analytics for Fortune 500 companies.

We help businesses turn complex data into actionable insights through our innovative products and services.

Role Overview:

We are seeking a high-performing Sales Head to lead business growth in the Pharma & Life Sciences IT services domain, with a focus on US-based clients.

The role demands a mix of strategic vision and hands-on deal-making ability, particularly in areas of digital transformation, cloud, data, regulatory, and managed IT services.

The Sales Head will own the end-to-end sales cycle and be accountable for revenue growth, profitability, and market expansion, while building a long-term client partner ecosystem.

Key Responsibilities:

Revenue Growth & Sales Strategy

- Deliver annual revenue and gross margin targets in line with organizational growth goals.

- Own and manage a sales pipeline 34x of annual quota.

- Drive new logo acquisition while expanding existing accounts.

- Create account penetration strategies for top pharma & life scinences firms.

- Increase average deal size through cross-selling and upselling.

IT Services & Solutions Focus

- Position offerings across:

- Cloud migration & managed services

- Data engineering, AI/ML, and advanced analytics

- Regulatory compliance & GxP validation services

- Application development & modernization

- RPA, digital lab solutions, and process automation

- Cybersecurity & quality management systems

- Collaborate with delivery and presales to build customized solutions for client needs.

- Propose multi-year managed services contracts and annuity-based revenue models.

Client Relationship & Market Expansion

- Establish and maintain CXO-level relationships in top pharma, biotech, CRO, and medical device and life sciences firms.

- Develop and execute geography-specific sales playbooks for the US market.

- Leverage alliances and partnerships (Cloud, ERP, AI vendors, Regulatory Tech platforms) to drive joint go-to-market opportunities.

Leadership & Collaboration

- Lead a sales and business development team with clear KPIs (pipeline, closures, revenue).

- Partner with marketing for lead generation, branding, and industry events.

- Work closely with delivery teams to ensure profitable engagements and high client satisfaction (CSAT, NPS).

Performance Metrics (KRAs)

- Revenue & Margin Targets Quarterly & annual quota achievement.

- New Logos Targeted number of new client acquisitions annually.

- Account Growth YoY growth % in key accounts.

- Pipeline Management Maintain 34x coverage at all times.

- Win Rate Conversion ratio of qualified opportunities.

- Deal Size & Contract Value Focus on increasing multi-year, high-value deals.

- Client Retention & CSAT/NPS Drive renewals and satisfaction.

Required Skills and Qualifications:

- 15+ years of IT services sales experience, with at least 7+ years in Pharma & Life Sciences.

- Proven track record of selling multi-million-dollar IT services deals to US-based pharma/biotech/life sciences clients.

- Hands-on experience in consultative selling of digital, cloud, and data-driven IT services.

- Strong contract negotiation skills and ability to close complex enterprise deals.

- Excellent leadership, communication, and stakeholder management skills.

What We Offer

- Leadership role with ownership of US-focused revenue growth.

- Opportunity to work with global pharma & life sciences leaders.

- Competitive salary with aggressive performance-based incentives.

- High-growth environment with entrepreneurial decision-making.