Neovation Consultancy Services
Website:
neovation.sg
Job details:
Position Summary: The Manager Business Development & Sales will be responsible for driving new business, account growth and revenue for Neovation consultancy services across Medical Affairs, Commercial and Market Access functions within pharmaceutical and biotechnology companies.
Based in Mumbai, this is a target-driven, highly client-facing individual contributor role for an experienced pharmaceutical sales professional who is ready to move beyond traditional product selling into a more consultative, solution led business development role.
The individual will spend a significant part of their time meeting customers, developing accounts and identifying business opportunities. Success in this role will come from understanding a client’s business and scientific needs, asking the right questions, identifying where Neovation can add value, and working with internal subject matter experts to develop relevant solutions.
The role owns the complete business development cycle from opening doors and developing relationships to shaping solutions, negotiating commercials, closing projects, ensuring effective handover and supporting timely revenue realization.
Responsibilities
- Revenue and Sales Target Ownership:
- Own and achieve assigned sales, revenue and new business targets for Neovation
- Build and maintain a healthy opportunity pipeline through prospecting, referrals, networking, existing relationships and systematic account development
- Identify opportunities across Medical Affairs, Commercial, Market Access and other relevant functions within pharmaceutical and biotechnology companies
- Manage opportunities through the complete business development cycle from initial conversation and needs discovery to solution development, proposal, pricing, negotiation and closure
- Maintain clear visibility of the pipeline, forecasts, account plans and progress against agreed targets
- Continuously identify opportunities to expand existing accounts through new stakeholders, functions and service areas
- Consultative Client Engagement & Account Development:
- Spend approximately 80% of working time on external, client facing business development activities, with regular in-person customer meetings being a core expectation of the role.
- Develop strong relationships with decision makers and influencers across Medical Affairs, Commercial, Market Access and other relevant functions.
- Engage with customers to understand their business priorities, scientific requirements, challenges and operational needs, rather than approaching conversations with a predefined service or product.
- Translate these requirements into relevant opportunities where Neovation’s capabilities can provide value.
- Develop a strong understanding of key accounts, including their organisational structure, therapy areas, portfolios, stakeholders, current priorities and potential areas of engagement.
- Build relationships beyond individual contacts to create broader and more sustainable account partnerships.
- Engage procurement, vendor management and finance stakeholders early enough to understand and navigate vendor onboarding, contracting, purchase orders, compliance requirements and payment processes.
- Grow existing accounts through regular engagement, relationship development, service reviews, cross-selling and identification of new project opportunities.
- Solution Development & Opportunity Conversion:
- Work closely with Neovation’s scientific, medical, strategy and delivery teams to develop solutions that address identified customer requirements.
- Translate customer discussions into clear internal briefs so that proposals accurately reflect the client’s objectives, expectations and scope.
- Coordinate development of project scope, estimates, timelines and commercials with relevant internal stakeholders.
- Present and discuss proposed solutions with customers, incorporating feedback and refining the approach where required.
- Lead commercial discussions, pricing negotiations and follow-ups to progress opportunities towards closure.
- Take ownership of opportunities until the project is commercially confirmed and the necessary documentation is in place.
- Commercial Governance and Receivables:
- Ensure commercial terms and payment expectations are clearly agreed with customers before project initiation.
- Coordinate with procurement and other customer stakeholders to ensure timely receipt of purchase orders, contracts and required documentation.
- Maintain visibility of invoicing and outstanding receivables across assigned accounts
- Work closely with internal finance teams and relevant customer stakeholders to ensure payments are received within agreed timelines.
- Proactively identify and escalate payment risks, scope changes or commercial issues that may impact project profitability or revenue realization.
Qualification and Skillsets:
- Preferably 5 to 8 years of successful, target driven sales/business development experience within the pharmaceutical/biotechnology/healthcare service industry.
- Candidates currently or previously working as an Area Sales Manager, Regional Sales Manager, Zonal Sales Manager/Business development manager or equivalent may be well suited, particularly those looking to transition into a broader B2B and consultative business development role.
- Proven track record of achieving monthly, quarterly and annual sales or revenue targets
- Strong ability to develop business through relationship building, networking, account development and disciplined follow up.
- Ability to engage confidently with senior stakeholders within pharmaceutical organisations.
- Existing industry relationships and networks would be an advantage.
- Demonstrated ability to understand customer needs, identify opportunities, present solutions, negotiate commercials and close business.
- Experience working with procurement, finance and vendor management teams, including purchase orders, contracting, invoicing and receivables, would be valuable.
- Ability to convert customer conversations into clear internal briefs and work effectively with subject-matter experts and project delivery teams.
- BPharm, life Sciences, business or a related discipline; an MBA or relevant postgraduate qualification would be an advantage.
- Excellent verbal and written communication skills in English, along with strong presentation, relationship-building, commercial judgement and independent problem-solving abilities.
- Mumbai-based or willing to relocate to Mumbai, with flexibility for domestic and occasional international travel.
- This is not a conventional pharmaceutical field sales role. We are looking for someone who brings the drive, discipline, networking ability and commercial orientation of a strong sales professional, but who can apply these strengths in a consulting environment.
- The person should enjoy being in the market and meeting customers, but the objective of those meetings is not calling frequency or product promotion. It is to build relationships, understand business needs, identify opportunities, develop relevant solutions and convert those opportunities into sustainable revenue.
- The successful candidate will be someone who can gradually become a trusted business partner to clients rather than simply a service seller.
What We Offer:
- Competitive salary commensurate with experience
- Comprehensive benefits package, including [Mediclaim]
- Opportunities for professional development and growth
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