Associate Director Business Development

Associate Director Business Development ( US & EU)

Purpose of the role

To achieve sales goals by efficiently managing the selling process, maintaining & enhancing existing client relations, building on potential customers with a focus on sales operations.

Pls apply only if you have actively travelled and managed clients across US & EU.

Responsibilities

This is an individual Contributor Role.

• The incumbent should know new drug development process and should have a prior experience on working in discovery set up, with preferably some experience in formulation or pharmaceutical development.
• Develop, own, and manage a qualified opportunity pipeline for Formulation CRDMO services.
• Map and engage clients transitioning from Discovery to Development, ensuring continuity of service and revenue capture, keeping respective BD touch point in loop (as he will not be traveling frequently).
• Collaborate closely with Discovery BD, Development/ Mfg BD, and Pre-Sales teams to generate integrated proposals and solution offerings.
• Act as GTM leaddrive campaigns, marketing collaterals, and client-facing narratives for formulation services in sync with corporate marketing.
• Work with market intelligence team to track competitive landscape across other CRDMOs
• Identify emerging technology or client focus trends; build account intelligence (funding rounds, acquisitions, mgm changes); Maintain watchlists of target clients and share-shift prospects
• Generate new leads and share-shift opportunities from competitors through independent outreach and market mapping.
• Coordinate across global BD teams (US, EU, APAC) to ensure unified messaging, pipeline visibility, and conversion.
• Support client presentations, proposal development, and CRM updates; ensure smooth interface with technical and delivery teams.

Achieve sales targets:

o Directly responsible for the sales target achievement for Formulations business for the international territory

o Responsible for detailed and accurate sales forecasting, building pipeline & budgeting for overall territory / services

o Represent the company at conferences, trade fairs, networking events and professional meetings for sales achievement, pipeline building and customer relationship building

o Build a network of contacts in a territory and effectively leverage it for identifying and pursuing new business opportunities and expand existing business.

o Analyze customer requirements and check suitability of Aragen's offerings & then pitch for sale

o Create and deliver powerful presentations, tailoring communication based on client with a view to win the business

o Have informed interactions with key client contacts

Pipeline Building:

o Responsible for accurate sales forecasting for the territory & building pipeline

o Gather market intelligence on customer organizations and industry activity and share relevant customer knowledge with the organization to ensure the opportunities are addressed

Efficiently manage sales operations:

o Develop & execute business plan to achieve sales goals

o Liaise with other functions (Scientific, Proposals, Marketing, SCM, HR etc.) internally to ensure achievement of sales objectives

o Take regular feedback from clients and monitor customer satisfaction

o On-time updating of Salesforce.com(SF) tool / any other online tools and complying with other reporting/ MIS norms

o Ensure cost effective/ optimal financial budget management with respect to travel, stay, conferences, dining, etc

o Responsible for collections as per agreements/ contracts / company norms

Client relationship:

o Responsible for client engagement

o Cultivate effective business relationships with key decision makers of customers/ clients

o Managecustomer expectations and contribute to a high level of customer satisfaction

o Ensure proactive client communication as maybe required

o Travel for in-person meetings with customers and partners and to develop key relationships.

o Explore new engagement/relationship with clients on a continuous basis

Ensure high morale and skill development of self

o Inculcate culture of collaboration with other team members

o Nominate self for trainings based on the needs identified by self/supervisor

o Continuously update self on industry, market trends/ area of work

Competencies critical for the role:

Functional

-Ability to effectively showcase Aragen value proposition

-Business networking & territory development

-Market intelligence, market understanding & forecasting

-Ability to influence & negotiate

-Account management & account development

-Ability to win deals

Behavioral

Communication

Result Orientation

Planning & Organizing

Customer Orientation

Innovation & Process Improvement

People Management / Leadership

Required Educational Qualification & Relevant experience

Master's in Business Administration (Marketing) with preferably B Pharm or M Pharm or Graduation in Sciences

8 to 12 years of relevant Business Development experience

Additional Requirements

Excellent Communication skills in English (Both verbal & Written)