Sales Head (Pharma & Life Sciences IT Services)
Location: Bangalore / Lucknow / Pune
Work Type: Full-time/ Work from office
Company's 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.
