Associate Vice President - Business Development - Pharma (10-17 yrs)

Key Areas of Responsibility

1. Execute a comprehensive sales strategy aligned with the company's overall business objectives for the US, APAC, European markets.

2. Build, lead, and mentor a high-performing team of sales and Lead gen professionals across multiple locations in India, US and Europe.

3. Establish and optimize sales processes, methodologies, and tools to drive efficiency and effectiveness.

4. Collaborate closely with marketing, sales development, and delivery teams to create a seamless customer journey.

5. Develop and implement sales enablement programs to equip the sales team with the necessary tools, knowledge, and skills to succeed.

6. Analyze sales performance metrics and identify opportunities for improvement, implementing data-driven strategies to increase revenue and productivity.

7. Foster a culture of continuous improvement and innovation within the inside sales organization.

8. Partner with cross-functional teams to develop and execute strategic sales initiatives.

9. Ensure compliance with all sales-related policies, procedures, and regulations.

Lead Generation, Qualification, Conversion

10. Handover to the sales team for proposal creation and take it forward.

Setting, reviewing and refining Lead Qualification Criteria:

11. Define clear criteria for qualifying leads that align with our target customer profile.

12. Ensure a streamlined process for lead qualification and disqualification across all affiliate and associated ICPs.

13. Tracking progress and pipeline of Leads:

Owner of daily reporting tracker sheet

14. Lead daily update meeting to track cold outreach campaigns and conference leads

15. Discuss qualified leads from past week and upcoming Discovery and scoping meetings for the week for preparedness

16. Discuss internal stakeholder dependencies and help to resolve them

Report planned vs. actual numbers against the set daily targets for each member

17. Consolidate weekly numbers for all outreaches vs. qualified leads to generate conversion stats for cold outreach

18. Share weekly Highlights and Lowlights Prospecting via multi channel approach and using sales intelligence tools (backend / virtual),

19. Lead profiling and qualification using CRM tool Zymewire, Zoominfo, Hubspot

20. Pitching - via multi channel approach (email, Linkedin, cold calling other)

21. Engaging with customers to understand their needs and ensure timely, accurate and relevant responses to customer inquiries and requests for information.

22. Maintaining a high level of responsiveness.

Required Qualifications/Ideal Qualities:

1. Bachelor's degree in business, marketing, or a related field.

2. Minimum of 10 years of experience in inside sales leadership roles, with a proven track record of success in building and scaling high-performing teams.

3. Demonstrated ability to develop and execute successful sales strategies.

4. Strong leadership and people management skills, including the ability to coach, mentor, and motivate sales teams.

5. Excellent communication and interpersonal skills, with the ability to effectively communicate with all levels of the organization.

6. Proven ability to analyze data and use insights to drive business decisions.

7. Experience with CRM and sales enablement tools.

8. Strong understanding of the sales process and the ability to optimize it for maximum efficiency and effectiveness.

9. Ability to travel domestically and internationally as needed.

10. Align diverse team targets, collect data, and track progress for continuous improvement.

11. Who possesses a proven track record of exceeding lead generation goals

12. Strong Tracking Skills - Demonstrate a proven ability to accurately capture, organize, and analyze data to ensure efficient progress tracking.

13. Cross Entity/Geography Collaboration

14. Reporting & Governance

15. Build a culture lead tracking in the team

16. Energetic and Focused