Business Development Executive | FINJO N1340

Role purpose
The role owns revenue growth from pharmaceutical customers selling into regulated markets. You will
win new accounts, grow existing ones, and act as the bridge between customer QA/QC and regulatory
teams and our laboratory operations. Success means a healthy pipeline, on-target order booking and
long-term, audit-ready client relationships.

Key responsibilities
Business growth and sales
Identify, target and acquire new customers among generic, innovator, API, CDMO and
nutraceutical companies supplying regulated markets (US, EU, UK, Canada, Australia, Japan).
Build and manage a qualified sales pipeline achieve quarterly and annual order booking and
revenue targets.
Grow wallet share in existing accounts by cross-selling services such as stability, method
validation, nitrosamine, elemental impurity and E&L studies.
Develop territory and key-account plans track competitor offerings, pricing and market trends.
Proposals, pricing and contracts
Understand customer technical requirements (pharmacopeial methods USP, EP, BP, JP, IP
and in-house methods) and translate them into accurate quotations and proposals.
Coordinate with Lab, QA and Finance on scope, turnaround time, costing and capacity before
committing to customers.
Negotiate commercial terms, Master Service Agreements, Quality Agreements and NDAs/CDAs.
Client relationship and audit support
Serve as the single point of contact for assigned customers from enquiry to report delivery and
payment.
Facilitate customer qualification audits, vendor questionnaires and site visits with the QA team.
Handle escalations, OOS/OOT communication and TAT issues professionally, ensuring customer
satisfaction and retention.
Ensure timely invoicing follow-up and collection of receivables.
Marketing and representation
Represent the lab at industry exhibitions and conferences (e.g. CPHI, Analytica, IDMA events)
and at customer technical seminars.
Contribute to marketing collateral, case studies, LinkedIn content and digital campaigns.
Reporting and CRM
Maintain accurate records of leads, opportunities, visits and forecasts in the CRM.
Provide weekly and monthly MIS on pipeline, bookings, revenue and collections to
management.

Qualifications and experience
Education
Graduate in any discipline (mandatory).
Preferred: B.Pharm with an MBA in Marketing, International Business or Pharma Management.
M.Pharm or M.Sc. (Chemistry / Microbiology) with an MBA will also be considered.

Experience
57 years of business development experience, with at least 3 years selling testing services for a
third-party / contract analytical laboratory.
Proven track record of acquiring and managing pharma customers that export to regulated
markets.
Existing network among QA, QC, Regulatory Affairs and Procurement heads at pharma
companies in North India (Delhi NCR, Baddi, Himachal, Uttarakhand) is a strong advantage pan-
India or international exposure preferred.
Knowledge
Working knowledge of USFDA, EU-GMP, MHRA and WHO requirements, cGMP, GLP, ICH
guidelines (Q1Q3, Q2(R2), M7) and data integrity (ALCOA+).
Familiarity with analytical techniques such as HPLC, GC, LC-MS/MS, GC-MS, ICP-MS, dissolution,
KF and microbiological testing.
Skills and attributes
Strong consultative selling, negotiation and closing skills.
Excellent written and spoken English presentation skills for technical and commercial
audiences.
Proficient in MS Office and CRM tools.
Target-driven, self-motivated and comfortable with frequent travel.
Key performance indicators
Order booking and revenue against annual target.
Number of new regulated-market customers onboarded per quarter.
Repeat business and revenue growth from existing accounts.
Proposal-to-order conversion rate.
Collections within agreed credit terms (DSO).
Customer satisfaction and successful customer audits.

Industry - Pharmaceutical OR medical Science

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Thanks & regards,

Team Finjo

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