Sales Manager - Life sciences and Pharma Software

Job Title
Sales Manager - Life sciences and Pharma Software

Department
Sales & Business Development

Reporting To
Head Sales / Vice President and Business Development

Location
Hyderabad (Travel across India and international travel as required)

Role Summary
The Sales Manager is responsible for driving business growth by developing new customers, managing strategic accounts, expanding existing business, and achieving annual sales targets across the Pharmaceutical, Biotechnology, CDMO, Medical Device, and Life Sciences sectors. The role requires expertise in consultative selling of Automation, Digital Transformation, Manufacturing Execution Systems (MES), LIMS, QMS, DMS, eBMR, Industrial Automation, and related enterprise software solutions.

Key Responsibilities

• Develop and execute regional sales strategies to achieve revenue and profitability targets.
• Identify and acquire new customers within the Life Sciences industry.
• Build and maintain strong relationships with CXOs, Plant Heads, QA, QC, Manufacturing, Engineering, IT, Procurement, and Validation teams.
• Generate a healthy sales pipeline (minimum 3X of annual quota).
• Manage the complete sales lifecycle from lead generation through contract closure.
• Deliver technical presentations and coordinate product demonstrations with Pre-Sales teams.
• Prepare commercial proposals, RFIs, RFPs, and tenders.
• Negotiate commercial terms and successfully close business opportunities.
• Develop strategic partnerships and channel alliances.
• Work closely with Marketing to execute demand-generation campaigns, webinars, seminars, and exhibitions.
• Coordinate with Project Delivery and Customer Success teams to ensure successful implementation.
• Identify opportunities for upselling and cross-selling within existing accounts.
• Maintain accurate forecasting and CRM updates.
• Track competitor activities and market trends.

Key Performance Indicators (KPIs)

• Annual Sales Revenue
• New Customer Acquisition
• Pipeline Coverage (minimum 3X target)
• Proposal-to-Order Conversion Rate
• Gross Margin Achievement
• Customer Retention
• Account Expansion Revenue
• Forecast Accuracy
• Partner Performance
• Customer Satisfaction

Required Qualifications

• Bachelor's Degree in Engineering, Pharmacy, Life Sciences, Biotechnology, or related discipline.
• MBA preferred.

Experience

• 8 to 12 years of B2B Enterprise Sales experience.
• Experience selling LIMS, QMS, MES, DMS, eBMR, Industrial Automation, Digital Manufacturing, or related enterprise software.
• Strong experience in Pharma, Biotech, CDMO, Medical Device, and Life Sciences industries.
• Proven track record of consistently achieving sales targets.

Required Skills

• Enterprise Solution Selling
• Consultative Sales
• Key Account Management
• Strategic Business Development
• Channel Partner Management
• Proposal & Tender Management
• Contract Negotiation
• CRM Management
• Customer Relationship Management
• Excellent Presentation & Communication Skills

Preferred Industry Experience

• Pharmaceutical Manufacturing
• Biotechnology
• Medical Devices
• CDMOs
• CROs
• Industrial Automation
• Manufacturing Digitalization

Behavioral Competencies

• Leadership
• Strategic Thinking
• Customer Centricity
• Negotiation
• Business Acumen
• Problem Solving
• Team Collaboration
• Result Orientation
• Ownership
• Adaptability

Travel Requirement

• Extensive travel across India and occasional international travel.

Compensation

• Fixed Salary + Performance Incentives + Travel Allowance + Medical Insurance + Annual Performance Bonus.