Vice President Business Development Digital Manufacturing Data Offeri

Job Title: Vice President - Business Development Digital Manufacturing & Data Offerings

Reporting to: Chief Business Officer – Technology & Quality Compliance

Role Overview

The VP – BD – Digital Manufacturing & Data Offerings will be responsible for driving the end-to-end sales strategy and business growth of Pivot Path’s Manufacturing Digitization &

Data & Analytics offerings across key Geographies, starting with India. This will include the

Pivot MES & Pivot Sight platforms, partnered offerings such as Hint VR / AR & TraceLink

suite of solutions, services & consulting around enterprise applications, new technologies

(AI, ML, RPA, IoT), operational excellence and other services & products that may come up

across our Digital Manufacturing & Data services portfolio. The role encompasses leading &

driving the whole gamut of activities starting from lead generation / prospecting, opportunity

identification, requirements gathering, project scoping in close collaboration with Internal

SMEs & the target prospects, proposal generation, techno-commercial discussions &

negotiations leading up to sales closure & post closure account management.

This position requires a highly networked, results-oriented, sales-driven professional with an

entrepreneurial & solutioning mindset and a proven track record of engaging and selling to

COOs/CMfgOs/CIOs and senior leaders from Manufacturing, Operations & IT functions in

the pharmaceutical & life sciences industry. S/he will be a self-starter & demonstrate the

ability to independently identify opportunities, build and manage strategic relationships, and

drive sustained revenue growth, working with the team assigned.

Responsibilities

Sales & Revenue Growth

• Own and achieve business targets, ensuring consistent revenue growth for Pivot

Path’s full portfolio of Digital Manufacturing & Data offerings.

• Engage with prospective clients to identify key challenges / need gaps in their Digital

Transformation & Manufacturing Digitization journey adopting a consultative &

collaborative approach.

• Develop and execute sales strategies that align with Pivot Path’s business

objectives, adjusting approaches based on market trends and customer needs.

• Identify, qualify, and convert prospective clients by leveraging personal network,

industry knowledge, competitor analysis, and strategic outreach efforts.

• Lead business development efforts through cold calling, networking, prospecting,

client meetings, and consultative selling to CXOs and other senior leaders in the

Manufacturing, Operations & IT functions in the Pharma & Life Sciences industry,

ensuring a strong sales pipeline.

• Drive the PivotMES & Pivot Sight platforms positioning them as integrated, user-

friendly digital platforms by showcasing their unique value propositions. Organize

Demos to ensure deeper engagement & faster conversions.

• Liaise with partners to collaborate & pitch for opportunities involving partnered

offerings such as Hint VR / AR, TraceLink suite amongst others.

• Deliver high-impact initial sales pitches, focusing on generating interest and driving

business opportunities. Secure client commitment, leading sales discussions, and

ensuring seamless handover to the Products / Delivery team for execution.

• Drive contract negotiation and pricing discussions in close collaboration with BD &

practice leaders.

Client Engagement & Relationship Management

• Manage the full sales cycle, from initial client outreach to proposal development,

closing, and post-sale relationship management.

• Develop and maintain strong client relationships, ensuring repeat business, referrals,

and long-term partnerships with Manufacturing, Operations & IT leaders.

• Engage in consultative selling, understanding client challenges and providing

customized solutions that enhance their Manufacturing, Operations & IT functions.

• Conduct regular check-ins and follow-ups with existing and potential clients to assess

needs, identify cross-selling opportunities, and ensure product / service satisfaction.

• Collaborate with internal teams, including Products. the Digital Manufacturing & Data

practices, implementation, and marketing as well as partners to align business

development efforts with products & service delivery, ensuring seamless execution.

People, Process & Performance Management

• Lead & Manage the team assigned and drive Sales Performance, Business Growth &

Target Achievement through close collaboration & monitoring of their in-market sales

& BD efforts.

• Track and report sales performance metrics, including lead conversions, pipeline

growth, revenue generation, and customer engagement, ensuring targets are met or

exceeded.

• Continuously refine BD processes, identifying bottlenecks, streamlining workflows,

and implementing best practices for improved efficiency.

• Ensure that CRM databases are regularly maintained & updated, enabling accurate

tracking of leads, prospects, sales activities, and client interactions for data-driven

decision-making.

• Provide regular business insights to CBO, Practice Leads & Product Teams offering

strategic recommendations based on market intelligence and sales performance

analysis.

• Monitor industry trends, competitor activities, and emerging service demands across

Manufacturing, Operations, Data Services & IT, using insights to refine sales

approaches and create competitive advantage.

Marketing & Brand Positioning

• Work closely with the marketing team to develop targeted campaigns, digital content,

and lead-generation strategies to attract potential clients.

• Lead event planning and participation, including industry conferences, summits &

networking forums, and corporate events to position Pivot Path as an industry leader.

• Manage end-to-end marketing collaboration efforts, ensuring sales and marketing

efforts are seamlessly integrated to maximize impact.

• Leverage social media, PR, and digital marketing channels to enhance visibility, drive

inbound leads, and strengthen the company’s market positioning.

Key Requirements

• Minimum of 16+ years (Ideal 18-20 years) of experience in B2B consultative,

product & solution sales in the Digital Manufacturing & Data-Analytics domain with a

focus on the Pharma & Life Sciences industry, with a proven track record of selling to

CXOs and senior leadership across these domains both at Corporate & Sites.

• Experience in consultative sales and SaaS product / digital platform sales, to drive

digitization in the Manufacturing / Operations functions as well as Data offerings.

Skills & Competencies

• Highly networked individual having strong CXO relationships across Manufacturing &

IT in the Pharma & Life Sciences industry within India & globally.

• Strategic and consultative selling experience, understanding client needs and crafting

tailored solutions.

• Strong hunter mindset, with the ability to generate leads, manage outreach, and

close deals.

• Strong team management & people leadership skills to drive & motivate team to

achieve & exceed business outcomes in a time-bound manner.

• Results-driven and action-oriented, with a demonstrated ability to build & grow the

business by continuously meeting and exceeding revenue targets.

• Excellent communication, negotiation, and relationship-building skills.

• Ability to work independently, with a high degree of ownership and initiative, requiring

minimal supervision or guidance.

• Willingness to travel as required for client meetings and business development

activities, both within India & Overseas.

Base Location: India (Bengaluru, Mumbai, Hyderabad, Ahmedabad preferred)

Must Have: Demonstrated, consistent results by driving sales nationally in the current &

recent experience for a minimum of 7+ years