The Head of Sales will be responsible for driving business growth and market development for the pharmaceuticals value chain, with an emphasis on consultative, solution-based business development for DE across drug research, clinical trials, regulatory services, and digital enablement.

The Head of Sales will engage CXO-level stakeholders, acting as a trusted advisor to generate large deals and long-term partnerships. The candidate must possess deep expertise in the Pharmaceutical Domain in areas such as Phara 4.0, Predictive Asset performance, Predictive Maintenance, Robotics and Automation. Experience navigating emerging areas such as digital twins, robotics integration, AI-driven analytics, and connected supply chains is highly preferred.

The role is responsible for working in tandem with the various Sales Teams and the service lines of IoTDE business unit to contextualize the solutions for the business. The role reports into the IOTDE Head. The role is strategic in nature, with high visibility and responsibility.

Following are some of the key roles and responsibilities:
• Responsible for meeting the Revenue, Pipeline, and TCV goals in the segment. The role therefore entails

o Engage with the CXO leadership in key accounts to build long term relationships to sight opportunities ahead of their formal bidding, shape the opportunities

o Build case for action and helps to obtain buy-in from executive sponsors of the mission, vision and strategy and case for action.

o Position our Industry Solutions / Services with our clients in the context of their business challenges from an entrepreneurial and holistic perspective with innovative ideas

o Engage with different sales and pre-sales teams of TCS to articulate comprehensive solutions for addressing the client needs; support development of sales & pre-sales pitch & value proposition and high-quality proposals with top notch brand based on their specific needs, industry sector trends & best practices.
• Develop account centric growth plans aligned to clients strategies

o Provide oversight to large / strategic transformative engagements with our clients, participate in steering committees, address issues and challenges in delivery, execution, support - participate in programs in advisory / partner role as per need.

o Work with the larger delivery unit to shape customer relationships, define strategies for growth etc.
• Understand market trends and define market strategies

o Co-ordinate with external partners (where necessary) to define product leverage for client needs / Connects with local boutique partners and firms for niche solutions.

o Position the Unit and its Services in the Market in engagements with Analysts, Business Partners, Product Vendors, Events, Seminars etc.
• Covering the Markets in US, UK, Europe and LATAM

KPIs relevant for the role
• Metrics (Top Line Growth) in line with the AOP
• Pipeline development and TCV (Total Contract Value) of deals closed, especially new deals with Deal Conversion & Win Rate
• CXO connects established and executive connects made
• Proactive deal shaping
• Leverage of Partnerships / Alliances
• Service line leverage & penetration

Qualifications:

Graduate in Engineering, preferably Post Graduate in Engineering / Management

Years of experience required for position :
• Overall 20+ Years covering aspects of P&L Business Management / Program Management / Business Development / Consulting in the areas of IOT & Digital Engineering
• Experience in firms such as Infosys / Accenture / Deloitte /Capgemini / IBM / HCL in similar capacity in Consulting / IT Services / Industry hands on experience
• Exposure / experience in working with India based offshore operations
• Worked on large global opportunities or bids / projects etc.
• Consultative sales experience with advisory services at CX level
• Held P&L / Business Development responsibilities with targets.
• Rich experience across the Pharma Value Chain.

Subject Competencies
• Pharmaceuticals industry experience drug research, clinical trials, regulatory services, and digital enablement
• IoT / Engineering / Digital Engineering Experience in Industry / Consulting -
• Understanding of key digital technologies, IoT, Cloud, AI/ML / Gen AI, AR-VR etc. and the products that leverage these technologies

Attributes
• Entrepreneurial and comfortable working in a complex and fast-paced environment.
• Experience in working with distributed teams is highly desired.
• Should have excellent understanding of working with the onsite offshore mode.
• Fluent in English and are a confident communicator.
• Ability to develop value-creating strategies and models that enable clients to innovate, drive growth and increase their business profitability while remaining a sustainable business.

Salary Range: $300,000-$350,000 a year

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