Role Purpose
Lead the Sales Development function for Merck Discover Solutions in India, driving pipeline generation, lead qualification, and early engagement with prospective customers. Own the strategy, execution, and continuous improvement of demand generation programs, ensuring alignment with the Discovery Solutions portfolio, regional growth targets, and Merck’s standards of quality and compliance.
Key Responsibilities
Define and implement a regional Sales Development strategy that accelerates qualified opportunities into the Discovery Solutions funnel.
Lead, mentor, and develop SDMs, NEW Lead, and BP&I; Lead to achieve monthly and quarterly pipeline targets (quantity and quality).
Collaborate with Marketing, Field Sales, Global Discovery Solutions teams, and Product/Portfolio leads to design and execute multi-channel demand-generation campaigns (digital, events, webinars, ABM, partnerships).
Establish and track KPIs for Sales Development: lead response time, contact rates, meeting creation rate, prospect conversion, forecast accuracy.
Develop and optimize lead routing,



scoring models, and cadences to maximize conversion and reduce cycle times.
Own the discovery and qualification process (ICP alignment, pain validation, budget/authority/need) for high-quality handoffs to Sales and Solutions teams.
Drive continuous improvement through coaching, win/loss analysis, SOPs and playbooks; ensure compliance with Merck’s ethics, privacy, and data protection standards.
Build strong internal and external stakeholder relationships; act as a trusted advisor to regional leadership on demand generation and market dynamics.
Manage the Budget for Sales Development initiatives; track ROI and cost per qualified opportunity.
Represent India market in regional Discovery Solutions leadership forums and contribute to global best practices.
Track and report on external strategy initiatives, government/industry engagement ROI, and opportunities generated through institutional engageme

📌 Head of Sales Development India (Bengaluru)
🏢 Sigma-Aldrich Chemicals Private
📍 Bengaluru