Senior Busines Development – CDMO Formulations

Experience: 7 years -15 years

Industry: Pharmaceutical / CDMO / CRO / Formulation Development

1. Job Purpose To drive business development and revenue growth for the company's CDMO formulation development and related pharmaceutical services by identifying prospective clients, developing strong customer relationships, generating qualified leads, converting opportunities into projects, and ensuring achievement of assigned sales targets.

The role will focus on acquiring business from pharmaceutical companies, biotech companies, virtual pharma companies, and other potential customers requiring formulation development, analytical development, process development, scale-up, technology transfer, and related CDMO services.

2. Key Responsibilities

A. Business Development

- Identify and develop new business opportunities for CDMO formulation development services.
- Generate leads through market research, industry databases, conferences, exhibitions, referrals, networking, and existing contacts.
- Develop and maintain a strong pipeline of prospective clients and opportunities.
- Conduct client meetings, presentations, capability discussions, and business negotiations.
- Understand customer requirements and identify suitable technical solutions in coordination with the formulation/R&D; team.
- Prepare and submit commercial proposals, quotations, and proposals in coordination with internal teams.
- Follow up with prospects from initial enquiry through quotation, negotiation, project award, and purchase order.
- Achieve monthly, quarterly, and annual sales/revenue targets.
- Develop business from both current customers and existing accounts.

B. CDMO / Formulation Business Development

- Promote formulation development capabilities across relevant dosage forms and therapeutic segments.
- Develop business opportunities for:
- Pre-formulation studies
- Formulation development
- Prototype development
- Analytical development
- Method development and validation
- Stability studies
- Scale-up and optimization
- Technology transfer
- Exhibit/batch manufacturing, wherever applicable
- Regulatory support and documentation
- Understand customer development requirements and effectively communicate the company's technical capabilities.
- Coordinate with formulation scientists and technical teams to evaluate project feasibility and prepare appropriate proposals.

C. Client Relationship Management





- Build and maintain long-term relationships with key pharmaceutical and biotech customers.
- Act as the primary commercial contact for assigned customers.
- Understand customer business requirements, timelines, budgets, and project expectations.
- Conduct regular follow-ups with existing clients to identify additional business opportunities.
- Resolve commercial queries and coordinate internally for timely resolution of customer concerns.
- Develop key accounts and increase customer wallet share.

D. Market Development

- Conduct market intelligence to identify new customers, competitors, market trends, and emerging CDMO opportunities.
- Identify potential target companies based on their product pipelines, development requirements, and outsourcing strategies.
- Track competitor capabilities, pricing, service offerings, and market positioning.
- Develop strategies for entering new customer segments and markets.
- Maintain updated records of prospects, opportunities, customer interactions, and sales forecasts in CRM.

E. Internal Coordination

- Work closely with Formulation R&D;, Analytical, Project Management, Quality, Regulatory, Finance, and Operations teams to ensure accurate proposals and smooth project initiation.
- Coordinate technical discussions between customers and internal scientific teams.
- Ensure customer requirements are clearly communicated to the technical team.
- Participate in project kick-off and commercial discussions where required.
- Ensure timely submission of quotations, proposals, NDAs, agreements, and other commercial documents.

F. Sales Forecasting & Reporting

- Maintain an updated sales pipeline and opportunity tracker.
- Provide regular reports on:
- New leads generated
- Client meetings
- Enquiries received
- Quotations submitted
- Pipeline value
- Conversion status
- Expected order closure
- Revenue achieved
- Prepare monthly and quarterly sales forecasts.
- Ensure accurate CRM and sales data management.

3. Key Performance Indicators (KPIs)

- Achievement of assigned sales/revenue targets.
- New customers acquired.




- New CDMO/formulation projects generated.
- Conversion rate of qualified leads into projects.
- Value of sales pipeline generated and maintained.
- Revenue generated from existing accounts.
- Number and value of repeat business opportunities.
- Timely follow-up and closure of enquiries.
- Customer retention and relationship development.
- Expansion into recent markets/customer segments.

4. Candidate Profile

Education

- Bachelor's or Master's degree in Pharmacy, Pharmaceutical Sciences, Chemistry, Life Sciences, Biotechnology, or a related field.
- MBA in Marketing/Business Development will be an added advantage.

Experience

- 7 –15 years of relevant experience in pharmaceutical business development.
- Experience in CDMO/CRO, formulation development, contract manufacturing, pharmaceutical R&D;, or related services is preferred.
- Candidates with an established network among pharmaceutical/biotech companies will be preferred.

Required Skills

- Strong B2B sales and business development skills.
- Good understanding of pharmaceutical formulation development and CDMO services.
- Strong client acquisition and negotiation skills.
- Excellent communication and presentation skills.
- Ability to understand technical requirements and convert them into commercial opportunities.
- Strong networking and relationship-management skills.
- Commercial acumen and target-oriented approach.
- Good analytical and market research skills.
- Ability to independently manage sales cycles from lead generation to closure.
- Proficiency in CRM systems, MS Excel, PowerPoint, and MS Office.

5. Desired Competencies

- Result-oriented and commercially driven.
- Strong ownership and accountability for assigned targets.
- Proactive approach to lead generation.
- Strong negotiation and influencing ability.
- Excellent interpersonal skills.
- Ability to work effectively with cross-functional teams.
- Ability to manage multiple opportunities simultaneously.
- Willingness to travel for client meetings, conferences, exhibitions, and business development activities.

6. Key Deliverables The Senior Business Development Professional will be responsible for building a sustainable CDMO formulation business pipeline, acquiring new customers, converting qualified opportunities into projects, developing existing accounts, and achieving the assigned revenue targets while maintaining strong customer relationships.

📌 Senior Business Development (Mumbai)
🏢 Fusion Scientific Laboratories
📍 Mumbai