Company: Biotrace

Designation: Business Development Manager

Department: Business Development / Sales

Market: US

Work Location: India -Bhubaneswar

Shift: Permanent Night Shift: 8.30 PM to 5.30 AM (5-working days)

Key Responsibilities

· Lead and manage the Business Development/Sales team responsible for the US market.

· Develop and execute strategies to achieve US sales and revenue targets.

· Identify and develop new business opportunities through prospecting, lead generation, networking, and outbound sales.

· Build and maintain strong relationships with US-based customers and key stakeholders.

· Manage the complete sales cycle from lead generation and qualification to negotiation and closure.

· Conduct discovery calls to understand customer requirements, business needs, and testing requirements.

· Handle customer objections and develop appropriate commercial solutions.

· Manage the daily sales pipeline and funnel and ensure timely follow-up on all opportunities.

· Maintain accurate and updated information in the CRM system.

· Prepare and manage regular sales forecasts, pipeline reports, and revenue projections.

· Monitor sales performance, conversion rates, sales cycle, and pipeline movement.

· Conduct regular call reviews, roleplays, coaching sessions, and performance reviews for the sales team.

· Provide hands-on coaching and support to team members on prospecting, discovery, objection handling, negotiation, and closing.

· Participate personally in high-value and strategic customer opportunities.

· Develop and manage strategic accounts to increase customer retention, cross-selling, and up-selling opportunities.

· Coordinate closely with laboratory, technical, quality, and operations teams in India and the US.

· Understand customer requirements related to sample matrix, testing methods, specifications, TAT, sample quantity, and reporting requirements.

· Work with technical/laboratory teams to determine appropriate testing solutions based on customer requirements.





· Ensure smooth handover of new business from the sales team to the laboratory/operations team.

· Monitor customer feedback and coordinate internally to resolve service-related issues.

· Identify new market segments, target accounts, and business opportunities within the US.

· Track competitor activity, market trends, and customer requirements relevant to Biotrace's services.

· Support preparation of commercial proposals, quotations, pricing discussions, negotiations, and contracts.

· Ensure achievement of individual and team sales, revenue, and customer acquisition targets.

· Drive a culture of accountability, performance, continuous learning, and customer focus within the sales team.

Candidate Requirements

Education

· BSc/MSc/BPharm/MPharm preferred.

· Background in Microbiology, Biotechnology, Chemistry, Biochemistry, Pharmacy, Food Technology, or Life Sciences preferred.

Experience

· 7–12 years of B2B sales/business development experience.

· Minimum 3 years of experience leading a sales team serving US customers.

· Experience in US B2B sales is strongly preferred.

· Experience in one or more of the following industries preferred: Testing Laboratories, CROs, Pharmaceuticals, Nutraceuticals, Food Testing, Scientific Instruments, Laboratory Services, Technical Services

Sales & Commercial Skills

· Strong experience in prospecting and lead generation.

· Strong consultative selling and discovery skills.

· Ability to handle customer objections effectively.

· Strong stakeholder mapping and relationship management skills.

· Strong negotiation and closing skills.

· Ability to manage complex and high-value sales opportunities.

Leadership & Coaching

· Hands-on approach to sales team management and coaching.





· Ability to conduct call reviews and roleplays.

· Ability to identify individual performance gaps and provide targeted coaching.

· Ability to manage daily sales activity and pipeline performance.

· Experience in setting and monitoring individual and team sales targets.

CRM & Forecasting

· Strong understanding of CRM systems and sales pipeline management.

· Solid sales funnel and opportunity management discipline.

· Ability to prepare accurate sales forecasts.

· Ability to track pipeline health, conversion, revenue, and sales performance.

· Strong reporting and analytical skills.

Technical Aptitude

· Ability to understand and learn technical laboratory concepts.

· Ability to understand: Sample matrices, Testing methods, Testing specifications, Turnaround Time (TAT), Sample quantity requirements, Testing scope/capabilities, Laboratory reports and terminology

· Ability to effectively communicate technical requirements between customers and laboratory teams.

Communication

· Excellent spoken and written English.

· Ability to conduct structured and professional conversations with US customers and quality/technical professionals.

· Strong presentation, negotiation, and interpersonal skills.

Work Readiness

· Willingness to work permanent night shifts aligned with US business hours.

· Willingness to work from the office.

· Comfortable working in a target-driven and performance-oriented environment.

· Demonstrates long-term interest in working with the US market.

· Comfortable with regular performance reviews, coaching, and sales accountability.

Key Performance Indicators

· Achievement of US sales and revenue targets.

· New customer acquisition.

· Sales pipeline value and coverage.

· Lead-to-opportunity conversion.

· Opportunity-to-closure conversion.

· Sales forecast accuracy.

· Customer retention and account growth.

· Cross-selling and up-selling revenue.

· Sales team productivity and target achievement.

- · CRM compliance and pipeline hygiene.

📌 Business Development Manager (Bhubaneswar)
🏢 JEEVA ORGANIC PRIVATE
📍 Bhubaneswar