Role purpose The role owns revenue growth from pharmaceutical customers selling into regulated markets. You will win new accounts, grow existing ones, and act as the bridge between customer QA/QC and regulatory teams and our laboratory operations. Success means a healthy pipeline, on-target order booking and long-term, audit-ready client relationships.

Key responsibilities

Business growth and sales

Identify, target and acquire new customers among generic, innovator, API, CDMO and nutraceutical companies supplying regulated markets (US, EU, UK, Canada, Australia, Japan).

Build and manage a qualified sales pipeline achieve quarterly and annual order booking and revenue targets.

Grow wallet share in existing accounts by cross-selling services such as stability, method validation, nitrosamine, elemental impurity and E&L; studies.

Develop territory and key-account plans track competitor offerings, pricing and market trends.

Proposals, pricing and contracts

Understand customer technical requirements (pharmacopeial methods USP, EP, BP, JP, IP and in-house methods) and translate them into accurate quotations and proposals.

Coordinate with Lab, QA and Finance on scope, turnaround time, costing and capacity before committing to customers.

Negotiate commercial terms, Master Service Agreements, Quality Agreements and NDAs/CDAs.

Client relationship and audit support

Serve as the single point of contact for assigned customers from enquiry to report delivery and payment.

Facilitate customer qualification audits, vendor questionnaires and site visits with the QA team.

Handle escalations, OOS/OOT communication and TAT issues professionally, ensuring customer satisfaction and retention.

Ensure timely invoicing follow-up and collection of receivables.





Marketing and representation

Represent the lab at industry exhibitions and conferences (e.g. CPHI, Analytica, IDMA events)

and at customer technical seminars.

Contribute to marketing collateral, case studies, LinkedIn content and digital campaigns.

Reporting and CRM

Maintain accurate records of leads, opportunities, visits and forecasts in the CRM.

Provide weekly and monthly MIS on pipeline, bookings, revenue and collections to management.

Qualifications and experience

Education

Graduate in any discipline (mandatory).

Preferred: B.Pharm with an MBA in Marketing, International Business or Pharma Management.

M.Pharm or M.Sc. (Chemistry / Microbiology) with an MBA will also be considered.

Experience

57 years of business development experience, with at least 3 years selling testing services for a third-party / contract analytical laboratory.

Proven track record of acquiring and managing pharma customers that export to regulated markets.

Existing network among QA, QC, Regulatory Affairs and Procurement heads at pharma companies in North India (Delhi NCR, Baddi, Himachal, Uttarakhand) is a strong advantage pan-

India or international exposure preferred.

Knowledge

Working knowledge of USFDA, EU-GMP, MHRA and WHO requirements, cGMP, GLP, ICH guidelines (Q1Q3, Q2(R2), M7) and data integrity (ALCOA+).





Familiarity with analytical techniques such as HPLC, GC, LC-MS/MS, GC-MS, ICP-MS, dissolution,

KF and microbiological testing.

Skills and attributes

Robust consultative selling, negotiation and closing skills.

Excellent written and spoken English presentation skills for technical and commercial audiences.

Proficient in MS Office and CRM tools.

Target-driven, self-motivated and comfortable with frequent travel.

Key performance indicators

Order booking and revenue against annual target.

Number of new regulated-market customers onboarded per quarter.

Repeat business and revenue growth from existing accounts.

Proposal-to-order conversion rate.

Collections within agreed credit terms (DSO).

Customer satisfaction and successful customer audits.

Industry - Pharmaceutical OR medical Science

Kindly reply to this email without changing the subject line with an updated copy of your resume along with the following details.

Current CTC

Expected CTC

Notice Period

AI Screening

As part of our evaluation process, an initial AI screening round invite will be shared with you shortly. We request you to complete this assessment at the earliest, as it plays a crucial role in strengthening your profile and helps us process your candidature more effectively with the client.

Thanks & regards,

Team Finjo

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📌 Business Development Executive (Gurugram)
🏢 Finjo
📍 Gurugram