Job Title: Business Development Director – IT Manufacturing Operations & Services
Reporting to: Senior Director – Business Development
Role Overview
The Business Development Director– IT Manufacturing Operations & Services will be responsible for driving the end-to-end sales strategy and business growth of Pivot Path’s IT Services offerings across key Geographies. This will include Digitization of Manufacturing Operations, Managed IT Services, IT Infrastructure, IT Consulting and other relevant services targeted at manufacturing & quality labs in pharma & life sciences. The role encompasses the whole gamut of activities starting from lead generation / prospecting, requirements gathering & opportunity identification, project scoping in close collaboration with internal SMEs & the target prospect, proposal generation, techno-commercial discussions & negotiations leading up to sales closure & post closure account management.
This position requires a highly networked, results-oriented, sales-driven professional with an entrepreneurial & solutioning mind set and a proven track record of engaging and selling to CIOs & CXOs from Manufacturing & Quality functions in pharmaceutical & life sciences industry. S/he will be a self-starter & demonstrate the ability to independently identify opportunities, build and manage strategic relationships, and drive sustained revenue growth.
Responsibilities
Sales & Revenue Growth
Own and achieve business targets, ensuring consistent revenue growth for Pivot Path’s full portfolio of IT Services offerings especially those targeted at Manufacturing Operations.
Identify, qualify, and convert prospective clients by leveraging personal network, industry knowledge, competitor analysis, and strategic outreach efforts.
Drive business development efforts through cold calling, networking, prospecting, client meetings, and consultative selling to CIOs and Manufacturing & Quality CXOs in the Pharma & Life Sciences industry, ensuring a strong sales pipeline.
Develop and execute sales strategies that align with Pivot Path’s business objectives, adjusting approaches based on market trends and customer needs.
Engage with prospective clients to identify key challenges / need gaps in the IT Services space adopting a consultative & collaborative approach.
Deliver high-impact initial sales pitches, focusing on generating interest and driving business opportunities. Secure client commitment, leading sales discussions, and ensuring seamless handover to the Delivery team for execution.
Drive contract negotiation and pricing discussions in close collaboration with BD & practice leaders.
Client Engagement & Relationship Management
Manage the full sales cycle, from initial client outreach to proposal development, closing, and post-sale relationship management.
Develop and maintain strong client relationships, ensuring repeat business, referrals, and long-term partnerships with IT, Manufacturing & Quality leaders.
Conduct regular check-ins and follow-ups with existing and potential clients to assess needs, identify cross-selling opportunities, and ensure service satisfaction.
Collaborate with internal teams, especially IT Services, implementation and marketing, to align business development efforts with service delivery, ensuring seamless execution.
Engage in consultative selling, understanding client challenges and providing customized solutions that enhance their Manufacturing, Quality & Operations functions.
Marketing & Brand Positioning
Work closely with the marketing team to develop targeted campaigns, digital content, and lead-generation strategies to attract potential clients.
Lead event planning and participation, including industry conferences, summits & networking forums, and corporate events to position Pivot Path as an industry leader.
Manage end-to-end marketing collaboration efforts, ensuring sales and marketing efforts are seamlessly integrated to maximize impact.
Leverage social media, PR, and digital marketing channels to enhance visibility, drive inbound leads, and strengthen the company’s market positioning.
Process & Performance Management
Track and report sales performance metrics
, including lead conversions, pipeline growth, revenue generation, and customer engagement, ensuring targets are met or
exceeded.
Continuously refine BD processes, identifying bottlenecks, streamlining workflows, and implementing best practices for improved efficiency.
Maintain and update CRM databases, ensuring accurate tracking of leads, prospects, sales activities, and client interactions for data-driven decision-making.
Provide regular business insights to BD Leader & Practice Leads offering strategic recommendations based on market intelligence & sales performance analysis.
Monitor industry trends, competitor activities, and emerging service demands in the IT Services space, using insights to refine sales approaches and create competitive advantage.
Key Requirements
Minimum of 16+ years of experience in B2B consultative & solution sales in the IT Services domain, working for IT Services companies, with a focus on the driving digitization in the manufacturing, operations & quality space for the Pharma & Life Sciences industry, with a proven track record of selling to CIOs and CXOs.
Experience in consultative sales, to drive digitization including zero-touch operations, smart labs, IT infrastructure optimization & management for these clients.
Skills & Competencies
Highly networked individual having strong CIO / CXO relationships in the Pharma & Life Sciences industry within India & globally.
Strategic and consultative selling experience, understanding client needs and crafting tailored solutions.
Strong hunter mindset, with the ability to generate leads, manage outreach, and close deals independently.
Results-driven and action-oriented, with a demonstrated ability to meet and exceed revenue targets.
Ability to work independently, with a high degree of ownership and initiative.
Excellent communication, negotiation, and relationship-building skills.
Willingness to travel as required for client meetings and business development activities.
Pay: ₹4,000,000.00 - ₹5,000,000.00 per year
Work Location: In person
