Senior Business Development Manager

Senior Manager – Commercial
Pharmatrac | The Secondary Sales Pharma Audit
Role Overview
We are looking for a commercially driven, analytically strong and client-oriented professional
to manage key pharmaceutical client relationships for Pharmatrac – The Secondary Sales
Pharma Audit, Pharmarack’s flagship pharma market intelligence product.
The role will have end-to-end responsibility for client servicing, insight delivery, account
growth and business development. The candidate will work closely with senior stakeholders
across Marketing, Commercial, Strategy and Business Intelligence functions of pharmaceutical
companies and position Pharmatrac as a strategic market intelligence partner, rather than only
a data provider.
Key Responsibilities
1. Client Management & Engagement
• Own and manage relationships with key pharmaceutical clients across Marketing,
Commercial, Strategy and Business Intelligence functions.
• Act as the primary point of contact for client deliverables, queries, escalations and ongoing
requirements.
• Build strong, senior-level client relationships and drive retention, engagement and longterm partnerships.
• Conduct regular client reviews and proactively identify opportunities to add value through
Pharmatrac data and analytics.
2. Data, Analytics & Insights
• Develop a strong understanding of Pharmatrac methodology, data and the Indian
pharmaceutical market.
• Translate market data into actionable insights across therapy areas, companies, brands
and geographies.
• Deliver monthly/quarterly business reviews, performance presentations and point-of-view
analyses with clear business implications.
• Support clients with ad-hoc analysis, competitive benchmarking, market opportunity
assessment and business diagnostics.
• Go beyond reporting numbers to explain what happened, why it happened and what it
means for the client's business.
3. Commercial Ownership & Business Development
• Own the commercial performance of assigned accounts, including renewals, revenue
growth and account expansion.
• Drive contract renewals with appropriate pricing discipline and negotiation rigor.
• Identify and convert upselling and cross-selling opportunities across Pharmarack's
portfolio, including market data, dashboards, city/market-level data and custom analytics.
• Identify new client requirements and participate in business development, client pitches,
solutioning and commercial discussions.
• Deliver sustained YoY revenue growth across the assigned client portfolio.
4. Product & Solutioning
• Work with Analytics, Product, Operations and Technology teams to deliver customized data
outputs, dashboards and analytical solutions.
• Contribute to enhancement of Pharmatrac products, reports and analytical frameworks
based on client requirements and market needs.
• Identify emerging client needs that can be translated into new products, solutions or
commercial opportunities.
• Ensure effective onboarding and adoption of new datasets, dashboards and analytical
tools.
5. Stakeholder & Delivery Management
• Coordinate with internal teams to ensure accurate, timely and high-quality delivery of
client requirements.
• Align client expectations with data availability, methodology, scope and timelines.
• Ensure timely resolution of data and service-related issues while maintaining a high level of
client confidence.
Product Focus
The candidate will have primary responsibility for servicing and business development of
Pharmatrac – The Secondary Sales Pharma Audit.
The candidate should have a strong understanding of the Indian Pharmaceutical Market, pharma
sales and distribution ecosystem, stockist/retailer dynamics, brand and therapy
performance, competitive market trends and the use of market data in commercial decisionmaking.
Required Experience & Skillset
Experience: 8-10 years, preferably in:
• Pharmaceutical companies in Marketing, Sales & Marketing, Commercial, Business
Intelligence or Market Research roles, or
• Pharma market intelligence / client servicing organizations such as IQVIA, Kantar, Ipsos or
similar organizations.
The candidate should have:
• Strong understanding of the Indian Pharma Market and distribution ecosystem.
• Ability to analyse large datasets and convert data into clear business narratives and
actionable insights.
• Excellent communication, presentation and senior client-facing skills.
• Demonstrated commercial acumen, including pricing, negotiations, renewals and
account growth.
• Ability to identify and develop upsell, cross-sell and new business opportunities.
• Strong proficiency in MS Excel and PowerPoint – mandatory.
• High ownership, structured thinking and ability to manage multiple clients/accounts
Work Mode :
• Work From Office. No Work From Home / Hybrid.
• 3-4 days of travel outside Mumbai for client meetings/ visits
Reporting to : Associate VP