Sales Manager – Pharmaceutical Testing

Organization:  EFRAC (A QIMA Company)

Location:

Kolkata (Corporate Office Based)

Travel Requirement:  Extensive travel to pharmaceutical manufacturing clusters across India

Role Objective

To drive business growth for EFRAC’s  Pharmaceutical Testing Services  by acquiring and managing business from  pharmaceutical manufacturing companies  requiring advanced analytical and compliance testing support.

This is a  pure individual contributor role  requiring aggressive client acquisition, strong field engagement, and disciplined revenue delivery.

Key Responsibilities

Business Development & Client Acquisition

• Acquire new business from  pharmaceutical manufacturing companies  across formulations, API, and regulated manufacturing segments

• Develop relationships with QA, QC, R&D, regulatory, and procurement teams within pharma companies

• Generate testing business related to:
Batch release and routine testing
Method development and validation
Stability studies
Extractables & Leachables studies
Impurity profiling and specialized analytical requirements

• Convert prospects into long-term recurring testing partnerships

Field Sales Execution

• Conduct regular plant visits and technical client meetings

• Maintain strong follow-up discipline until business conversion

• Continuously build pipeline opportunities in pharma clusters across India

Revenue & Collection Responsibility

• Deliver monthly and annual revenue targets

• Maintain discipline in payment and receivable follow-up

• Build repeat business relationships

Market Intelligence & Expansion

• Track emerging regulatory and analytical requirements in pharma industry

• Identify opportunities for specialized testing and high-value services

• Provide market and competitor feedback

Ideal Candidate Background
Preferred candidates from:

• Pharmaceutical analytical testing services

• CRO / CDMO support services

• API or formulation manufacturing companies in B2B technical sales roles

• Analytical instrument or laboratory solution providers serving pharma companies

Not preferred:

• Pharmaceutical MR or prescription drug sales backgrounds

• Retail or ethical pharma sales profiles

Skills Required

• Strong B2B client acquisition capability

• Ability to engage QA/QC/R&D stakeholders

• Excellent communication and negotiation skills

• Good working knowledge of Excel and reporting tools

• Familiarity with CRM platforms such as Zoho or similar

• Comfort using digital and AI-enabled sales tools

Work Discipline & Expectations

• Organization operates 6 days a week

• Candidate expected to spend majority of time in field meeting clients

• Saturdays reserved for reporting, pipeline reviews, and planning

• Strong commitment toward achieving monthly revenue targets

Personal Traits Required

• Aggressive and execution-focused sales mindset

• Self-driven and target oriented

• Persistent follow-up discipline

• High ownership and accountability mindset

• Willingness to understand technical testing requirements