Marlabs LLC | Strategic Business Development Manager | bangalore
3 weeks ago
Manager - Strategic Business Development
Years of experience – 8-10 years
Location - Bangalore Hybrid
Role Summary: SBD is responsible for identifying, qualifying, and driving new business opportunities in Data & Analytics, AI, Automation, Testing, and Customer Experience domains. The SBDG works closely with sales teams and technical experts to turn leads into successful business engagements and closures. This individual must be well-versed in industry trends, regulatory requirements, and emerging technologies specific to the industry. Their role bridges the gap between technical solutions and client needs, driving business growth through qualified meetings, proposals, and deal closures.
Key Responsibilities:
Account Research & Customized Pitch Development:
In-Depth Account Research: Conduct thorough research on each target company, including their specific business objectives, challenges, and competitive landscape. This involves studying annual reports, investor presentations, and understanding the organization’s strategy in areas like drug development, patient care, and regulatory compliance.
Prospect Insight Gathering: Identify and map out key stakeholders within the company, including decision-makers (CXOs, VPs & Directors) and influencers. Understand their roles, recent professional activity (such as speaking engagements or articles), and pain points to tailor the outreach.
Personalized Messaging: Develop a highly customized value proposition for each prospect, focusing on how your solutions in Data & Analytics, AI, Automation, Testing, and Customer Experience can address their unique needs. For example, if a company is focused on optimizing clinical trial efficiency, craft the pitch to show how AI and automation can reduce trial timelines and enhance accuracy.
Competitor Analysis: Understand who the company’s key competitors are and how they are leveraging technology. Use this insight to demonstrate how your company’s offering can provide a competitive edge
Tailored Use Cases & Case Studies: Present use cases or case studies specific to the industry that are relevant to the prospect. For example, if targeting a pharmaceutical company, showcase successful implementations of AI in drug discovery or predictive analytics in regulatory compliance, making the pitch directly relevant to their current challenges and goals.
Solution-Oriented Discussions: Approach the conversation with a problem-solving mindset. Use the insights from your research to frame your solutions as direct answers to the prospect’s operational or strategic challenges. An example - if the prospect has recently faced regulatory delays, focus your pitch on how your company’s Testing and Compliance Automation services can streamline the process and mitigate future risks.
Lead Generation & Qualification:
Identify and prioritize potential business opportunities within Life Sciences through targeted outreach, cold calling, LinkedIn, Round tables.
Qualify leads by conducting discovery sessions to assess their business requirements, pain points, and alignment with your company’s service offerings in AI, Automation, Data Analytics, and Testing.
Client Engagement & Relationship Building:
Build trusted relationships with key decision-makers across multiple levels in the organization, positioning yourself as a strategic partner.
Regularly engage with prospects, refining your approach based on ongoing dialogue and new insights.
Proposal Development & Solution Design:
Lead the development of tailored proposals and presentations, ensuring that they align with the client’s specific business challenges and showcase the value of your solutions.
Work collaboratively with technical and pre-sales teams to deliver customized demonstrations and technical proof-of-concepts that address the client’s needs.
Sales Pipeline Management:
Work closely with sales teams to manage the sales pipeline, ensuring that opportunities are advancing through the sales cycle and proactively addressing any barriers.
Use CRM systems to track lead progress, ensuring that all interactions are well-documented and follow-ups are conducted promptly.
Technical & Industry Expertise:
Stay up-to-date on regulatory changes, industry trends, and emerging technologies specific to the industry.
Serve as a subject matter expert during client engagements, offering insights into how your company’s solutions can drive innovation and operational efficiency in the client’s organization.
KPIs and Measurement:
Qualified Meetings:
Number of client meetings conducted per month/quarter, focusing on high-quality, decision-maker-level engagements in the vertical
Meetings leading to discovery of concrete business opportunities.
Proposals Delivered:
Number of qualified proposals submitted based on customer needs, ensuring the technical solution is well-aligned with business challenges.
Conversion rate from qualified lead to proposal submission.
Sales Closures:
Number of deals closed and revenue generated.
Deal size, complexity, and profitability.
Pipeline Health:
Size and quality of opportunities within the sales pipeline.
Ratio of leads that move from qualified to proposal and closure stages.
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