Account Lead

Mohali/Remote

Experience:

5-10 Yr

Salary:

Negotiable

Functional Area

The Account Lead is responsible for leading commercial opportunities from initial engagement through contract execution by coordinating internal experts, developing integrated client solutions, managing opportunity pursuits, and expanding strategic customer relationships. The role serves as the primary commercial integrator across business development, solution development, delivery, and executive leadership to maximize win probability and long-term client growth.

Education Requirements

Bachelor s degree in Life Sciences, Healthcare, Business, Technology, or related discipline, or equivalent professional experience.

Technical Skills Requirements

• Strategic account planning and account growth management

• Client relationship development and executive stakeholder engagement

• Consultative selling and solution-based business development

• Opportunity identification, qualification, and pipeline management

• Proposal development, pricing, and commercial negotiations

• Cross-functional solution development with delivery and product teams

• Contract management and Statement of Work (SOW) development

• Customer success, satisfaction, and account retention strategies

• Market intelligence and competitive analysis

• Sales forecasting, CRM management, and performance reporting

• Financial acumen including revenue forecasting and profitability awareness

• Microsoft Office Suite (Excel, PowerPoint, Word), CRM platforms (Salesforce, HubSpot, or equivalent), Microsoft Teams, SharePoint, and proposal management tools

• Ability to leverage AI-enabled sales, CRM, and customer engagement platforms

Experience Requirements

• 5 10 years of experience within pharmaceutical, biotechnology, CRO, clinical technology, consulting, healthcare, or related industries.

• Demonstrated experience working directly with clients, customers, or external stakeholders.

• Strong understanding of clinical development, healthcare, technology-enabled services, consulting solutions, or related business environments.

• Experience in business development, account management, client services, project delivery, consulting engagements, or commercial activities.

• Strong communication, relationship-building, and presentation skills.

Desirable Requirements

• Experience within pharmaceutical RD, clinical development, clinical operations, data management, biometrics, medical writing, pharmacovigilance, or clinical technology functions.

• Experience supporting proposal development, solution design, or commercial pursuits.

• Understanding FSP, consulting, managed services, or technology-enabled service delivery models.

• Experience working within matrixed organizations and cross-functional teams.

• Exposure to CRM tools, account planning, or pipeline management processes.

Responsibilities

The Account Lead is expected to:

• Generate qualified business opportunities

• Expand client relationships

• Lead Commercial Solution Development activities

• Increase account revenue

• Client satisfaction

• Support retention and renewal efforts

• Expand awareness of MARS/GenInvo capabilities

• Strengthen market presence

Business Development Market Development

Responsible for identifying, developing, and cultivating new business opportunities. Accountable for defined business development, pipeline generation, account growth, and revenue objectives / targets established through annual goals.

• Identify prospective clients and market opportunities

• Build and maintain professional networks

• Conduct outreach and relationship-building activities

• Participate in conferences, industry meetings, and networking events

• Support lead generation and opportunity qualification

• Schedule and support introductory meetings

• Partner with leadership on opportunity pursuit strategies

• Contribute to pipeline creation and growth

Opportunity Leadership Commercial Solution Development

• Lead end-to-end opportunity strategy from qualification through client decision.

• Translate client business challenges into integrated commercial solutions.

• Coordinate cross-functional pursuit teams including Solution Owners, SMEs, delivery leaders, finance, marketing, technology, and executive leadership.

• Facilitate solution design workshops to align proposed capabilities with client priorities.

• Drive development of compelling executive presentations, proposals, value propositions, business cases, and demonstration materials.

• Ensure all pursuit materials present a consistent, differentiated story and commercial strategy.

• Coordinate internal review cycles to ensure quality, alignment, and timely delivery of client materials.

• Lead pursuit planning meetings and maintain pursuit action plans, responsibilities, milestones, and deadlines.

• Identify competitive positioning, differentiators, risks, and win strategies for each opportunity.

• Drive proposal refinement based on client feedback throughout the sales cycle.

• Coordinate client follow-up activities after meetings, workshops, and proposal submissions.

• Maintain overall ownership of pursuit momentum until commercial decision.

Account Growth Relationship Management

Responsible for expanding existing client relationships and increasing client value.

• Develop trusted relationships across assigned accounts

• Understand client objectives and business priorities

• Identify opportunities to expand products and services

• Support proposal development and opportunity pursuit

• Maintain account growth plans and stakeholder maps

Client Success Value Realization

Responsible for helping ensure clients achieve value from MARS/GenInvo solutions.

• Monitor account health and client satisfaction

• Maintain awareness of active engagements

• Facilitate resolution of delivery challenges

• Ensure client expectations remain aligned with delivery performance

• Identify risks and escalate to resolution

Relationship Interactions

• Clients trust your recommendations

• New opportunities are regularly identified

• Prospects become active relationships

• Clients expand use of products and services

• Internal teams view you as a connector and collaborator

• You actively contribute to company growth

Reporting To

Chief Growth Officer

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