Business Development Executive

Business Development Formulation Development & Analytical Laboratory Services

Position: Business Development Executive

Department: Business Development F&D and ADL work

Location: Vadodara / Field Based

Industry: Pharmaceutical / CRO / Contract Research

Job Purpose

To develop and grow business for Formulation Development, Analytical Development and Testing Services by identifying potential pharmaceutical clients, understanding their technical requirements, generating qualified leads, preparing proposals and quotations, and converting opportunities into long-term business relationships.

The position will focus primarily on pharmaceutical companies, formulation manufacturers, generic companies, nutraceutical companies and R&D organizations requiring formulation development, analytical development, testing and related CRO services.

Key Responsibilities

1. Business Development

• Identify and develop new business opportunities for formulation development and analytical laboratory services.
• Generate leads through direct visits, references, industry databases, LinkedIn, exhibitions, conferences and pharmaceutical networks.
• Develop relationships with decision-makers in R&D, Formulation, Analytical, QA/QC, Regulatory, Purchase and Business Development departments.
• Conduct client meetings and understand their technical and commercial requirements.
• Convert enquiries into quotations, projects and repeat business.
• Develop long-term relationships with existing and new pharmaceutical clients.

2. Formulation Development Business

Generate business for:

• Formulation development and optimization.
• Immediate-release, sustained-release and controlled-release formulations.
• RLD reverse engineering and comparative development.
• Excipient compatibility studies.
• QbD-based formulation development.
• Dissolution development and comparative dissolution studies.
• Scale-up, pilot batches and technology-transfer support.
• NDDS and specialized dosage-form development (SMEDDS/SNEDDS, microspheres, depot & long-acting injectables, peptide delivery).
• Development of solid oral, liquid, topical, transdermal and other dosage forms.

3. Analytical Development & Testing Business

Generate business for:

• Analytical method development and validation.
• Stability-indicating method development.
• Assay, dissolution and related-substance methods.
• Forced degradation studies.
• Impurity profiling.
• Method transfer, verification and re-validation.
• Stability studies (real-time and accelerated, supported by dedicated stability chambers and a walk-in GMP stability chamber).
• Routine pharmaceutical analytical testing.
• Advanced analytical testing including HPLC, UV-Visible spectrophotometry, Karl Fischer titration (water content) and polarimetry.

4. Client & Project Coordination

• Coordinate with technical teams to understand project feasibility, timelines and requirements.
• Prepare and submit technical/commercial quotations in coordination with the laboratory.
• Follow up on quotations, negotiations, purchase orders and project initiation.
• Maintain regular communication with clients until successful project completion.
• Identify opportunities for additional services and repeat business from existing clients.

5. Market Development

• Map pharmaceutical companies, manufacturers, startups and R&D organizations.
• Develop a structured database of prospective clients and key contacts.
• Monitor competitor activities, pricing and market opportunities.
• Develop territory-wise and account-wise business plans.
• Participate in pharmaceutical exhibitions, conferences and technical meetings.
• Maintain regular sales reports, pipeline reports and customer follow-up records.

Candidate Profile

Education

• B.Pharm / M.Pharm / M.Sc. / B.Sc. in Pharmacy, Chemistry, Pharmaceutical Sciences or related field.
• MBA/PGDM in Marketing/Business Development will be an advantage.

Experience

2–7 years of experience in Business Development / Technical Sales in:

• CRO / Contract Research
• Pharmaceutical R&D
• Formulation Development
• Analytical Testing
• Pharmaceutical Testing Laboratories
• API / Formulation industry

Required Skills

• Good understanding of pharmaceutical formulation development and analytical testing.
• Ability to understand technical requirements and communicate effectively with R&D and analytical teams.
• Strong client-facing and negotiation skills.
• Excellent follow-up and lead-conversion capability.
• Ability to prepare and explain technical/commercial proposals.
• Strong pharmaceutical industry networking.
• Willingness to travel for client meetings and business development activities.
• Good communication skills in English, both written and verbal.
• Result-oriented approach with strong ownership of sales targets.

Key Performance Indicators (KPIs)

• New qualified leads generated per month.
• Number of client meetings/technical discussions.
• Number and value of quotations generated.
• Lead-to-order conversion rate.
• Monthly/quarterly revenue generated.
• New clients acquired.
• Repeat business from existing clients.
• Sales pipeline value.
• Collection/payment follow-up for assigned accounts.
• Development of strategic/key pharmaceutical accounts.

Preferred Candidate

The ideal candidate should be more than a conventional sales professional. Preference will be given to a person who can understand a pharmaceutical client's technical requirement, identify the appropriate service, coordinate internally with scientists, present the solution to the client and drive the opportunity through to commercial closure.

Primary Objective

Generate sustainable business for Formulation Development and Analytical Laboratory through strong pharmaceutical industry networking, technical understanding and effective client conversion.