Vertical Head – Pharma Sales

Position Overview

• Title: Vertical Head – Pharma Sales
• Location: Bengaluru (Head Office)
• Reports To: Chief Business Officer
• Goal: Build and lead the pharmaceutical sales vertical, drive growth, and own the P&L (profit & loss).
• Scope: Acquire, grow, and manage major pharma/biotech client accounts both in India and globally; build a high-performance sales team.
  

Key Responsibilities

• Sales & Account Leadership
• Personally close large deals with pharma and biotech clients (including clinical trial companies, vaccine firms, and logistics providers).
• Build, train, and manage a sales team across regions; set targets and monitor performance.
• Develop methods for expanding key accounts and securing long-term, high-value partnerships.
• International Business Growth
• Identify and onboard distributors and agents in strategic global markets.
• Ensure products/services meet international compliance and regulatory standards (like WHO PQS, FDA).
• Represent Tan90 at global expos and forums to generate leads.
• Customer Success
• Ensure ongoing satisfaction and retention of clients; oversee post-sale delivery and service quality (including strict SLA adherence and contract renewals).
• Resolve escalations and manage long-term relationships with enterprise accounts.
• Cross-Functional Collaboration
• Work closely with product development, R&D, operations, and supply chain teams to deliver optimal pharma solutions.
• Coordinate with leadership and executive teams on performance, expansion, and key account updates.
• Innovation & Impact
• Stay at the forefront of sustainable cold chain logistics.
• Help position Tan90 as a leader in green pharma logistics, contributing to national and global public health initiatives.
  

Requirements

• Education:
• Graduate in Engineering, Pharma, or Life Sciences (required).
• MBA (Sales/Strategy/International Business) is preferred.
• Experience:
• 12–18+ years of total experience, with at least 5 years in B2B sales in pharma/life sciences.
• Leadership of a business unit or region with annual revenue >₹25 Cr or >USD 3M.
• Experience managing cross-border (international) clients, regulatory requirements, and supply chain coordination.
• Prefer background in cold chain, pharma logistics, life sciences supply chain, enterprise B2B, or tech with pharma exposure.
• Other Requirements:
• Deep understanding of pharma logistics and temperature-controlled supply chains (including vaccines, biologics, APIs).
• Extensive network among procurement/supply chain leaders in top pharma companies.
• Willingness to travel extensively in India and abroad.
  

Key Skills

• In-depth knowledge of pharma cold chain industry and regulations (GDP, WHO, etc.).
• Familiarity with cold chain tech, PCMs, and related products/services (including Tan90’s proprietary solutions).
• Strategic sales planning, P&L and budgeting, team building, contract negotiation, and customer relationship management.
• Strong leadership, problem-solving, communication, and change management capabilities.
  

Key Performance Indicators

• Achieve annual revenue targets (INR and USD).
• Successfully onboard marquee pharma clients (minimum 3 Tier 1, 10 Tier 2 in first year).
• Reach profitability for the pharma vertical within 12–15 months.
• Expand business into at least 2 international markets within 18 months.
• Maintain client NPS (Net Promoter Score) greater than 70.
• Drive high adoption of CRM and ensure strong sales team performance.
  

In Short

About Company

• The Company develops innovative, sustainable thermal management solutions (cold chain logistics and temperature control) using proprietary Phase Change Materials (PCMs).
• Operations: 3 PCM production facilities; “Cooling as a Service” in 10+ Indian cities; aggressive expansion in India and internationally.
• Products serve vaccine, clinical trial, biologic, and pharma logistics needs.