General Manager - Sales - Pharma/Biotech Equipment

Our client is a global pharmaceutical equipment manufacturer supplying core equipment, integrated systems, process support, and pharma engineering to the pharma and biotech industries. It has supplied equipment to 3,000+ pharma companies in 50+ countries, and has an established India and Europe presence.

Our client seeks Sales Head for India business. This role is based in Mumbai and designated as General Manager, reporting to the director with the team of 10.

Incumbent MUST have minimum 20 years of sales experience.

Out of these 20+ years, a large part should be in direct B2B / project (CAPEX) sales of pharma, biopharma, or life-science process equipment machines - not general industrial sales. Candidates should currently be at a senior sales leadership level (e.g. Senior GM / GM / AGM / AVP / Head - Sales, or a similar senior role about to move up), already handling a full sales team and large-value accounts pan-India.

Best-Fit Background: Currently leading equipment sales (not consumables / reagents / services alone) for a company that sells capital machinery to pharmaceutical, injectable, biopharma, CDMO, or vaccine manufacturers. Should have handled large CAPEX / project deals (not small-ticket repeat sales) and worked directly with CXOs on the customer side. NOT a fit: candidates from pure API / bulk-drug chemical sales, pharma marketing / product sales (medical reps, brand sales), or IT / FMCG capital sales - the equipment-project sales exposure is essential.

Qualification: Engineering / Pharmacy / Biotechnology degree is required as the base qualification; an MBA or PGDM on top of that is preferred but not mandatory on its own.

Team Handling: Yes - this is a leadership role. Candidate must have led, mentored, and grown a sales team, not just carried an individual sales number.

Travel: Extensive pan-India travel; the role also involves handling international project leads that come through the existing India customer base.

In short: we are looking for a senior sales leader - not a mid-level sales manager - with 20+ years in pharma / life-science equipment sales, who can own the overall India sales function, run a team, sit across the table from CXOs, and close large project deals.

Job Purpose:

Own and lead the sales function for India - driving revenue and margin growth, building senior relationships with pharmaceutical and injectable manufacturers, and leading the sales team to convert large CAPEX / project opportunities into orders.

Key Responsibilities:

• Lead and drive sales and business development across India.

• Develop and execute sales strategy to achieve revenue and profitability targets.

• Build strong relationships with pharmaceutical and injectable manufacturing customers across India.

• Handle international project leads coming through the existing India customer base.

• Identify and develop large CAPEX / project opportunities and convert them into confirmed orders.

• Manage key accounts and CXO-level customer relationships.

• Lead commercial negotiations, ensuring healthy margins on every deal.

• Track market trends, competitor moves, and upcoming pharmaceutical projects across India.

• Lead, mentor, and develop the sales team.

• Prepare sales forecasts, budgets, pipeline reports, and management MIS.

• Coordinate with Engineering, Projects, Service, Supply Chain, and Finance for smooth order execution.

• Manage the existing customer base while developing new markets, customers, and strategic partnerships for sustainable growth.

Key Skills & Competencies (Must-Have):

• 20+ years in pharma, biopharma, or life-science equipment / process-solutions sales - this experience floor is firm for this role.

• Strong, proven track record in B2B, project / CAPEX sales and business development (large-ticket deals, not transactional sales).

• Deep, active industry network across pharmaceutical, injectable, biopharma, CDMO, and vaccine manufacturing companies in India.

• Strong leadership experience - has built, led, and grown a sales team.

• Excellent negotiation, communication, and CXO-level relationship management skills.

• Comfortable owning revenue, margin, and pipeline numbers for a full national sales function.

Key KPIs for the Role:

• Revenue Growth

• Order Booking

• Gross Margin

• New Customer Acquisition

• Sales Pipeline Health

• Project Conversion Rate

• Team Performance

Suitable Industry Background:

• Pharmaceutical / biopharma process & packaging equipment manufacturing companies.

• Aseptic filling, freeze-drying (lyophilization), and injectable line equipment companies.

• Pharma secondary packaging equipment companies (cartoning, labeling, serialization lines).

• Pharma engineering / turnkey project (EPC) companies serving injectable and biologics manufacturers.

• NOT a fit: pure API / bulk-drug chemical sales, pharma product / brand sales (medical reps), FMCG or IT capital sales.

Ideal Candidate Snapshot:

• 20+ years in pharma / biopharma / life-science equipment sales - this is a hard floor, not a guideline.

• Currently a senior sales leader (GM / VP / National Head) already running a team and owning a full India (or large regional) sales number.

• Strong personal network with CXOs at pharmaceutical, injectable, biopharma, CDMO, and vaccine companies.

• Track record of closing large project / CAPEX equipment deals, not small repeat-order sales.

• Engineering / Pharmacy / Biotechnology graduate, MBA / PGDM preferred.

• Comfortable with extensive pan-India travel and occasional international project involvement.