Marlabs - Manager - Strategic Business Development

Role Summary:

- The Manager - Strategic Business Development (SBD) is responsible for identifying, qualifying, and driving new business opportunities within the domains of Data & Analytics, AI, Automation, Testing, and Customer Experience.

- This role involves collaboration with sales teams and technical experts to turn leads into successful engagements and business closures.

- The SBD should possess a strong understanding of industry trends, regulatory requirements, and emerging technologies, particularly in the Life Sciences sector.

- This role is pivotal in bridging the gap between technical solutions and client needs, focusing on high-quality meetings, customized proposals, and deal closures to drive business growth.

Key Responsibilities:

1. Account Research & Customized Pitch Development : In-Depth Account Research: Conduct detailed research on target companies, understanding their business goals, challenges, and competitive landscape.

- Prospect Insight Gathering: Identify and map key stakeholders, including CXOs, VPs, and Directors, understanding their roles, activities, and pain points.

- Personalized Messaging: Develop custom value propositions that align with client needs, showcasing solutions in Data & Analytics, AI, Automation, Testing, and Customer Experience.

- Competitor Analysis: Analyze competitors to highlight your company's unique edge.

- Tailored Use Cases & Case Studies: Present industry-relevant case studies that demonstrate successful solution implementations, directly addressing client challenges.

- Solution-Oriented Discussions: Frame solutions as responses to client-specific operational or strategic challenges, showing a deep understanding of their needs.

Lead Generation & Qualification:

- Targeted Outreach: Generate leads in the Life Sciences sector through cold calling, LinkedIn, roundtables, and other channels.

- Discovery Sessions: Qualify leads by assessing business requirements, pain points, and alignment with service offerings in AI, Automation, Data Analytics, and Testing.

Client Engagement & Relationship Building:

- Strategic Partnership Development: Build trusted relationships with decision-makers, positioning as a strategic partner.

- Continuous Engagement: Regularly interact with prospects to refine engagement strategies based on insights and dialogue.

Proposal Development & Solution Design:

- Tailored Proposals: Lead the development of customized proposals and presentations that address client-specific business challenges.

- Collaboration with Technical Teams: Work with technical and pre-sales teams to deliver tailored demos and proof-of-concepts that meet client needs.

Sales Pipeline Management:

- Pipeline Tracking: Manage the sales pipeline, tracking progress and addressing barriers to advance leads through the sales cycle.

- CRM Utilization: Document all client interactions and ensure timely follow-ups through CRM systems.

Technical & Industry Expertise:

- Industry Knowledge: Stay informed on regulatory changes, industry trends, and emerging technologies in the Life Sciences sector.

- Subject Matter Expertise: Act as an expert in client engagements, demonstrating how solutions can drive innovation and efficiency for clients.

Key Performance Indicators (KPIs):

- Qualified Meetings: Track monthly/quarterly client meetings with decision-makers, focusing on engagements that reveal concrete opportunities.

- Proposals Delivered: Number of qualified proposals that align with customer needs and conversion rates from leads to proposals.

- Sales Closures: Number of deals closed, revenue generated, and deal profitability.

- Pipeline Health: Size and quality of opportunities in the pipeline, with a focus on conversion ratios from leads to proposal and closure stages.

Qualifications:

- Bachelor's/Master's degree in Business, Technology, or a related field; an MBA is highly preferred.

- 8-10 years of experience in strategic business development or sales, with a focus on Data & Analytics, AI, Automation, Testing, and Customer Experience.