Position Details: BDM Engineering & IoT, Pharma

TCS IoT And Digital Engineering Position

This position is part of TCS IoT and Digital Engineering horizontal business unit to drive the growth of engineering services for major Pharma customers in North America. The ideal candidate will have over 15 years of industry experience building strong client relationships, shaping proposals, and drive solution-based sales while collaborating with cross-functional teams to create business opportunities and enhance value for pharmaceutical customers.

Goals:

• New business Win - Total Contract Value $ Mn
• New logos added
• Large deals won on New logos

Key responsibilities:

• Promote the company's engineering services to major pharmaceutical and biopharmaceutical customers, addressing key areas such as process manufacturing, regulatory compliance, and digital transformation.
• Work within a multi-disciplinary team to develop proposals based on customer-specific requirements and industry regulations.
• Present, promote, and sell IoT and engineering services to existing and prospective pharmaceutical clients.
• Establish, develop, and maintain strong relationships with prospects and client stakeholders across manufacturing, quality, and regulatory functions.
• Collaborate with clients to identify engineering challenges in areas such as recipe design and management, overall equipment effectiveness (OEE), center lining, downtime tracking, batch and material tracking, and guided operations (maintenance & changeover).
• Work with cross-functional teams to promote engineering solutions and drive new business opportunities within the pharmaceutical and biopharmaceutical sector.
• Conduct market analysis, lead business planning, and develop strategic sales initiatives. Track sales progress and provide status updates.
• Monitor client engagement, support business reviews, and implement measures to strengthen relationships and expand service adoption.
• Drive awareness of IoT and digital engineering solutions through industry events, thought leadership, and client engagements.

Minimum Qualifications:

• Around 12 years of experience working with pharmaceutical and biopharmaceutical customers providing professional services and engineering deployments.
• Strong knowledge of pharmaceutical and biopharmaceutical process manufacturing
• Experience in developing sales and account plans for a pharmaceutical customer portfolio.
• Familiarity with Good Manufacturing Practice (GMP) compliance requirements, including quality risk assessment, process quality control, and assurance.
• Proven track record in pursuing and selling engineering services projects valued at $5-10 million.
• Established consultative relationships with pharmaceutical clients, with strong client references spanning 5+ years.
• Ability to build and maintain a strong client network within the pharmaceutical sector.

Preferred Qualifications:

• Bachelor's or Master's degree in engineering