Regional Sales Manager - Lab Infrastructure - Pharma/Biotech

JD: Regional Sales Manager (South Central) | US Lab Infrastructure Company Position: Regional Sales Manager / Senior Manager (South Central) Location: Hyderabad, Telangana Regional Coverage: Telangana, Andhra Pradesh, and portions of Odisha Reporting To: Regional Business Head (Direct) Experience: 15+ years of relevant experience Employment Type: Full-time, Permanent Travel: Extensive travel (60-70%) across the assigned region (Telangana, Andhra Pradesh, Odisha) Industry: Lab Equipment & Infrastructure / Pharma & Biotech / Industrial Manufacturing (HVAC) / ABOUT THE COMPANY: - Hiring for a leading Global Laboratory Infrastructure (Fortune 500 company) and high-tech capital solutions organization with over 120 years of global legacy and 25+ years of market leadership in India. - The company delivers end-to-end laboratory furniture, fume hoods, containment systems, and integrated facility infrastructure for pharmaceutical, CDMO, biotechnology, healthcare, research, and industrial clients. - With global operations spanning the United States, Europe, Middle East, India, and China, it supports technically complex, multi-location projects for organizations operating in highly regulated environments. - This opportunity is for a consultative sales leader who can drive account-based growth, articulate high-value technical solutions, and transition into a Regional Head role as part of long-term succession planning. ABOUT THE ROLET: - The Regional Sales Manager / Senior Manager will drive market presence and sales execution across Telangana, Andhra Pradesh, and portions of Odisha. - Moving away from transactional price-driven sales, this role requires a strategic, consultative approach focused on solution selling, value articulation, and long-term partnership building with key C-suite/leadership stakeholders (including CFOs, Project Heads, and Lead Scientists). - The role is structured with a long-term growth trajectory: the successful candidate will initially own key accounts and regional business development under existing regional leadership, ramping up toward full regional management over a 3-4 year succession window. KEY RESPONSIBILITIES: - Consultative & Solution Selling: Position high-value, engineered solutions over price-point transactions; articulate technical differentiators, design capabilities, and ROI to senior client decision-makers. - Account-Based Marketing (ABM) & Niche Focus: Execute targeted strategies focusing on 10-15 high-yield, high-profile strategic accounts (Pharma, CDMO, Biotech, Industrial R&D) rather than volume lead-chasing. - End-to-End Business Development: Own the complete sales cycle from initial discovery, consultative design ideation, technical proposal development, and commercial negotiations through to deal closure. - Account Nurturing & Expansion: Maintain and grow existing client relationships to drive 60-70% of regional revenue through upselling and cross-selling, while generating ~30% from net-new business acquisition. - Macro Environment & Market Mapping: Continuously analyze macroeconomic trends, capital expenditure investments, and facility expansion plans across the pharma and industrial sectors in South Central India. - Cross-Functional Collaboration: Partner with the central marketing team in Bangalore for targeted lead campaigns, while coordinating internally with engineering, estimation, design, and project execution teams. - Strategic Succession & Leadership: Actively participate in leadership coaching and shadowing during the first 6-12 months to prepare for transitioning into the Regional Head role over a 3-4 year horizon. - Regional Mobility: Travel regularly to client sites, project locations, and business meetings across Telangana, Andhra Pradesh, and Odisha. PROJECTS & MARKET ENVIRONMENT: - High-value, complex laboratory infrastructure and MEP-intensive facility projects. - Greenfield, brownfield, and technical refurbishment projects for Pharmaceutical, CDMO, Biotechnology, Crop Protection, and Chemical sectors. - Capital equipment and infrastructure environments involving consultative sales cycles ranging from 3 to 6 months. REQUIRED SKILLS & EXPERIENCE: - Professional Experience: 15+ years of experience in technical sales, consultative business development, or key account management. - Industry Background: Solutions-oriented exposure within Building Materials, Industrial HVAC, MEP, Fluid/Water Distribution Systems, Elevators, ETP/STP, EPC, or related technical facility infrastructure sectors. - Mid-tier or agile organization experience preferred. - Sales Philosophy: Proven track record in consultative solution selling, account-based marketing, and handling multi-year client relationships rather than high-volume transactional sales. - Regional Network: Strong understanding of the South Central market dynamics (Telangana, Andhra Pradesh, Odisha) and direct local network/exposure. - Client-Facing Presence: Excellent communication, presentation, and executive-presence skills capable of interacting effectively with CFOs, Project Leaders, and Chief Scientists. - Leadership Potential: High level of ownership, accountability, and intrapreneurial mindset, with the capability and drive to step into a Regional Head role in 3-4 years. PREFERRED QUALIFICATIONS: - Education: Bachelor's Degree in Engineering (Mechanical, Civil, Electrical, or related technical discipline) is mandatory. - An MBA or post-graduate management degree is a strong plus. - Commercial Acumen: Strong understanding of project margins, capital investment cycles, and contract negotiations. - Technical Aptitude: Ability to interpret facility layouts and spatial design requirements during preliminary customer ideation meetings. KEY PERFORMANCE INDICATORS: - Revenue Target: Scale performance towards achieving ~- 25-30 Crores in annualized regional sales post initial onboarding/ramp-up period. - Account Acquisition: Successfully manage existing account growth (60-70% target yield) while establishing a minimum of 30% net-new key strategic client accounts annually. - Client Satisfaction & Value Articulation: Build long-term client advocacy with a minimum target customer satisfaction score of 9/10. - Pipeline Conversion: Maintain a healthy deal pipeline across target pharma, CDMO, and industrial accounts within the South Central region. COMPENSATION & BENEFITS PACKAGE A) Salary & Benefits Base Salary: - 25,00,000 to - 35,00,000 CTC per annum (commensurate with experience and capabilities). Variable Pay: 15-20% annual performance bonus (included in CTC) - ESOP: Entitled to ESOP as per company policies. Incentives: Attractive performance-linked incentive scheme based on regional targets and sales margins. B) Standard Protection & Statutory Benefits - Group Medical Insurance: - 4 lakhs coverage for complete family (self, spouse, children, parents) - Term Life Insurance: 5x CTC value providing substantial financial protection - Accidental Insurance: Comprehensive personal accident coverage - PF & Gratuity: Standard statutory benefits included within CTC structure C) Career Growth & Strategic Value - Clear Succession Track: Defined roadmap to transition into the Regional Head position within 3-4 years, taking full P&L and operational responsibility for the region. - Structured Onboarding: 6-month dedicated learning/shadowing period with no sales targets to ensure deep product and market integration. - High Visibility: Direct exposure to national business leadership, central marketing, and key global account frameworks. NOTE:This position is tailored for a mature, technical sales leader looking for a long-term career destination. - The ideal candidate blends an engineering foundation with strategic business acumen, possesses an intrapreneurial mindset, and thrives on delivering complex, high-value solutions. - This job description outlines the general nature and scope of the role and i