Pharmaceutical ingredients Sales Manager

ABS FOODS LIMITED · Ahmedabad, India

JOB DESCRIPTION

Pharma Sales Manager – Pharmaceutical Excipients

Company: ABS FOODS LTD

Position: Pharma Sales Manager – Pregelatinized Starch

Department: Pharmaceutical Ingredients / Specialty Ingredients

Location: Ahmedabad, India

Experience: 5–10 years preferred

Employment Type: Full-time

About the Role

ABS FOODS LTD is expanding its pharmaceutical ingredients business and is looking for an experienced and commercially driven Pharma Sales Manager to lead the sales and business development of our pharmaceutical-grade pregelatinized starches and specialty excipients .

The person will be responsible for developing business with pharmaceutical manufacturers, formulation companies, contract manufacturers, nutraceutical companies and pharmaceutical excipient distributors .

This is a B2B technical sales role requiring strong relationships with pharmaceutical formulation, R&D, procurement, QA/QC, regulatory and production teams.

Key Responsibilities

1. Business Development

• Develop and execute a sales strategy for ABS pharmaceutical-grade pregelatinized starches.
• Identify and develop new pharmaceutical customers across India and international markets.
• Build a strong pipeline of pharmaceutical companies, formulation manufacturers and CDMOs.
• Generate new business opportunities and convert prospects into regular customers.
• Develop distributor and channel-partner networks where appropriate.

2. Technical Sales

• Understand customer formulation requirements and recommend suitable pregelatinized starch grades.
• Promote applications in tablet binding, direct compression, wet/dry granulation, capsule filling, filler/diluent and disintegration .
• Coordinate with ABS R&D/application teams for customer trials and formulation development.
• Arrange samples, technical presentations and product trials with customers.
• Follow up on customer trials and convert successful trials into commercial business.

3. Customer Relationship Management

• Develop relationships with:
• Formulation R&D departments
• Purchase/procurement teams
• QA/QC departments
• Regulatory affairs teams
• Production and technical teams
• Senior management
• Understand customers' current excipient requirements, approved suppliers and competitive products.
• Maintain regular communication with key accounts and develop long-term relationships.

4. Product Registration & Approval

• Coordinate with customers for vendor registration and product approval.
• Understand and communicate requirements related to pharmacopoeial specifications, COA, technical data sheets, regulatory documentation, stability data and quality documentation .
• Work closely with ABS Quality and Regulatory teams to respond to customer technical queries.

5. Market Intelligence

• Monitor competitors, pricing, new excipient products and market trends.
• Identify pharmaceutical companies currently using pregelatinized starch and related excipients.
• Identify opportunities to replace imported or competing products with ABS products.
• Prepare regular reports on market potential, customer pipeline, sales and competitor activity.

6. Sales & Commercial Responsibilities

• Achieve monthly, quarterly and annual sales targets.
• Prepare quotations and negotiate commercial terms within approved company guidelines.
• Develop annual sales plans and customer-wise business targets.
• Ensure timely follow-up for purchase orders, payments and repeat business.

Target Customers

The candidate will be expected to develop business with:

• Pharmaceutical formulation manufacturers
• Tablet and capsule manufacturers
• CDMOs/CMOs
• Nutraceutical manufacturers
• Contract formulation companies
• Pharmaceutical excipient distributors
• Generic pharmaceutical companies
• Large and mid-sized formulation companies

Preferred Candidate Profile

• Bachelor's or Master's degree in Pharmacy, Pharmaceutical Sciences, Chemistry, Life Sciences, Food Technology, Chemical Engineering or a related field .
• 5–10 years of B2B sales experience , preferably in pharmaceutical excipients or specialty ingredients.
• Experience selling to pharmaceutical formulation companies will be strongly preferred.
• Good understanding of tablet manufacturing, granulation, direct compression and pharmaceutical excipients .
• Existing relationships with pharmaceutical purchase/R&D teams will be an advantage.
• Strong communication, presentation and negotiation skills.
• Willingness to travel extensively across India.
• Entrepreneurial approach with the ability to independently develop a new business vertical.

Key Performance Indicators – KPIs

The candidate will be evaluated on:

• New pharmaceutical customers acquired
• New customer trials initiated
• Successful product approvals
• Conversion of trials into commercial orders
• Monthly and annual sales revenue
• Sales volume of pregelatinized starch
• Gross contribution/margin
• Number of active pharmaceutical accounts
• Distributor development
• Customer retention and repeat orders
• Development of export opportunities

What ABS FOODS LTD Offers

• Opportunity to build a new pharmaceutical excipient business vertical .
• Direct interaction with senior management.
• Strong R&D and manufacturing support.
• Opportunity to develop both Indian and international markets .
• Performance-linked growth and incentives.
• Opportunity to create and lead a larger pharmaceutical ingredients business over time.

Ideal Candidate

We are looking for a business builder, not just a salesperson —someone who already understands the pharmaceutical industry, can open doors with formulation companies, technically present our pregelatinized starches, coordinate trials and approvals, and convert those opportunities into long-term commercial relationships.

The successful candidate will be expected to take ownership of the pharmaceutical pregelatinized starch business from customer