Associate Director, Business Development – IT

Summary Of Department Focus
Cognizant is a prominent technology services company that drives modern businesses across various industries. The company has developed Industry Solutions across several verticals and value chains.

Our
Life Sciences Manufacturing Industry Solutions Group
leads digital transformation in manufacturing IT, OT, and Quality control labs within the Life Sciences sector. We enhance operational efficiency and ensure regulatory compliance. Our teams guide clients through Pharma 4.0, offering expertise in IT, OT, IoT, infrastructure, and services.

The LSM ISG provides end-to-end services, including consulting, systems integration, and support for manufacturing facilities. We excel in process automation, data infrastructure and intelligence, manufacturing operations management (MOM/MES), quality control lab informatics, and Smart Manufacturing.

One of strategic growth objectives is UKI region markets and LSMG is looking for a highly accomplished, results-driven sales executive to originate, advance, and close sales opportunities. This individual will be working within our industry community (Client Partners, Client Relationship Managers (CRM), GGM Sales Head, LSM ISG leadership and the UKI MCU (Market Commercial Unit) leadership to drive sales and business development in a high growth environment.

Summary Job Description

• Drive sales and pipeline for set of accounts and the region.
• Build strong internal relationships with Cognizant's UKI MCU (Market Commercial Unit) leadership, LSMG Delivery Heads and other core leaders.

Key Accountabilities

• Closing Sales - The main responsibility and focus of the role will be the growth of our business within UK & Ireland market. Specifically, win new deals in customer account per pre agreed targets.
• Sales Plan Creation - Developing and executing a growth plan for Life science manufacturing domain within the region.
• Forecasting – Closely work with delivery and operations team for maintaining forecast consistency for the assigned accounts.
• Pipeline Management - Among the critical tasks likely be featured in the sales plans, are developing the opportunity pipeline, qualifying high priority deals and winning new business in line with agreed targets. Pipeline tracking and management using Cognizant CRM platform.
• Demand Generation - To work with UKI MCU teams to identify prospects, create marketing plans and take responsibility to engage new clients in conversation.
• Proposal and Pricing Development - Understand customer needs and translate them into winning proposals in partnership with the presales / solution and business development teams. Develop deals and pricing proposals as part of a winning sales pursuit. Work closely with the BU & ISG FP&A teams.
• Client Relationship Building - Build relationships across senior stakeholders in client organizations and developing executive level relationships.
• Travel - Weekly travel within the market will vary depending on customer and prospect requirements.

Key Competencies

• Understanding of Manufacturing IT and OT technologies and able to engage customers through deal, solution and transformation shaping discussions.
• Hands on participation in solution and content development, in response to client requests or RFx.
• Industry Experience - Demonstrated ability to understand manufacturing business process challenges in life science industry and translating the needs in developing compelling solutions with a strong focus on value delivery.
• Verbal Communication Skills - Excellent public speaking and presentation skills including the ability to convey a set of complex and detailed deal elements in a compelling, engaging, and easy to understand manner
• Written Communication Skills - Ability to create compelling sales story lines and PowerPoint decks for presentation to senior executives.
• Possess the innate ability to thrive in a fast-paced, client-focused, changing environment and work independently in a self-directed manner.

Experience

• Demonstrable experience working in LS Manufacturing IT or OT sectors, in sales and business development roles.
• Well connected to the local LS community and experience working with Senior Directors & VP level executives responsible for IT and OT/ engineering and site operations within the local market (UK)
• Experience working within Manufacturing IT, OT systems integration or consulting businesses, Lab informatics can be added advantage.
• Experience in proactively growing customer relationships within an account while expanding their understanding of the customer's business.
• Relationships or experience working with OT technology providers like Emerson, Koerber, Siemens, Rockwell, Aspentech, Tulip etc. to be added advantage