Engagement Manager In Pharmaceutical

Tata Consultancy Services Limited; San Antonio (TX); On-site; USD 156,000 - 200,000; Full time

Job summary

Tata Consultancy Services Limited is seeking a senior Pharma Engagement Manager for the US market to drive business development and growth across our Pharma Services portfolio in North America.

You will manage relationships with pharmaceutical, biotechnology, and life sciences organizations, leading opportunities across Clinical Development, Regulatory Affairs, Medical Writing, Pharmacovigilance, Medical Affairs, and other Pharma BPS services.

Qualifications

• Minimum 16+ years of relevant field experience in Pharma services sales or client management.
• Proven track record of closing complex enterprise deals in North America.
• Strong networks with pharma executives and procurement leaders.
• Experience in CRO or Pharma BPS preferred.

Responsibilities

• Develop and maintain executive relationships with key pharma clients.
• Identify opportunities and close strategic engagements across services.
• Lead cross-functional pursuits and manage commercial negotiations.
• Forecast revenue, manage pipeline, and drive growth in NA.

Skills

Customer relationship management

Hunter mentality / new logo

Strategic account management

Pharma/Life Sciences knowledge

Job description

We are seeking a senior Pharma Engagement Manager - US to drive business development and growth across our Pharma Services portfolio in the North America market.

The primary charter of this role is managing existing relationships with responsibility for identifying, developing, and closing strategic opportunities with pharmaceutical, biotechnology, and life sciences organizations. The role will manage and drive opportunities across Clinical Development Services, Regulatory Affairs, Medical Writing, Pharmacovigilance, Medical Affairs, and other Pharma Business Process Services (BPS).

The ideal candidate will have significant experience in a similar engagement leader role within a CRO, Pharma BPS organization, Life Sciences services company, or Clinical/Regulatory services provider, combined with strong relationships across the pharmaceutical ecosystem.

Key Responsibilities

2. Client & Executive Relationship Management

• Develop and maintain strong relationships with key customer executives and decision-makers, including Pharmacovigilance Heads, Regulatory Affairs Heads, Clinical Development Functional Heads, Therapeutic Area Heads, Medical Affairs leadership, Procurement leadership, External Alliances teams, and R&D executives.
• Establish trusted‑advisor relationships with senior client stakeholders and develop a strong understanding of their strategic priorities, transformation agenda, sourcing strategy, and operating challenges.
• Engage clients proactively to identify emerging requirements and create new business opportunities.

3. Account Growth & Cross‑Selling

• Identify opportunities to cross‑sell and up‑sell additional Pharma and MedTech business services within newly acquired and strategic accounts.
• Expand relationships across different functions, therapeutic areas, business units, and geographies.
• Partner with account and delivery leadership to increase wallet share and establish long‑term strategic relationships.

4. Strategic & Consultative Selling

• Understand clients' R&D, clinical, regulatory, safety, medical, data, and technology priorities and translate them into differentiated business propositions.
• Position services and solutions based on measurable business outcomes such as speed‑to‑market, quality, compliance, productivity, cost optimization, scalability, and transformation.
• Develop propositions combining Pharma domain expertise, global delivery, process transformation, GenAI/AI, and analytics.
• Lead complex pursuits involving multiple stakeholders, services, geographies, and commercial models.
• Develop compelling executive presentations, proposals, business cases, and commercial propositions.

5. Revenue, Pipeline & Commercial Management

• Own and deliver agreed revenue, bookings, TCV, profitability, new‑logo, and pipeline targets.
• Drive pipeline targets through proactive demand creation and systematic opportunity development.
• Maintain strong pipeline discipline, opportunity qualification, and sales forecasting.
• Manage commercial negotiations and contribute to pricing, deal structuring, contracting, and risk assessment.
• Maintain focus on both revenue growth and profitable business.

6. Planning & Forecasting

• Lead sales forecasting and business planning for the assigned North America market/accounts.
• Provide inputs into strategic account planning, market planning, investment priorities, and annual operating plans.
• Review sales pipeline, delivery readiness, account plans, revenue projections, and budgets on a regular basis.

7. Collaboration & Networking

• Collaborate closely with Clinical, Regulatory, Pharmacovigilance, Medical Writing, Medical Affairs, Data, Technology, Solution, Delivery, Marketing, Finance, Legal, and Commercial teams to develop winning propositions.
• Mobilize cross‑functional teams for strategic pursuits and ensure alignment between client requirements, solution design, commercial models, and delivery capabilities.
• Represent the organization at relevant Pharma conferences, industry forums, executive roundtables, and client events.
• Build relationships with ecosystem partners and alliances where these can generate new opportunities.

Experience & Qualifications

• Typically, 16+ years of relevant experience, including substantial experience in Pharma/Life Sciences business development, sales, and client management.
• Demonstrated success in a hunter/new‑logo acquisition role, with a strong record of originating and closing complex enterprise services deals.
• Prior experience with a CRO, Pharma BPS provider, Life Sciences services organization, Clinical Services company, Regulatory Services organization, or similar provider is strongly preferred.
• Strong experience selling one or more of the following:
  • Clinical Development / Clinical Operations Services
  • Regulatory Affairs & Regulatory Operations
  • Medical Writing
  • Pharmacovigilance / Drug Safety
  • Medical Affairs
  • Clinical Data Management / Biostatistics
  • Clinical Technology & Data Services
  • Pharma BPS / Knowledge Process Services
• Strong understanding of the US pharmaceutical and biotechnology market and Pharma outsourcing ecosystem.
• Demonstrated experience developing relationships with senior Pharma functional and procurement executives.
• Experience managing complex sales pursuits, RFPs, commercial negotiations, and executive presentations.

Key Success Measures

• Qualified pipeline and demand generated
• Bookings / Total Contract Value (TCV)
• Revenue and profitable growth
• Pipeline‑to‑win conversion
• Cross‑sell and up‑sell growth
• Number and quality of senior client relationships

Ideal Candidate Profile

A highly networked Pharma services engagement leader, capable of managing and opening doors at major North American pharmaceutical and biotechnology organizations and converting senior relationships into strategic opportunities. The candidate should combine Pharma domain understanding, executive relationship management, consultative selling, commercial acumen, and strong deal‑closing capabilities, with demonstrated experience selling Life Sciences Clinical, Regulatory, Medical Writing, Pharmacovigilance, Medical Affairs, and broader Pharma BPS services. Experience working in a CRO or Pharma/Life Sciences BPS and services organization and an established network of senior Pharma executives across North America will be particularly valuable.

Salary Range: $155,500 - $200,000 a year

#LI-MG2

Location: San Antonio, TX

Function: CONSULTANCY

Role: Engagement Manager

ID: 435032

Skills: Customer Relationship Management

Salary Range: $155,500 - $200,000