Sales executive in pharmaceutical APIs

Esson Group is an international pharmaceutical group that sources and supplies active pharmaceutical ingredients (APIs), intermediates and raw materials to drug manufacturers. We are headquartered in Mumbai, with offices in Moscow and Hangzhou and our own R&D centre in Hyderabad. Sourcing is our strength. Our teams in India and China — where most of the world’s APIs are made — know the plants from the inside: they find the right manufacturer for a specific molecule and pharmacopoeia, check documents and quality, negotiate price and arrange delivery.

• Build relationships with Russian drug manufacturers and API producers (we supply them with intermediates) and understand their needs: what they make and plan to launch, where they rely on a single supplier, which molecules are coming off patent
• Reach clients before they send out a request for quotation; offer existing clients new molecules and a second-source role
• Lead deals from first contact through samples, documentation and site audits to getting our source registered in the client’s dossier and regular supplies
• Analyse the market — imports, tenders, patents, supplier product lists — to find promising molecules for our portfolio
• Own your projects: dig into sourcing challenges and work with colleagues in India and China to find solutions
• Review incoming requests, set priorities and pass only promising ones to sourcing
• Manage existing clients: repeat orders, volumes, pricing, contracts and quality claims
• See each deal through to the end: specification, delivery to the client’s warehouse, documents and payment
• Prepare commercial offers and contracts, track payments and keep the CRM up to date yourself

• 3+ years in B2B sales, including at least 1 year selling APIs, intermediates, excipients or contract manufacturing services
• Direct sales experience with Russian pharmaceutical manufacturers — you know who influences supplier choice at a plant
• You can name the clients and deals you brought in yourself, and you know your numbers
• You understand how a supplier gets approved at a plant: samples, documents, audit, inclusion in the dossier
• You can read a certificate of analysis and a specification, and you know what a pharmacopoeia, DMF and CEP are
• English for daily emails and calls
• Readiness to travel
• You want your income to depend on results and you are ambitious about earning
• The role is remote, but you need to be based in Moscow: personal contact with clients matters.
• Будет плюсом: Active contacts in procurement, R&D or regulatory affairs at Russian manufacturers; Experience at a distributor or trader of APIs from India and China; A degree in chemistry, pharmacy or biotechnology; Clients in the CIS

• Base salary plus a percentage of gross profit (the salary range in this posting shows the base salary)
• A separate bonus each time our source is registered in a client’s dossier
• Autonomy
• An international team: colleagues in Mumbai and Hangzhou, English every day
• Remote work, with an office available if you prefer to work from it
• Employment under the Russian Labour Code or a B2B contract — your choice