Director, Client Services
Position Summary
We are seeking a highly motivated and entrepreneurial Director, Client Services to drive new business growth among emerging and mid-sized biotechnology companies. This individual will be responsible for identifying, developing, and closing opportunities across a portfolio of clinical development consulting services, including clinical operations, regulatory strategy, program management, medical affairs, biostatistics, data management, and related drug development solutions.
The ideal candidate is a consultative seller with a proven track record of generating new business, building executive-level relationships, and navigating complex sales cycles within the biotech and pharmaceutical industries.
Key Responsibilities
- Drive new business development efforts with emerging, small-to-mid-sized biotechnology companies and specialty pharmaceutical organizations.
- Develop and execute strategic territory and account plans to achieve and exceed revenue targets.
- Identify, qualify, and manage opportunities through the full sales lifecycle, from prospecting through contract execution.
- Build relationships with key stakeholders, including Clinical Development, Clinical Operations, Regulatory Affairs, Medical Affairs, Procurement, and Executive Leadership teams.
- Partner with subject matter experts to develop customized solutions aligned with client drug development needs.
- Generate and maintain a robust pipeline of qualified opportunities through networking, referrals, industry conferences, outbound outreach, and account-based selling strategies.
- Lead client presentations, capabilities discussions, proposal reviews, and contract negotiations.
- Collaborate closely with internal operational teams to ensure seamless transition from business development to project delivery.
- Maintain accurate opportunity forecasts and pipeline activity within CRM systems.
- Represent the organization at industry conferences, partnering events, and strategic business meetings.
- Monitor market trends, competitive intelligence, and emerging biotech funding activity to identify growth opportunities.
Qualifications
- Bachelor's degree required; advanced scientific or business degree preferred.
- Minimum 5+ years of business development, sales, or account management experience within a CRO, life sciences consulting firm, clinical research organization, or related pharmaceutical services environment.
- Demonstrated experience selling clinical development, consulting, regulatory, medical affairs, biometrics, FSP, or outsourced drug development services.
- Proven success selling into biotechnology and pharmaceutical clients, particularly emerging and mid-sized organizations.
- History of meeting or exceeding annual sales targets and revenue goals.
- Strong hunter mentality with the ability to independently generate leads and build new client relationships.
- Experience managing complex consultative sales cycles involving multiple stakeholders and decision-makers.
- Excellent communication, presentation, negotiation, and relationship-building skills.
- Ability to travel as needed for client meetings and industry conferences.
Preferred Experience
- Existing network of biotech and pharmaceutical industry contacts.
- Experience supporting Phase I-IV clinical development programs.
- Understanding of drug development, clinical research, regulatory affairs, and commercialization processes.
- Familiarity with oncology, rare disease, immunology, neuroscience, or other specialty therapeutic areas.
- Experience selling strategic consulting, functional service provider (FSP), or full-service outsourced development solutions.
FAQs
Congratulations, we understand that taking the time to apply is a big step. When you apply, your details go directly to the consultant who is sourcing talent. Due to demand, we may not get back to all applicants that have applied. However, we always keep your CV and details on file so when we see similar roles or see skillsets that drive growth in organisations, we will always reach out to discuss opportunities.
Yes. Even if this role isn’t a perfect match, applying allows us to understand your expertise and ambitions, ensuring you're on our radar for the right opportunity when it arises.
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