Director/Senior Director, Business Development, Clinical Solutions, EMEA

Overview

In this role you drive strategic growth for mid-size pharmaceutical accounts across Europe, leading complex solution sales and shaping partnerships around IQVIA’s clinical development capabilities. You will build long-term relationships with key decision-makers, develop tailored sales plans, and advocate for IQVIA solutions as accelerators of drug development. The position sits in a global, data-enabled company and offers impact across multiple geographies. You will work with cross-functional teams to win and delivery value to clients.

Responsibilities

• Achieve and manage annual sales targets across pharmaceutical clients within the offering suite
• Maintain deep knowledge of IQVIA services to enable cross-sell opportunities
• Prospect and develop new business opportunities within target accounts
• Create and execute comprehensive sales plans for each account
• Cultivate long-term relationships with key decision-makers and understand the customer organization
• Network within the industry to identify opportunities
• Monitor competitive activities and develop reasons for awards/non-awards
• Maintain a healthy pipeline by tracking leads and opportunities
• Analyze opportunities and devise tailored sales strategies for customers
• Propose appropriate strategies/solutions and monitor plan execution and results
• Coordinate with project managers to assess customer satisfaction and project progress
• Educate team members on customer culture and sales techniques to close deals
• Collaborate with contracts and proposals to develop proposals
• Follow up on sales to drive completion of contracts and documentation
• Use CRM for reporting and dashboards to analyze business development activities
• Maintain high visibility within customer organizations
• Lead or participate in sales change-management initiatives
• Provide mentorship and support for junior sales staff

Key requirements

• 10+ years of business development experience in Clinical Research Organizations with a focus on large-scale clinical programs
• Proven success in managing and growing strategic accounts within mid-size pharma
• Strong understanding of global clinical development, regulatory pathways, and therapeutic areas
• Executive presence with excellent communication, negotiation, and influencing skills
• Ability to navigate complex sales cycles and drive cross-functional collaboration
• Experience with portfolio-level planning, asset prioritization, and long-range forecasting
• Strong financial acumen and ability to structure deals balancing client value with commercial viability

• Executive presence
• Negotiation
• Influencing skills
• CRM usage for reporting and dashboards
• Portfolio-level planning
• Long-range forecasting

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