Business Development Manager

This is a fully remote position, open to applicants in Arizona, +24 more states.

📋 Description

• Identify, pursue, and secure new business opportunities that align with RWS strategic goals.

• Develop and implement strategic account plans to enhance existing relationships and tap into new business units within target accounts.

• Establish and nurture strategic relationships with pharmaceutical companies, biotechnology firms, CROs, eCOA technology providers, and related clinical research organizations.

• Create and sustain a strong sales pipeline while meeting revenue, profitability, and growth targets.

• Manage pipeline, ensure forecasting accuracy, and monitor sales performance using a metrics-oriented approach.

• Discover cross-sell and upsell opportunities throughout the wider RWS portfolio.

• Oversee commercial negotiations, proposals, pricing discussions, and contract negotiations in collaboration with Legal, Finance, and Commercial leadership.

• Conduct customer discovery discussions to uncover both explicit and latent customer needs.

• Transform customer challenges into customized solutions utilizing the RWS Linguistic Validation and Digital Health offerings.

• Communicate measurable business outcomes and return on investment effectively.

• Develop business cases and presentations that highlight RWS's unique advantages over competitors.

• Guide customers through intricate purchasing processes.

• Build trustworthy relationships with executive sponsors, procurement leaders, clinical operations teams, digital innovation leaders, and strategic decision-makers.

• Formulate multi-level stakeholder engagement strategies and influence decision-making processes.

• Provide market insights, best practices, and strategic recommendations throughout the customer lifecycle.

• Maintain a strong knowledge base of the pharmaceutical, biotechnology, CRO, and eCOA technology landscapes.

• Lead cross-functional deal teams that include Solution Consultants, Delivery, Operations, Product, Marketing, Quality, and Subject Matter Experts.

• Collaborate with operational teams to facilitate the transition of sales through implementation and delivery.

• Contribute to sales methodologies, messaging, playbooks, and commercial best practices.

• Share market intelligence, customer insights, and sales best practices across the commercial organization.

⛳️ Requirements

• Proven success in Business Development, Enterprise Sales, Strategic Account Management, or similar customer-facing commercial roles.

• Solid track record in consultative, solution-oriented selling within complex B2B environments.

• Experience in managing lengthy, multi-stakeholder sales cycles involving executive-level decision-makers.

• Excellent executive communication, presentation, and influencing abilities.

• Experience in negotiating commercial agreements and managing strategic customer relationships.

• Capable of navigating complex matrix organizations while influencing without direct authority.

• Strong commercial and financial acumen, with the ability to articulate customer value and return on investment.

• Experience with Salesforce (preferred) or similar CRM platforms for managing pipeline, forecasting, and customer engagement.

• Highly organized with exceptional planning, prioritization, and time management skills.

• Preferred: Experience selling to pharmaceutical companies, biotechnology organizations, Contract Research Organizations (CROs), or eCOA technology providers.

• Preferred: Experience in selling Linguistic Validation, Clinical Outcome Assessments (COAs), eCOA, localization, Digital Health, clinical technologies, SaaS, or other technology-enabled services.

• Preferred: Understanding of global clinical development, patient-facing technologies, and regulated research environments.

• Preferred: Established relationships within the Life Sciences ecosystem.

• Preferred: Familiarity with strategic sales methodologies such as MEDDICC, Challenger, Miller Heiman, SPIN Selling, or equivalent.

• Candidates must reside in the state advertised to be considered: Arizona, California, Colorado, Connecticut, Florida, Georgia, Iowa, Illinois, Kansas, Massachusetts, Maryland, Maine, Michigan, Missouri, North Carolina, New Jersey, Ohio, Oregon, Pennsylvania, Rhode Island, South Carolina, Tennessee, Texas, Virginia, Washington, or Wisconsin.

🏝️ Benefits

• Generous paid time off package, beginning with 25 days per year (10 sick days and 15 vacation days).

• Company holidays.

• Day off for your birthday.

• Paid time for volunteering.

• 100% paid parental leave.

• 401(k) retirement plan with company matching.

• Company-wide agile work policy offering flexible work arrangements.

• Opportunities for training, professional development, and personal growth.