Director of Business Development - CRO Services & Software Solutions (Remote - Europe)

Emmes Group; Bern; À distance; CHF 167 000 - 222 000; Plein temps

Résumé du poste

Emmes is seeking a Director of Business Development for Europe to drive revenue growth across CRO services and software solutions. This remote role targets applicants in Europe, preferably near major airports, capable of selling into Bio-Pharma, SaaS, AIaaS, and CRO markets.

You will build executive-level relationships, develop strategic account plans, and lead cross-functional teams to deliver integrated client solutions and long-term growth across Emmes' portfolio.

Qualifications

• Bachelor’s degree in Life Sciences, Healthcare, Business, Technology or related field.
• 8–10 years of business development, sales, or commercial leadership.
• Experience selling CRO services, clinical technology platforms, or SaaS solutions.
• Ability to engage executive decision-makers and travel as needed.
• Proven track record of achieving revenue targets in a complex sales environment.

Responsabilités

• Drive net-new business growth across CRO and software solutions.
• Develop and execute territory and account plans with cross-functional teams.
• Lead executive meetings, capability presentations, and bid defense.
• Build and maintain a robust pipeline with strategic account management.
• Provide market intelligence and identify long-term growth opportunities.

Connaissances

Clinical lifecycle

Solution selling

Executive presence

CRM proficient

Strategic account planning

Formation

Bachelor’s degree

MBA/MS/MS/MPH preferred

Outils

CRM platforms

Microsoft Office

Business analytics tools

Description du poste

Overview

Director of Business Development - CRO Services & Software Solutions (Europe)

Location

Location: Remote in Spain, Sweden, Switzerland and/or the Netherlands.

Synopsis

Synopsis: This is a remote role. We are only considering those applicants who are presently residing in Spain, Sweden, Switzerland and/or the Netherlands. Ideally close to a(n) (major) airport given that this role requires travel to customer sites. We're seeking a seasoned sales professional who has sold into the Bio-Pharma space SaaS (Software as a Service), AIaaS (AI as a Service) and/or CRO (Contract Research Organization) Services supporting Clinical Trials. This is primarily a hunter role (new business development).

Primary Purpose

The Director of Business Development is responsible for driving revenue growth by identifying, developing, and closing new business opportunities across Emmes' portfolio of clinical research services and technology solutions. This role serves as a strategic commercial leader responsible for positioning Emmes as a trusted partner capable of delivering end-to-end clinical development support through both its global CRO capabilities and its AI-enabled software platforms, data solutions, and digital technologies. This is a highly visible, externally focused role requiring a proven business developer who can engage pharmaceutical, biotechnology, government, academic, and healthcare organizations, uncover opportunities early in the buying cycle, and develop executive-level relationships that drive long-term growth. The Director will be responsible for selling standalone software solutions, CRO services, and integrated technology-enabled clinical research solutions. The ideal candidate combines deep life sciences industry knowledge with strong commercial acumen and experience selling complex scientific services, SaaS platforms, AIaaS solutions, or some combination of these elements.

Responsibilities

Business Growth and Revenue Generation

• Drive net-new business growth by securing new customers and expanding existing accounts across Emmes' CRO and software solutions portfolio.
• Meet or exceed annual sales, bookings, and revenue targets.
• Build and maintain a robust pipeline of qualified opportunities through proactive prospecting, networking, industry engagement, and strategic account management.
• Identify and influence opportunities before formal procurement processes begin.
• Develop and execute territory plans, account strategies, and pursuit plans aligned with Emmes' growth objectives.

Integrated Solution Selling

• Position Emmes as a differentiated provider of both clinical research services and technology-enabled solutions.
• Sell CRO capabilities including clinical operations, data management, biostatistics, regulatory support, consulting, and therapeutic expertise.
• Sell software and technology offerings including clinical data platforms, digital trial solutions, AI-enabled analytics, data intelligence products, and operational technology solutions.
• Develop consultative solutions that combine services and software to address client business and research challenges.
• Partner with subject matter experts to create customer-specific solutions and value propositions.

Strategic Client Engagement

• Develop relationships with senior-level stakeholders across clinical development, clinical operations, data sciences, IT, digital transformation, procurement, medical affairs, and executive leadership.
• Create and execute strategic account plans to maximize client growth and retention.
• Serve as a trusted advisor by understanding customer priorities, market challenges, and emerging industry trends.
• Lead executive meetings, capability presentations, client visits, demonstrations, proposals, and bid defense meetings.

Market Intelligence and Opportunity Development

• Monitor industry trends, competitor activity, emerging technologies, and customer investment strategies.
• Leverage industry relationships and market intelligence to identify future clinical programs, digital transformation initiatives, and software adoption opportunities.
• Provide competitive intelligence and customer insights to commercial and executive leadership.
• Identify opportunities for expansion within strategic accounts through cross-selling and upselling initiatives.

Cross-Functional Leadership

• Collaborate with operational leaders, technology teams, product management, therapeutic experts, and executive stakeholders to develop compelling customer solutions.
• Lead internal pursuit teams and coordinate resources to advance opportunities through the sales cycle.
• Ensure alignment between sales commitments, solution design, delivery capabilities, and customer expectations.
• Contribute to the development of commercial strategies, pricing approaches, and go-to-market initiatives.

CRM and Pipeline Management

• Maintain disciplined CRM practices and accurate forecasting.
• Track opportunities, customer interactions, pipeline health, and sales performance metrics.
• Provide regular reports on sales activities, pipeline progression, competitive trends, and revenue forecasts.

Required Skills And Abilities

• Strong understanding of the clinical development lifecycle and the evolving role of technology in drug development.
• Experience selling consultative, solution-based offerings that combine services and technology.
• Knowledge of clinical research, decentralized trials, data management, clinical operations, AI-enabled healthcare solutions, or related areas.
• Exceptional presentation, negotiation, relationship-building, and communication skills.
• Strong executive presence and ability to engage senior business and scientific leaders.
• Demonstrated ability to identify, qualify, develop, and close complex opportunities.
• Strong analytical and strategic thinking skills.
• Proficiency with CRM platforms, Microsoft Office Suite, and commercial reporting tools.
• Ability to work effectively in a matrixed, cross-functional environment.

Leadership Competencies

Commercial Leadership

• Demonstrates a proactive hunter mentality with a strong focus on revenue generation and market expansion.
• Creates opportunities through strategic networking, relationship development, and industry engagement.
• Maintains accountability for delivering measurable business growth outcomes.

Strategic Thinking

• Translates Emmes' corporate growth strategy into actionable sales and account plans.
• Identifies emerging market opportunities and technology trends that can drive future revenue.
• Prioritizes opportunities that maximize long-term strategic value.

Communication and Influence

• Communicates effectively with scientific, operational, technology, and executive stakeholders.
• Demonstrates consultative selling skills and the ability to articulate complex value propositions.
• Synthesizes customer feedback and market intelligence into actionable business insights.

Collaboration and Teamwork

• Builds productive partnerships across business development, operations, product, technology, and executive teams.
• Drives alignment and accountability throughout the sales process.
• Contributes to a culture of collaboration, innovation, and customer success.

Innovation and Continuous Improvement

• Promotes innovative approaches to customer engagement and solution development.
• Identifies opportunities to improve commercial processes and win rates.
• Champions the value of technology-enabled clinical research and digital transformation.

Qualifications

Required Education and Experience

• Bachelor's degree in Life Sciences, Healthcare, Business, Technology, or a related discipline required.
• Advanced degree (MBA, MS, MPH, or equivalent) preferred.
• Minimum of 8-10 years of business development, sales, or commercial leadership experience.
• Demonstrated success selling CRO services, clinical technology platforms, SaaS solutions, healthcare technology, or related life sciences solutions.
• Experience engaging and influencing executive decision-makers within biotechnology, pharmaceutical, government, healthcare, or research organizations.
• Proven track record of consistently achieving or exceeding revenue targets and growing strategic accounts.
• Experience navigating complex sales cycles involving multiple stakeholders and long-term customer relationships.
• Ability to travel on an as needed basis.

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