BUSINESS DEVELOPMENT MANAGER

Pivotal; Madrid; On-site; EUR 90,000 - 130,000; Full time

Job summary

Pivotal, a CRO focused on oncology, hematology and immunology, seeks a strategic Business Development professional to build a pipeline across Europe from Spain. You’ll identify biotech opportunities before RFPs and open doors through outreach, conferences and your network.

Prepare and lead bids, nurture C-level relationships, and own pipeline metrics and revenue growth in a fast-paced environment.

Qualifications

• Proven track record of originating new business.
• 7+ years in B2B sales, ideally with pharma/biotech or CRO experience.
• Experience in Medical Science Liaison (MSL) or Medical Affairs within pharma/biotech/CRO.
• Existing network of biotech decision-makers.
• Willingness to travel regularly to client sites and conferences.

Responsibilities

• Build your pipeline by identifying biotechs whose programs fit Pivotal before they issue an RFP.
• Open doors through outreach campaigns, conferences, medical community, investors and your network.
• Nurture relationships with C-level, Clinical Development and ClinOps leaders over long sales cycles.
• Lead opportunities from first contact to proposal and coordinate with operations, feasibility and pricing teams.
• Own your numbers: pipeline, conversion and new-logo revenue.

Skills

Originating business

B2B sales

Medical Affairs/MSL

Biotech/pharma networks

Travel willingness

Job description

Pivotal is a specialized CRO with a global footprint and deep roots in oncology, hematology and immunology. Sponsors who work with us stay with us. Now we need someone to find the next ones.

At large CROs, Business Development is often reactive: RFPs arrive, sponsors come to the door, and reps manage the proposal process. That model works for them, but it’s not what we offer. Here, you’ll build pipeline from scratch and be measured on the business you create.

We’re looking for strategic thinkers with the commercial acumen to make the otherwise impossible happen. If that’s you, keep reading.

Your market

• You'll focus on emerging and clinical-stage biotechs in Spain and across Europe that need a specialized, responsive CRO partner for their global development programs.

What you'll do:

• Build your pipeline: identify biotechs whose programs, funding and timelines fit Pivotal, before they issue an RFP.
• Open doors through outreach campaigns, conferences (ASCO, AACR, BIO / ESMO, ASCO, BIO-Europe and others), medical community, investors and your own network.
• Nurture relationships with C-level, Clinical Development and ClinOps leaders over long sales cycles. Understand their science, their constraints and their decision process.
• Lead opportunities from first contact to proposal. Work with our operations, feasibility and budgeting teams to shape bids that win.
• Own your numbers: pipeline, conversion and new-logo revenue.

Who you are

• You have a proven record of originating business, not inheriting it. You can name the accounts you opened yourself and explain how.
• You have experience in a Medical Science Liaison (MSL) or in a similar Medical Affairs role within the pharmaceutical, biotech or CRO industry.
• You have 7+ years of B2B sales, ideally selling to pharma and biotech companies. CRO experience is welcome but not required. Exceptional hunters from other complex B2B sectors will also be considered.
• You understand how biotech companies are funded and how they make outsourcing decisions, or you're ready to learn fast, and you're credible in a conversation with a CMO or a Head of ClinOps.
• You're entrepreneurial, persistent and self-directed. You prefer building something to maintaining it.
• You bring an existing network of biotech decision-makers.
• You're willing to travel regularly to client sites and conferences.

Don't check every box? Great candidates rarely do. If you've built business from scratch and this role excites you, we'd like to hear from you even if you don't meet every point above. The one thing we won't compromise on is a real track record of originating new business.

What we offer

• Real ownership of your territory and a direct line to leadership, with no layers between you and decisions.
• A team that supports you on bids: feasibility, operations and pricing experts who move fast.
• A competitive base salary plus an variable component.
• A specialized offering that differentiates in conversations with sponsors.

Commitment to Equal Opportunity:

At Pivotal, we believe that diversity and inclusion are essential to the success of our team. We are committed to providing equal employment opportunities to all candidates, regardless of race, gender, sexual orientation, disability, or any other characteristic.