Job Specifications
Description
The Senior/Executive Director, Regional BD is responsible for driving sales growth across an assigned geographic territory or group of accounts. This role blends strategic account expansion with targeted new business development--balancing proactive growth of existing accounts with the pursuit of new opportunities. By creating tailored engagement plans, building trusted relationships, and orchestrating cross-functional solution development, the Sr. Director, Regional BD delivers both near-term results and long-term value. Leveraging data-driven insights, they prioritize resources to maximize territory performance and strengthen the company's presence within the biopharmaceutical industry.
Responsibilities
Develops and implements an annual sales plan for assigned markets/accounts, including forecasting, objective setting, and quarterly reviews to adjust for evolving needs.
Prioritizes accounts and territory focus using data-informed insights on client opportunity and market potential.
Creates and executes monthly objectives aligned to the sales plan, effectively managing time and resources to achieve targets.
Develops and maintains strategic account plans, proactively identifying client challenges and collaborating with internal teams to deliver solutions.
Builds and nurtures strong relationships with key client stakeholders, including decision-makers and influencers, to expand account value.
Leads the design and execution of tailored, multi-touchpoint sales strategies based on client needs, market dynamics, and strategic goals.
Drives account expansion strategies, including therapeutic alignment, renewals, and next-phase opportunities.
Collaborates with cross-functional teams--such as operations, therapeutic strategy, deal strategy, and delivery--to co-create customized, client-focused solutions.
Maintains up-to-date records of client activity, pipeline, and sales progress within CRM platforms such as Salesforce.
Acts as a client advocate internally, sharing insights on culture, preferences, and priorities to guide proposal development and team alignment.
Educates clients on our differentiated value proposition and evolving service capabilities across clinical and commercial offerings.
Requirements
Represents the clinical team and wider business at client meetings, industry conferences, and professional events to elevate brand visibility and uncover new opportunities.
Monitors industry trends, competitive landscape, and emerging client needs to continuously refine engagement strategies.
Conducts regular reviews of territory performance and sales pipeline to inform sales planning and forecasting.
Proven experience in sales or client relationship management.
Bachelor's Degree in a science-related field, or equivalent related education and experience.
Advanced degree preferred (e.g., MBA, MS in Life Sciences).
Significant experience in the clinical trial industry, with deep knowledge of the pharmaceutical landscape (required).
In-depth understanding of the drug development lifecycle and clinical research service lines.
Demonstrated success selling complex solutions in B2B environments, with a strong track record of opening new opportunities and managing mid- to executive-level client relationships.
Strong consultative selling skills with the ability to uncover client needs and co-create impactful, tailored solutions.
Excellent communication, presentation, and organizational skills.
Collaborative mindset with the ability to lead cross-functional efforts and manage competing priorities with attention to detail.
Strong influencing and motivational skills.
Strategic, data-driven thinker with solid business acumen.
Proficient in MS Office Suite, Google Workspace, and CRM platforms (e.g., Salesforce).
Willingness to travel at least 30% for client engagements, internal meetings, and industry conferences.
Effective communicator and active listener.
Strong business acumen and strategic thinking.
Highly organized with ability to prioritize in a dynamic, fast-paced environment.
Resilient and results-driven.
Technologically proficient, including MS Office Suite, Google Workspace, and Salesforce.
TSP Talent Solutions and our customers are affirmative action/equal opportunity employers (Minorities/Females/Veterans/Disabled)
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About the Company
TSP is proud to be a member of the Syneos Health(r) family. TSP's talent solutions are driven by recruiting and talent consulting leaders who utilize life science industry experience and people expertise to grow and develop Clinical and Commercial organizations. Rooted in search, TSP is powered by a healthcare solutions organization made of nearly 30,000 Clinical and Commercial minds and the relationships behind them. Unrivaled in the industry, our unique position, experience, and complete dedication to life science generate...
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