Consultative Sales Director

Strategic Client Development and Relationship Management:

• Develop and execute account strategies for assigned clients and territories

• Build and maintain relationships with senior decision-makers and key stakeholders

• Identify client needs, challenges, and strategic priorities through consultative dialogue

• Serve as a trusted advisor on clinical development strategies and approaches

• Manage complex, long-term client relationships to foster loyalty and growth

Solution Development and Opportunity Management:

• Lead the qualification and pursuit of sales opportunities aligned with business objectives

• Collaborate with subject matter experts to design tailored solutions for client needs

• Develop compelling value propositions that address client challenges and priorities

• Guide the preparation of high-quality proposals, presentations, and bid defenses

• Negotiate contract terms and conditions that balance client needs and business requirements

Sales Planning and Performance Management:

• Develop territory and account plans aligned with sales targets and strategic priorities

• Forecast sales pipeline and revenue projections with appropriate documentation

• Monitor sales performance metrics and adapt strategies to achieve objectives

• Identify market trends and competitive insights to inform sales approaches

• Collaborate with leadership on pricing strategies and commercial models

Cross-functional Leadership and Collaboration:

• Partner with delivery teams to ensure solution feasibility and operational alignment

• Collaborate with marketing on client-focused messaging and materials

• Engage subject matter experts in client discussions and solution development

• Coordinate with legal, finance, and contracts teams during opportunity pursuit

• Share market intelligence and client feedback with internal stakeholders

Skills:

• Consultative selling and solution development

• Strategic account planning and management

• Needs assessment and problem-solving

• Value proposition development and articulation

• Presentation design and delivery

• Negotiation and influence

• Relationship building and management

• Business acumen and financial analysis

• Proposal development and bid strategy

• Contract review and negotiation

• Written and verbal communication

• Stakeholder management and collaboration

• Strategic thinking and planning

• Time management and prioritization

• Leadership and team coordination

• Competitive analysis and positioning

• Adaptability and resilience

Knowledge and Experience:

• Understanding of clinical research processes, methodologies, and best practices

• Knowledge of drug development pathways and regulatory requirements

• Familiarity with pharmaceutical and biotechnology industry dynamics

• Understanding of clinical research service models and delivery approaches

• Typically 10+ years of progressive sales experience in clinical research or related services

• Proven track record of achieving or exceeding sales targets in complex service environments

• Experience selling to pharmaceutical, biotechnology, or medical device companies

• Background in managing long sales cycles and complex decision-making processes

• Understanding of contracting processes for clinical research services

• Experience collaborating with cross-functional teams on solution development

Education:

• Bachelor's degree in life sciences, business, or related field

• Professional development in consultative selling, strategic account management, or solution selling