Director, Business Development - Clinical Solutions EMEA

About the role

IQVIA is seeking a Director of Business Development to lead strategic growth initiatives across mid-size pharmaceutical accounts. The role suits a seasoned commercial leader with deep clinical development expertise and a consultative approach to client engagement, shaping long-term partnerships and driving complex solution sales.

Key responsibilities

• Achieve the annual sales target by selling to pharmaceutical clients across the offering suite to meet assigned TCV quotas.
• Maintain in-depth knowledge of IQVIA services to identify cross-sell opportunities.
• Prospect new business within specified existing and potential customers and build a pipeline of opportunities.
• Establish and execute a sales plan for each target account, working with operations and functional managers to prepare and lead sales presentations.
• Cultivate long-term relationships with key decision-makers, monitor leads and opportunities, and propose the right strategy and solution to each customer.
• Monitor competitive activity, pricing and award decisions, and use CRM to report on sales activities.
• Coordinate with contracts and proposals, handle follow-up and contractual documents, and maintain high customer visibility.
• Lead or take part in change management for the sales organisation and mentor junior sales staff.

Required profile

• 10+ years of business development experience in clinical research organisations, focused on large-scale clinical programmes.
• Proven success growing strategic accounts within mid-size pharma.
• Understanding of global clinical development, regulatory pathways and therapeutic area dynamics.
• Executive presence with strong communication, negotiation and influencing skills.

Required skills

• Navigating complex sales cycles and driving cross-functional collaboration.
• Portfolio-level planning, asset prioritisation and long-range forecasting.
• Financial acumen and ability to structure deals balancing client value and commercial viability.