Job Purpose

The Business Development Manager (BDM) is responsible for accelerating profitable growth across RWS's Linguistic Validation business. This role focuses on developing and expanding strategic relationships with pharmaceutical, biotechnology, Contract Research Organizations (CROs), eCOA technology providers, and other life sciences organizations, positioning RWS as a trusted partner throughout the global clinical development lifecycle.

Acting as a trusted advisor, the BDM combines commercial leadership, consultative selling, and industry expertise to identify customer challenges, develop tailored solutions, and create measurable business value. The role requires a highly self-driven individual with strong commercial acumen, exceptional communication skills, and the ability to translate complex service offerings into compelling customer outcomes.

Job Overview

Key Responsibilities

Business Development & Revenue Growth

• Identify, pursue, and secure new business opportunities aligned with RWS strategic priorities.
• Develop and execute strategic account plans to expand existing relationships and penetrate new business units within target accounts.
• Build and maintain strategic relationships across pharmaceutical companies, biotechnology organizations, CROs, eCOA technology providers, and related clinical research organizations.
• Develop and maintain a robust sales pipeline while consistently achieving revenue, profitability, and growth objectives.
• Apply a metrics-driven approach to pipeline management, forecasting accuracy, and sales performance.
• Identify opportunities to cross-sell and upsell the broader RWS portfolio, maximizing customer value and long-term account growth.
• Lead commercial negotiations, proposals, pricing discussions, and contract negotiations in partnership with Legal, Finance, and Commercial leadership.
• Consistently achieve or exceed assigned revenue, pipeline, and profitability targets.

Customer Discovery & Consultative Selling

• Lead meaningful discovery conversations to uncover both explicit and underlying customer needs.
• Translate customer challenges into tailored, value-driven solutions leveraging the full RWS Linguistic Validation and Digital Health portfolio.
• Position RWS as a strategic partner by articulating measurable business outcomes and return on investment.
• Demonstrate agility by adapting solutions in real time based on customer feedback, industry trends, and evolving priorities.
• Develop compelling business cases and presentations that differentiate RWS from competitors.
• Guide customers through complex buying journeys while aligning solutions with their strategic business objectives.

Executive Relationship Management

• Build trusted relationships with executive sponsors, procurement leaders, clinical operations teams, digital innovation leaders, and strategic decision-makers.
• Develop multi-level stakeholder engagement strategies that strengthen long-term partnerships.
• Influence decision-making through consultative leadership and industry expertise.
• Act as a trusted advisor by sharing market insights, best practices, and strategic recommendations throughout the customer lifecycle.

Market & Industry Leadership

• Maintain a strong understanding of the pharmaceutical, biotechnology, CRO, and eCOA technology landscape.
• Demonstrate expertise in Linguistic Validation, Clinical Outcome Assessments (COAs), eCOA, Digital Health, localization, and global clinical trial processes.
• Stay informed on regulatory requirements, industry trends, competitive intelligence, and customer challenges impacting clinical development.
• Maintain awareness of AI-enabled technologies, automation, and digital transformation trends relevant to Life Sciences.
• Use market intelligence to proactively identify opportunities and shape customer strategies.

Collaboration & Commercial Excellence

• Lead cross-functional deal teams comprising Solution Consultants, Delivery, Operations, Product, Marketing, Quality, and Subject Matter Experts.
• Collaborate closely with operational teams to ensure a seamless transition from sales through implementation and delivery.
• Contribute to the development of sales methodologies, messaging, playbooks, and commercial best practices.
• Share market intelligence, customer insights, and sales best practices across the broader commercial organization.
• Foster a collaborative culture that supports customer success and continuous improvement.

Core Competencies

• Consultative Selling
• Strategic Account Planning
• Executive Presence
• Commercial Negotiation
• Customer Discovery
• Business Storytelling
• Financial & Commercial Acumen
• Strategic Thinking
• Relationship Building
• Active Listening
• Problem Solving
• Adaptability & Resilience
• Cross-functional Leadership
• Analytical & Data-driven Decision Making
• Curiosity & Continuous Learning
• Results Orientation

Skills & Experience

Required

• Demonstrated success in Business Development, Enterprise Sales, Strategic Account Management, or similar customer-facing commercial roles.
• Proven track record of consultative, solution-based selling within complex B2B environments.
• Experience managing long, multi-stakeholder sales cycles involving executive-level decision-makers.
• Strong executive communication, presentation, and influencing skills.
• Experience negotiating commercial agreements and managing strategic customer relationships.
• Ability to navigate complex matrix organizations while influencing without direct authority.
• Strong commercial and financial acumen, including the ability to articulate customer value and return on investment.
• Experience using Salesforce (preferred) or similar CRM platforms to manage pipeline, forecasting, and customer engagement.
• Highly organized with excellent planning, prioritization, and time management skills.

Preferred

• Experience selling into pharmaceutical companies, biotechnology organizations, Contract Research Organizations (CROs), or eCOA technology providers.
• Experience selling Linguistic Validation, Clinical Outcome Assessments (COAs), eCOA, localization, Digital Health, clinical technologies, SaaS, or other technology-enabled services.
• Understanding of global clinical development, patient-facing technologies, and regulated research environments.
• Established relationships within the Life Sciences ecosystem.
• Familiarity with strategic sales methodologies such as MEDDICC, Challenger, Miller Heiman, SPIN Selling, or equivalent.

Key Performance Indicators (KPIs)

• Revenue achievement against annual quota.
• New business acquisition (new logos).
• Existing account expansion and cross-selling performance.
• Pipeline coverage, quality, conversion rates, and forecast accuracy.
• Win rate and average deal size.
• Executive stakeholder engagement.
• Strategic account growth.
• Customer retention and satisfaction.
• CRM compliance and pipeline hygiene.
• Contribution to commercial initiatives, knowledge sharing, and continuous improvement.

Success Profile

The ideal Business Development Manager is an intellectually curious, commercially driven professional who thrives in complex enterprise sales environments. They possess a deep understanding of the Life Sciences industry and excel at developing strategic relationships across pharmaceutical companies, biotechnology organizations, CROs, and eCOA technology providers.

They combine consultative selling with commercial discipline, executive presence, and industry expertise to identify customer challenges, develop innovative solutions, and deliver measurable business value. They embrace collaboration, influence without authority, and consistently seek opportunities to strengthen customer partnerships while driving sustainable revenue growth for RWS.

Benefits

At RWS, we believe great people do their best work when they feel supported, empowered, and able to thrive both professionally and personally. That's why we offer:

• • Generous time away from work - Start with 25 days of paid time off (15 vacation days and 10 sick days), plus company holidays, a birthday day off, and paid time for volunteering in your community.
  • Comprehensive parental leave - Enjoy 100% paid parental leave, giving you the time and support you need during life's most important moments.
  • Retirement savings support - Plan for your future with our 401(k) retirement plan and company match.
  • Flexible ways of working - Benefit from our company-wide agile work policy, designed to support flexibility, trust, and work-life balance.
  • Growth and development opportunities - Access ongoing learning, professional development programs, and opportunities to expand your skills and career.
  • A collaborative and inclusive culture - Join a team of talented, supportive colleagues in a global environment that values diverse perspectives, innovation, and continuous learning.

Base Pay

$100,000 - $120,000 base pay and a competitive commission

Actual rate of pay may vary based on factors including, but not limited to: position offered, location, education, training, and/or experience. Total compensation may also include variable incentives, bonuses, benefits, and/or other perks, as outlined in any formal offer made.