Consultative Sales Director

Key Accountabilities:

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