Note: The job is a remote job and is open to candidates in USA. RWS is a content solutions company powered by technology and human expertise, providing technology-enabled language, content, and intellectual property services. The Business Development Manager will accelerate profitable growth for the Linguistic Validation business by developing strategic relationships, leading consultative sales, managing complex commercial opportunities, and delivering measurable value to life sciences customers.
Responsibilities
- 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
- 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
- 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
- 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
- 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
Skills
- 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
- Highly organized with excellent planning, prioritization, and time management skills
- Experience using Salesforce (preferred) or similar CRM platforms to manage pipeline, forecasting, and customer engagement
- 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
Benefits
- 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.
- 100% paid parental leave
- 401(k) retirement plan and company match
- Company-wide agile work policy, designed to support flexibility, trust, and work-life balance
- Ongoing learning, professional development programs, and opportunities to expand your skills and career
- A collaborative and inclusive culture in a global environment that values diverse perspectives, innovation, and continuous learning
Company Overview