Business Development Manager

Job PurposeThe 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.About Regulated IndustriesRWS Regulated Industries is a highly specialized division of RWS, a world-leading provider of technology-enabled language, content, and intellectual property services. The Regulated Industries division is focused on developing translation and content management solutions tailored to address the complex regulatory environment in force with premium sectors such as Life Sciences and Healthcare (pharmaceuticals, medical devices, CROs, healthcare companies), Finance (banks, asset management companies, insurance providers, fintech) and Legal (law firms, audit companies). Job OverviewKey ResponsibilitiesBusiness Development & Revenue GrowthIdentify, 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 SellingLead 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 ManagementBuild 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 LeadershipMaintain 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 ExcellenceLead 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 CompetenciesConsultative SellingStrategic Account PlanningExecutive PresenceCommercial NegotiationCustomer DiscoveryBusiness StorytellingFinancial & Commercial AcumenStrategic ThinkingRelationship BuildingActive ListeningProblem SolvingAdaptability & ResilienceCross-functional LeadershipAnalytical & Data-driven Decision MakingCuriosity & Continuous LearningResults OrientationSkills & ExperienceRequiredDemonstrated 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.PreferredExperience 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 ProfileThe 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.Location - Candidates must reside in State advertised to be consideredArizona, California, Colorado, Connecticut, Florida, Georgia, Iowa, Illinois, Kansas, Massachusetts, Maryland, Maine, Michigan, Missouri, North Carolina New Jersey, Ohio, Oregon, Pennsylvania, Rhode Island, South Carolina, Tennessee, Texas, Virginia, Washington, Wisconsin.BenefitsAmazing benefits! (Seriously!) Generous paid time off package, starting at 25 days per year (10 sick and 15 vacation), plus company holidays, birthday day off, paid volunteer time, and 100% paid parental leave.401(k) Retirement plan with company match.Company-wide agile work policy with flexible work arrangements.Opportunities for training, professional development, and personal growth.Base Pay$100,000 - $120,000 / yearActual 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.Life at RWSRWS is a content solutions company, powered by technology and human expertise. We grow the value of ideas, data and content by making sure organizations are understood. Everywhere.Our proprietary technology, 45+ AI patents and human experts help organizations bring ideas to market faster, build deeper relationships across borders and cultures, and enter new markets with confidence – growing their business and connecting them to a world of opportunities.It’s why over 80 of the world’s top 100 brands trust RWS to drive innovation, inform decisions and shape brand experiences.With 60+ global locations, across five continents, our teams work with businesses across almost all industries. Innovating since 1958, RWS is headquartered in the UK and publicly listed on AIM, the London Stock Exchange regulated market (RWS.L). RWS ValuesWe Partner, We Pioneer, We Progress– and wellDelivertogether.For further information, please visit:RWS RWS embraces DEIand promotes equal opportunity, we are an Equal Opportunity Employer and prohibit discrimination and harassment of any kind. RWS is committed to the principle of equal employment opportunity for all employees and to providing employees with a work environment free of discrimination and harassment. All employment decisions at RWS are based on business needs, job requirements and individual qualifications, without regard to race, religion, nationality, ethnicity, sex, age, disability, or sexual orientation. RWS will not tolerate discrimination based on any of these characteristicsCovid Vaccination- All RWS employees hired for positions that require working on-site at RWS offices, customer offices, travel on behalf of RWS, and/or in-person meetings will be required to comply with the RWS USA COVID-19 Vaccination and Testing Policy. RWS complies with federal, state, and local laws regarding accommodations related to this policy.Recruitment Agencies:RWS Holdings PLC does not accept agency resumes. Please do not forward any unsolicited resumes to any RWS employees. Any unsolicited resume received will be treated as the property of RWS and Terms & Conditions associated with the use of such resume will be considered null and void.Job SummaryJob ID: # of Openings: 1Category: Sales/Business DevelopmentUS Only - FLSA Status: Exempt