Business Development Manager
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.
About Regulated Industries
RWS 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 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