Global Head of Business Development Clinical Trial Services

Inceptua is a leading comparator sourcing specialist in the global clinical trials market, now scaling our clinical services offering (packaging & labelling). We are looking for a Global Head of Business Development to drive rapid revenue growth and win new business across pharma and biotech companies, globally.

This is a front-line commercial leadership role combining hands-on new business acquisition with global team leadership. You will lead from the front-personally driving strategic deals while building and managing a high-performing, internationally distributed business development team.

The position is to be based in one of the following locations: the UK, Germany, Switzerland or the US.

Responsibilities include, but are not limited to: New Business Acquisition (Primary Focus)

• Personally drive new business across key accounts in pharma and biotech, globally
• Build, own, and convert a strong pipeline of packaging, labelling, and integrated comparator sourcing opportunities
• Lead outbound sales activity, networking, and senior stakeholder engagement
• Consistently exceed revenue and margin targets
• Lead, manage, and develop a small team of geographically distributed business development team across Europe, the US, and Asia
• Set clear targets, KPIs, and activity expectations aligned to aggressive growth goals
• Drive a high-performance, hunter-led sales culture across all regions
• Coach team members on opportunity creation, solution selling, and closing strategies
• Ensure alignment and collaboration across regions to maximise global opportunities

Solution Selling & Proposal Ownership

• Own and oversee the full sales cycle from lead generation to closure, ensuring appropriate qualification and negotiation in the process
• Lead the development of high-quality, competitive proposals for standalone comparator supply, Clinical trial packaging and Labelling services (multi-language, regulatory-driven) and integrated comparator sourcing + clinical services solutions
• Using comparator sourcing as a strategic entry point to unlock broader opportunities drive cross-selling of clinical services into existing comparator sourcing clients and position integrated solutions to increase client spend and embeddedness
• Work with Business Development and centre of excellence team members within Inceptua to ensure proposals / quotes are commercially compelling and operationally viable

Commercial & Market Leadership

• Build and maintain senior-level client relationships globally
• Act as the voice of the customer internally to shape service development and pricing
• Identify market trends, competitive positioning, and growth opportunities

CRM & Pipeline Discipline

• Instil thoughtful and committed regular use of CRM systems across the team to:
  • Drive pipeline visibility and accountability
  • Maintain accurate forecasting across regions
  • Track performance and conversion metrics
• Implement best-in-class sales processes and reporting standards

Your profile Experience

• 8+ years in Business Development roles with experience and demonstrable success in, primarily Clinical trial packaging and labelling services and, secondarily Clinical trial supply / Comparator sourcing
• Proven track record of winning new business and closing complex deals
• Prior experience managing and leading international sales teams
• Effective use of CRM systems to capture and drive sales and campaign activity

Knowledge & Expertise

• Strong understanding of:
  • Clinical trial packaging & labelling operations
  • Global comparator sourcing
  • International logistics (including cold chain and import/export challenges)
• Experience building proposals that balance operational feasibility with commercial competitiveness
• Relentless new business focus and high activity levels
• Strong commercial instinct and negotiation skills
• Ability to engage and influence senior stakeholders
• Well organized with disciplined pipeline management via CRM
• Comfortable operating in a fast-growth, evolving environment
• Naturally driven, competitive, and target-oriented
• Energised by winning new logos rather than account maintenance
• Hands-on, proactive, and comfortable creating opportunities from scratch
• Resilient and persistent, with a strong closing mentality

What Success Looks Like

• Rapid growth in new client acquisition
• Strong pipeline built through proactive outbound activity
• High win rates on competitive packaging & labelling proposals
• Increased revenue from integrated comparator + clinical services deals
• Establishment of a repeatable, scalable new business engine

This position is full-time. Our company is home to employees from various backgrounds that speak a range of languages. With teams across different locations and cultures, we value diversity and believe that inclusive collaboration makes us stronger.