The Sales Director for Mid-to-Top pharma will lead manage a team of BDs focused on multi-solution, multi-stakeholder engagements with some of the most strategic accounts within PLG’s portfolio.
This leader must excel in enterprise selling, strategic account planning, governance, and cross-functional orchestration across PLG’s global teams. The role is critical to protecting and growing PLG’s top global programs and driving significant contribution to overall regional bookings

Group 10
Responsibilities:

1. Team Leadership & Performance Management

  • Lead, mentor, and develop BDs and SDRs across multiple countries.
  • Set clear KPIs: bookings performance, pipeline coverage (3–5x), customer meetings/week, prospecting volume, account plan completion, and Salesforce hygiene.
  • Conduct weekly pipeline and forecast reviews; ensure accurate CRM updates.
  • Build a collaborative, high-performing culture focused on disciplined execution.

2. Commercial Strategy & Market Expansion

  • Develop and execute regional go-to-market strategy for mid-to-top pharma accounts.
  • Analyze territory potential, white space, and competitive dynamics to prioritize accounts.
  • Partner with Marketing for targeted campaigns and demand-generation efforts.
  • Align with PLG Executive Partners to position differentiated, value-led offerings.

3. Sales Execution & Governance

  • Drive new business opportunities across PLG’s solution areas (Regulatory, Quality, PV, Clinical Development, Market Access, Digital, Consulting, Medical Devices).
  • Oversee complex deal progression from qualification to close; intervene on critical opportunities and RFPs.
  • Ensure compliance with global governance models and champion collaborative selling.
  • Lead strategic deal reviews and support negotiations with Legal and Finance.

4. Client Relationship Management

  • Build trusted relationships with C-suite and functional heads in large pharma organizations.
  • Maintain proactive engagement with decision-makers and influencers.
  • Ensure PLG is considered a preferred vendor for all relevant RFPs.
  • Partner with SMEs and Executive Partners for compelling proposals and technical excellence.

5. Cross-Functional Collaboration

  • Work closely with VP, Head of Sales – EMEA, SVP Global Sales, and regional GMs on target-setting and strategic priorities.
  • Coordinate with Delivery, Finance, and Legal for contract negotiations and commercial consistency.
  • Contribute to sales training, onboarding, and continuous improvement initiatives.

Group 12
Experience:

Education

  • Bachelor’s degree in Business, Life Sciences, or related field; MBA or equivalent preferred.

Professional Experience

  • 12+ years in life sciences services sales, including 5+ years in enterprise or strategic account leadership.
  • Proven experience selling into global or large regional pharma organizations.
  • Strong understanding of regulatory, clinical, quality, PV, manufacturing, market access, digital, and consulting services.
  • Demonstrated ability to manage complex sales cycles with multiple buying centers.
  • Expert-level forecasting, governance adherence, and pipeline management discipline.

Soft Skills

    • Exceptional executive presence and ability to influence senior stakeholders.
    • Strategic mindset with strong execution capabilities.
    • Fluency in English; additional European languages a plus.

Sales Director, Mid-to-Top Pharma – EMEA - VAF 481

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