The Sales Director, Emerging Biotech – EMEA, is responsible for leading PLG’s commercial expansion within early-stage and emerging biotech companies across Europe. The role drives regional go‑to‑market strategy, new business origination, disciplined sales execution, pipeline acceleration, and development of a high‑performing sales organization.
This position plays a critical role in strengthening PLG’s commercial engine, enhancing top‑of‑funnel activity, improving pipeline coverage, and promoting multi-solution engagements across PLG’s seven solution areas.

Group 10
Responsibilities:

1. Team Leadership & Performance Management

  • Lead, mentor, and develop Business Development Managers (BDs) and Sales Development Representatives (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.
  • Foster a collaborative, high-performing culture focused on new business origination and disciplined execution.

2. Commercial Strategy & Market Expansion

  • Build and execute a regional go-to-market strategy for emerging biotech accounts.
  • Analyze territory potential, white space, and competitive dynamics to identify priority 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 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 emerging biotech.
  • 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 to align targets and resources.
  • 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 or advanced degree in life sciences, business, or related field (preferred).

Professional Experience

  • 10+ years in life-sciences services sales, including 3–5 years leading commercial teams.
  • Proven success selling to early-stage and emerging biotech companies.
  • Strong understanding of regulatory, PV, quality, clinical development, market access, and digital/consulting services.
  • Demonstrated ability to build, coach, and scale high-performing sales teams.
  • Exceptional forecasting discipline, CRM rigor, and pipeline management.
  • Experience in a matrixed, global organization.

Soft Skills

  • Strong leadership and people management.
  • Excellent communication and stakeholder engagement.
  • Strategic, execution-focused mindset with adaptability in complex environments.
  • Fluent in English; additional European languages are an advantage.

Sales Director - Emerging Biotech EMEA - VAF 480

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