Business Development Manager

About Our Client

Our client empowers the world’s leading researchers with an ecosystem of software products that make their lives easier, so they can focus on delivering the ground-breaking research of tomorrow. With customers in 14 countries and over 2 million research projects supported, they’re entering a new phase of global growth. Their platforms are trusted by research-intensive universities, healthcare institutions, and regulatory bodies to manage complex processes with confidence.

Position Overview

Reporting to the Commercial Director, the Business Development Manager is responsible for driving business growth, generating new leads, and expanding our client’s global customer base in the UK, Ireland, Europe and Africa. As part of the global sales team, the Business Development Manager will focus on identifying potential customers within the higher education and research hospital sectors, building and fostering relationships, and converting prospects into loyal customers. A strong emphasis will be placed on understanding customers’ needs and aligning the company’s products and services to meet those requirements. Travel to customers and attendance at industry events will form a key part of this position.

Key Responsibilities

• Generate new business by proactively identifying, targeting, and engaging research institutions and organisations across assigned regions.
• Build and manage a high-quality pipeline through outbound prospecting, partner introductions, strategic events, and inbound conversion.
• Conduct structured discovery to understand customer challenges, motivations, and buying processes, positioning our client as a strategic solution partner.
• Navigate complex, multi-stakeholder environments to uncover decision-makers, influencers, and internal champions.
• Provide timely, relevant, and value-driven materials to support internal evaluation by prospective customers.
• Lead the development of tailored proposals and responses to RFPs, ensuring strong alignment between their product and customer needs.
• Meet or exceed quarterly sales targets and contribute to the company’s long-term expansion into new labels.
• Maintain accurate pipeline tracking and reporting through HubSpot and sales team processes.

Qualifications and Skills

• Bachelor's degree (preferably in a technology, engineering, business studies or marketing related discipline), and/or certifications in sales and business development.
• Proven track record in sales and business development, ideally from within the Research and / or Higher Education sector; or deep understanding of research and/or clinical trial processes and systems coupled with a strong network within the field.
• Strong negotiation and persuasion abilities to close deals and meet sales targets.
• Results-driven and self-motivated with a focus on achieving and exceeding sales goals.
• Familiarity with CRM software and sales tools for efficient lead tracking and management.
• Good analytical skills to assess market trends, customer behaviour, and competition.
• Ability to work both independently and collaboratively as part of a team.

Working Location

This role is offered as hybrid (our client’s preference) or fully remote. If hybrid, the successful candidate will be based in their UK office in Esher, Surrey – most of the team work 3 days per week from the office or customer/conference site, and the other 2 days at home. If remote, they would facilitate the successful candidate to be present at the Esher office 2 days per week during the first few weeks of their induction, and one day per month thereafter for team events.