Executive Director of Clinical Business Development - Strategic Accounts in Edinburgh

The Exec Director, Strategic BD is responsible for driving Enterprise-level sales growth through global account strategy, strategic partnerships, and long-term client engagement. This role focuses on identifying and securing high-impact opportunities across the biopharmaceutical landscape by navigating complex procurement environments, leading preferred provider pursuits, negotiating master service agreements (MSAs), and orchestrating cross-functional solution development. With a strong understanding of the clinical development lifecycle and deep relationships within the pharmaceutical industry, the Exec Director, Strategic BD partners closely with internal stakeholders across therapeutic strategy, operations, legal, finance, and delivery to create client-centric growth strategies that support Syneos Health's global objectives.

Core Responsibilities

• Leads global business development efforts across a portfolio of high-value accounts, driving strategic growth and revenue expansion.
• Identifies, evaluates, and pursues enterprise-level opportunities, including preferred provider arrangements, MSAs, and strategic alliances.
• Creates and maintains multi-year strategic growth plans for key global clients, aligned with Syneos Health’s commercial objectives.
• Serves as a strategic advisor and trusted partner to client executives by understanding their business priorities, development pipelines, and partnership expectations.
• Navigates complex global sourcing and procurement organizations to influence client decision making and streamline contracting processes.
• Collaborates cross-functionally with therapeutic leads, operations, delivery, and marketing to co-create compelling, client-tailored solutions.
• Leads and coordinates the development of high-impact proposals, RFP responses, and executive presentations.
• Maintains up-to-date and accurate records in CRM systems (e.g., Salesforce), including account strategy documentation, contacts, opportunities, and communications.
• Represents Syneos Health at key industry events, conferences, and client meetings to enhance brand visibility and cultivate new opportunities.
• Monitors market dynamics and competitor activity to inform strategic pursuits and continuously refine account strategies.
• Develops and implements an annual sales plan for assigned markets/accounts, including forecasting, objective setting, and quarterly reviews to adjust for evolving needs.
• Prioritises accounts and territory focus using data-informed insights on client opportunity and market potential.
• Creates and executes monthly objectives aligned to the sales plan, effectively managing time and resources to achieve targets.
• Develops and maintains strategic account plans, proactively identifying client challenges and collaborating with internal teams to deliver solutions.
• Builds and nurtures strong relationships with key client stakeholders, including decision-makers and influencers, to expand account value.
• Leads the design and execution of tailored, multi-touchpoint sales strategies based on client needs, market dynamics, and strategic goals.
• Drives account expansion strategies, including therapeutic alignment, renewals, and next-phase opportunities.
• Collaborates with cross-functional teams—such as operations, therapeutic strategy, deal strategy, and delivery—to co-create customised, client-focused solutions.
• Maintains up-to-date records of client activity, pipeline, and sales progress within CRM platforms such as Salesforce.
• Acts as a client advocate internally, sharing insights on culture, preferences, and priorities to guide proposal development and team alignment.
• Educates clients on Syneos Health’s differentiated value proposition and evolving service capabilities across clinical and commercial offerings.
• Represents Syneos Health at client meetings, industry conferences, and professional events to elevate brand visibility and uncover new opportunities.
• Monitors industry trends, competitive landscape, and emerging client needs to continuously refine engagement strategies.
• Conducts regular reviews of territory performance and sales pipeline to inform sales planning and forecasting.

Qualifications

• Bachelor’s Degree in a science related field, Graduate Degree preferred.
• Proven experience in strategic sales, global business development, or client relationship management.
• Significant experience in the clinical trial industry, with deep knowledge of the pharmaceutical landscape (required).
• Deep understanding of clinical research service lines (e.g., full-service offer, FSP and RWLP) and the full drug development lifecycle.
• Demonstrated success in leading preferred provider pursuits and negotiating master service agreements.
• Proven ability to build and maintain strategic relationships with mid-to executive-level stakeholders across large, matrixed organisations.
• Strong consultative selling skills with the ability to uncover client needs and co-create impactful, tailored solutions.
• Excellent communication, presentation, and negotiation skills.
• Collaborative and influential, with experience leading cross-functional sales efforts and managing competing priorities with attention to detail.
• Highly organised and able to prioritise effectively in a dynamic, fast-paced environment.
• Strategic thinker with strong business acumen and data-driven decision-making capability.
• Proficient in MS Office Suite, Google Workspace, and CRM tools such as Salesforce.
• Willingness to travel at least 60% for client engagements, internal meetings, and industry conferences.