Sales Director - Emerging Biotech EMEA

Job Overview

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.

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.

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.