Sales Director, Mid-to-Top Pharma – EMEA

Sales Director, Mid-to-Top Pharma – EMEA

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.

Responsibilities

• 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.
• 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.
• 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.
• 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.
• 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.

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.

Job Details

• Seniority level: Mid-Senior level
• Employment type: Full-time
• Job function: Sales and Business Development
• Industries: Biotechnology Research and Pharmaceutical Manufacturing