Account & Relationship Associate Director - Life Sciences Business Development

About this role

The Associate Director, Life Sciences Business Development will drive net-new revenue growth for Wolters Kluwer Health's Clinical Signals and emerging Life Sciences intelligence portfolio. This role will establish Wolters Kluwer as a strategic partner to pharmaceutical manufacturers, biotechnology companies, medical affairs organizations, commercial operations teams, market access leaders, and other Life Sciences stakeholders seeking differentiated clinical intelligence, real-world insights, and commercialization analytics.
This is a high-impact, externally facing sales role focused on developing and closing new business opportunities across the Life Sciences market. Success requires building a strong pipeline, acquiring new customers, expanding strategic relationships, and consistently achieving revenue targets. The successful candidate will combine deep Life Sciences expertise with a proven track record of quota attainment, business development, and consultative selling.
Working closely with Product, Strategy, Marketing, and Executive Leadership, this individual will help shape go-to-market strategy, validate market demand, influence product direction, and accelerate commercialization of innovative data and analytics solutions.
Using a value-based sales approach, the Associate Director will engage senior decision-makers across pharmaceutical and biotechnology organizations, uncover unmet needs, articulate differentiated value, and position Clinical Signals and future Life Sciences solutions as drivers of commercialization effectiveness, market intelligence, and business performance.
ESSENTIAL DUTIES AND RESPONSIBILITIES

• Lead business development efforts for Clinical Signals and other emerging Life Sciences growth initiatives.

• Develop and execute go-to-market strategies that drive adoption, market penetration, and revenue growth within pharmaceutical manufacturers, biotechnology companies, and related Life Sciences organizations.

• Identify, qualify, and close new business opportunities through consultative selling, executive relationship development, industry networking, and targeted prospecting activities.

• Build and maintain a pipeline of net-new opportunities across assigned accounts, territories, and market segments.

• Meet and exceed quarterly and annual sales quotas for Life Sciences products and solutions.

• Own the full sales cycle from lead generation and opportunity development through contract negotiation and close.

• Represent customer and prospect needs within innovation initiatives to ensure market alignment and commercial success.

• Build Wolters Kluwer brand awareness and thought leadership through conferences, industry associations, customer meetings, and market-facing activities.

• Develop strategic account and market plans to support long-term Life Sciences growth objectives.

• Maintain accurate pipeline management, forecasting, and account activity within CRM systems.

• Identify market trends, competitive developments, and emerging customer needs to support future growth opportunities.

• Collaborate across Wolters Kluwer Health to bring together the right products, expertise, and solutions to address customer business challenges

• Be a key leader for PHT innovation go-to-market sales growth strategy based on WK strategy and PHT client and prospective client needs

• Infuse PHT client/prospect needs and insights into innovation efforts through close partnership with Product & Strategy leadership

• Support growth targets and approaches for new product lines and packages

• Develop strategic business plan in partnership with Product, for multiple phases of PHT expansion

• Ensure 100% customer satisfaction and retention

OTHER DUTIES JOB QUALIFICATIONS
Education:
Bachelor's Degree in business or related field or equivalent job experience with quantifiable results of success
Experience:

• Bachelor’s degree or equivalent is required; MBA preferred

• Average years of experience required - 15 years of full-cycle sales experience, at least 5 years outside Enterprise Sales

• 7-10+ years selling solutions to pharmaceutical manufacturers, biotechnology companies, medical affairs organizations, commercial operations teams, or related Life Sciences organizations

• Proven experience generating net-new business within Life Sciences organizations through a hunter-oriented sales model

• Digital health and care delivery workflow sales experience strongly preferred

• A proven sales hunter and closer

• Consistent achievement of year over year quota attainment of at least $1.5M in new revenue

• Experience selling to the C-suite

• Ability to partner closely with Product and various innovation efforts/leadership

• Ability to understand and build relationships on multiple levels in complex, matrixed organizations

• Experience in comprehending and delivering ROI/ Business Case

• Experience crafting complex sales proposals with multiple SKU’s with advanced proficiency in excel

• Ability to matrix-manage large extended teams consisting of product specialists, solution engineers, customer success, and training personnel

• Expertise in Microsoft product suite and Salesforce preferred

Other Knowledge, Skills, Abilities or Certifications:
Required:

• Developing and qualifying prospect lists

• Professional demeanor and ability to develop and maintain relationships at all levels with internal/external stakeholders

• Collaborative mindset – able to develop corporate and/or organizational policies and authorizes the implementation of these policies at corporate level

• Strategic and tactical capabilities and mindset – able to analyze the markets, competitors and the company’s strengths/weaknesses to overcome potential issues and convert to winning solutions

• Able to work with abstract ideas or situations across functional areas of the business and able to conceptualize and articulate them to a diverse audience in a concise manner.

• Making in-person…