Vice President of Business Development (VP BD)

The Vice President of Business Development (VP BD) is responsible for driving global revenue growth for a specialized CRO focused on Dermatology and Rheumatology clinical development. Reporting to the Chief Business Officer (CBO), this role leads the development and execution of a high-impact enterprise sales strategy. Bringing an entrepreneurial, builder mindset, the VP is adept at optimizing or establishing commercial infrastructure—CRM systems, KPIs, training programs, and reporting processes—to support scalable, data-driven growth. The role includes managing and mentoring a global sales team, developing sales playbooks, and maintaining direct engagement with clients to accelerate business development. The VP also leads pricing strategy, forecasting, and commercial positioning, while contributing to broader strategic initiatives and ensuring the achievement of annual revenue targets. Experience engaging with KOLs and comfort operating in a scientifically rigorous, medically led culture are key to success.

This role will be perfect for you if:

• You have a strong track record of building and mentoring high-performing global sales teams with a focus on KPIs and structured growth
• You excel at designing and executing sales strategies, including CRM optimization and KPI-driven playbooks
• You’re a skilled deal closer, experienced in bid defenses, pricing strategy, and complex contract negotiations
• You thrive in scientifically rigorous environments and are confident engaging with KOLs in dermatology and rheumatology

RESPONSIBILITIES

Leadership and Team Development

• Train, mentor, and support sales professionals across North America, Europe, and APAC to meet individual and corporate goal
• Lead internal and external training sessions focused on role-playing, objection handling, and closing
• Foster a culture of continuous improvement and knowledge-sharing
• Develop junior staff and define clear career pathways that support individual growth and organizational value
• Identify and address gaps in the sales function to improve effectiveness, RFP flow, and win rates
• Forecast team resource needs and scale in line with corporate growth targets
• Develop a 3–5 year succession plan to support leadership continuity

Sales Strategy and KPI Management

• Build and execute an annual Sales Plan, including SWOT analysis, target markets, territory planning, and RFP projections
• Develop and maintain tailored Sales Playbooks outlining best practices by region, service offering, and client type
• Define and review sales KPIs—conversion rates, cycle time, deal size, win rates—on a quarterly basis for strategic adjustments
• Track and analyze team performance and report results to the CBO and Executive Leadership Team
• In coordination with Business Operations, define and implement CRM best practices and processes to ensure consistent and accurate data capture across the sales team

Client Engagement

• Act as a senior escalation point and maintain strong client relationships
• Deliver capabilities presentations and lead bid defenses, showcasing in-depth service knowledge
• Manage post-sales client satisfaction and course-correct where needed
• Personally oversee key accounts to build strategic partnerships and grow revenue

Deal Closing Expertise

• Lead RFP pricing strategy sessions with the CEO, CFO, and CBO to ensure
• competitiveness and margin alignment
• Guide the team in developing objection-handling strategies and securing commitments
• Support high-value deal negotiations, including MSAs, Work Orders, Change Orders and Strategic Partnership Agreements
• Create negotiation guidelines for team autonomy while protecting key business objectives
• Partner with the CBO on high-impact client initiatives.

Financial Leadership and Strategic Contributions

• Ensure delivery of annual sales and revenue targets and support overperformance through pipeline management and forecasting.

Financial Leadership and Strategic Contributions cont.

• Collaborate with the CBO on departmental budgets
• Improve pipeline-to-close conversion by refining qualification criteria and enhancing rep enablement
• Align pricing strategies and deal structures with margin targets and financial goals
• Support expansion into new markets and services, contributing to broader growth plans
• Collaborate with the PCM leadership team to optimize proposal and budget development, ensuring alignment with operational and financial objective
• Review and approve all final proposals in collaboration with the CBO prior to client submission.

External Representation

• Expand industry presence through strategic networking.
• Represent the company at conferences and networking events to build visibility and foster relationships.

IDEAL PROFILE

Education 

• Bachelor’s degree in Business, Life Sciences, Marketing, or related field; MBA is an asset

Experience 

•  10+ years in sales/business development. 5+ years of senior leadership within a
•  CRO is an asset
• Experience developing comprehensive sales plans and tailored playbooks
• Industry network in dermatology and rheumatology is preferred.

Knowledge and skills

• Proven success in training and growing junior sales talent
• Strong command of sales KPIs and data-driven performance management
• Excellent presentation and negotiation skills
• Track record of closing complex deals with pharma/biotech clients
• Proficiency in Microsoft Office 365
• Knowledge of GCP and relevant regulatory guidelines.
• Willingness to travel frequently across North America and Europe

The work environment

At Indero, you will work with brilliant and driven colleagues. Our values are collaboration, innovation, reliability, and responsiveness. We offer a stimulating work environment and attractive advancement opportunities. 

Working conditions

• Anywhere in North America
• Remote role with frequent travel
• Fast-paced, growth-oriented environment
• Competitive compensation with performance incentives and full benefits

About Indero

Indero is a contract research organization (CRO) specialized in dermatology. Since its beginnings in 2000, our organization has benefited from a solid reputation for the quality of its research and services exceeding the expectations of its clients. Based in Montreal, Indero continues to grow and expand in North America and Europe.

 Indero is committed to providing equitable treatment and equal opportunity to all individuals. As such, Indero will provide accommodations throughout the recruitment and selection process to applicants with disabilities, upon request.

Indero only accepts applicants who can legally work in North America.