Director, Business Development

About This Role

Directing business development, this role drives strategic growth, revenue performance, and client acquisition across EPG Health's portfolio of medical education and digital engagement solutions. It leads the sales function to improve pipeline quality, increase win rates, and achieve sustainable growth through focused, high-value sponsor engagement. The role combines strategic commercial leadership with hands-on execution, acting as a "player-coach" to manage key accounts while developing a high-performing sales team.

Responsibilities

• Collaborate with IMC / EPG Health leadership to define and execute the commercial and go-to-market strategy
• Contribute to development of new commercial solutions aligned to Medthority and wider platform capabilities
• Lead implementation of strategic initiatives to improve win rate, pipeline quality, and sales effectiveness
• Represent the commercial function in cross-business initiatives and leadership forums
• Take full accountability for sales and revenue performance, including net new business and profitability targets
• Own pipeline development, establishing leading and lagging KPIs to drive lead generation and working with the team to achieve these, and forecasting accuracy
• Lead proactive business development activity to identify, qualify, and convert new opportunities within target accounts and markets
• Generate and convert a strong pipeline of qualified leads through networking, thought leadership, referrals, industry engagement, and direct sales activity
• Drive improvement in sales conversion rates through targeted, insight-led direct sales activity including prospecting and relationship building
• Ensure sales effort is prioritised toward high-impact, revenue-generating opportunities
• Establish a high-performance sales culture with clear expectations around pipeline creation, client engagement, and revenue generation
• Track and report on key business development metrics including lead generation, conversion rates, pipeline value, win rates, and revenue growth
• Act as a strategic partner to pharmaceutical sponsors, building senior-level relationships across key accounts that generate new / expanded commercial opportunities
• Deliver revenue growth through a combination of new client acquisition, cross-selling, upselling, and expansion within existing accounts
• Develop and execute account growth plans that identify unmet client needs and create opportunities for additional business
• Lead pursuit, development and conversion of high-value opportunities, including oversight of proposals pitches and supporting contract negotiations processes
• Embed best practice across pipeline management, account planning, and deal governance
• Improve forecast accuracy, sales cycle efficiency, and overall commercial performance