Global Head of Business Development Clinical Trial Services

Job description

Inceptua is a leading comparator sourcing specialist in the global clinical trials market, now scaling our clinical services offering (packaging & labelling). We are looking for a Global Head of Business Development to drive rapid revenue growth and win new business across pharma and biotech companies, globally.

This is a front-line commercial leadership role combining hands-on new business acquisition with global team leadership. You will lead from the front—personally driving strategic deals while building and managing a high-performing, internationally distributed business development team.

The position is to be based in one of the following locations: the UK, Germany, Switzerland or the US.

Responsibilities include, but are not limited to:

New Business Acquisition (Primary Focus)
  • Personally drive new business across key accounts in pharma and biotech, globally
  • Build, own, and convert a strong pipeline of packaging, labelling, and integrated comparator sourcing opportunities
  • Lead outbound sales activity, networking, and senior stakeholder engagement
  • Consistently exceed revenue and margin targets
Global Team Leadership & Line Management
  • Lead, manage, and develop a small team of geographically distributed business development team across Europe, the US, and Asia
  • Set clear targets, KPIs, and activity expectations aligned to aggressive growth goals
  • Drive a high-performance, hunter-led sales culture across all regions
  • Coach team members on opportunity creation, solution selling, and closing strategies
  • Ensure alignment and collaboration across regions to maximise global opportunities
Solution Selling & Proposal Ownership
  • Own and oversee the full sales cycle from lead generation to closure, ensuring appropriate qualification and negotiation in the process
  • Lead the development of high-quality, competitive proposals for standalone comparator supply, Clinical trial packaging and Labelling services (multi-language, regulatory-driven) and integrated comparator sourcing + clinical services solutions
  • Using comparator sourcing as a strategic entry point to unlock broader opportunities drive cross-selling of clinical services into existing comparator sourcing clients and position integrated solutions to increase client spend and embeddedness
  • Work with Business Development and centre of excellence team members within Inceptua to ensure proposals / quotes are commercially compelling and operationally viable
Commercial & Market Leadership
  • Build and maintain senior-level client relationships globally
  • Act as the voice of the customer internally to shape service development and pricing
  • Identify market trends, competitive positioning, and growth opportunities
CRM & Pipeline Discipline
  • Instil thoughtful and committed regular use of CRM systems across the team to:
    • Drive pipeline visibility and accountability
    • Maintain accurate forecasting across regions
    • Track performance and conversion metrics
  • Implement best-in-class sales processes and reporting standards

Your profile

Experience
  • 8+ years in Business Development roles with experience and demonstrable success in, primarily Clinical trial packaging and labelling services and, secondarily Clinical trial supply / Comparator sourcing
  • Proven track record of winning new business and closing complex deals
  • Prior experience managing and leading international sales teams
  • Effective use of CRM systems to capture and drive sales and campaign activity
Knowledge & Expertise
  • Strong understanding of:
    • Clinical trial packaging & labelling operations
    • Global comparator sourcing
    • International logistics (including cold chain and import/export challenges)
  • Experience building proposals that balance operational feasibility with commercial competitiveness
Notable skills
  • Relentless new business focus and high activity levels
  • Strong commercial instinct and negotiation skills
  • Ability to engage and influence senior stakeholders
  • Well organized with disciplined pipeline management via CRM
  • Comfortable operating in a fast-growth, evolving environment
  • Naturally driven, competitive, and target-oriented
  • Energised by winning new logos rather than account maintenance
  • Hands-on, proactive, and comfortable creating opportunities from scratch
  • Resilient and persistent, with a strong closing mentality
What Success Looks Like
  • Rapid growth in new client acquisition
  • Strong pipeline built through proactive outbound activity
  • High win rates on competitive packaging & labelling proposals
  • Increased revenue from integrated comparator + clinical services deals
  • Establishment of a repeatable, scalable new business engine

This position is full-time. Our company is home to employees from various backgrounds that speak a range of languages.  With teams across different locations and cultures, we value diversity and believe that inclusive collaboration makes us stronger.

If you have a forward-thinking attitude and are ready to go the extra mile with us, we look forward to receiving your application.

Apply now!

View all open positions
BIO

CEO and Board Member

Stefan Fraenkel

Stefan Fraenkel is the CEO of the Inceptua Group and is also on the Inceptua Board. He has extensive experience in the pharmaceutical industry. Before joining Inceptua, he held senior management positions at Sobi (Swedish Orphan Biovitrum), Sweden’s largest publicly listed specialty pharmaceutical company, leading Marketing & Sales and serving as Head of Corporate Development and Strategy.

Previously, Stefan worked at Pfizer and Wyeth in international commercial leadership roles across Europe and the USA, gaining deep insights into global pharmaceutical markets and strategies. Stefan has also spent part of his career in management consulting. Stefan holds a PhD in International Economics, an MBA, and a BSc in Engineering.

BIO

Member of the Board

Chris Hasslinger

Chris Hasslinger is a Partner of Vesey Street Capital Partners and serves as a member of the Firm’s Investment Committee. He joined VSCP in 2023 and is responsible for sourcing and evaluating new investment opportunities and general portfolio company management. Mr. Hasslinger has nearly three decades of experience in healthcare and technology strategy and deal-making within the industry as well as in investment banking and private equity. He has extensive M&A experience, having closed over $20 billion in transaction value, and has established and structured a number of large commercial partnerships.

BIO

Executive Vice Chairman

Alan Raffensperger

Alan Raffensperger has a robust leadership background in the pharmaceutical industry, having served as CEO of Inceptua and COO of Sobi (Swedish Orphan Biovitrum), along with significant international executive roles at Amgen, Roche, and Pharmacia.

He has also been CEO for venture capital-owned medical device companies, showcasing his versatility in healthcare leadership. Alan’s early career as an advanced life support paramedic provided a strong foundation in emergency healthcare.

He holds an MBA and a BA in Emergency Health Care Management.

BIO

Member of the Board

Blake Goodner

Blake Goodner is a founder member of the investment firm Bridger Capital. He previously worked as a healthcare analyst at Tiger Management and a healthcare investment banker at Morgan Stanley. He currently serves as an advisor and board member for a range of healthcare companies. Mr. Goodner has been a member of the Trinity College Board of Visitors and the Duke Annual Fund Executive Committee. He is a current advisory board member with The Duke Margolis-Center for Health Policy.

BIO

Member of the Board

Adam Feinstein

Adam Feinstein is the Managing Partner of Vesey Street Capital Partners. Mr. Feinstein has 30 years of investment experience exclusively in the healthcare services sector. Prior to founding Vesey Street Capital Partners in 2014, he was a Managing Director on Wall Street and a healthcare industry executive. He held the position of Senior Vice President of Corporate Development, Strategic Investments, and Office of the Chief Executive Officer at LabCorp. Before his tenure at LabCorp, he spent 14 years as the Managing Director in Equity Research at Lehman Brothers/Barclays Capital. Mr. Feinstein is the Chairman of VSCP’s investment committee. He is also actively involved in working with portfolio company executives and sourcing new investment opportunities. At the same time, he oversees all of the firm’s investment activities and employees.

BIO

Member of the Board

Larry Marsh

Larry is a General Partner of Vesey Street Capital Partners and serves as a member of the Firm’s Investment Committee. He joined VSCP in 2016, and currently sits on the Board of QualityMetric, Safecor Health, and HRGi. He is responsible for portfolio company management and for evaluating new investment opportunities. Prior to VSCP, Larry was EVP, New Market Development & Chief Strategy Officer at Fortune 10 AmerisourceBergen. Prior to that, Larry was the #1 ranked Healthcare Technology & Distribution analyst on Wall Street for over a decade, at Barclays, Lehman Brothers, Salomon Smith Barney, and Wheat First Butcher & Singer. Larry worked with Adam, Bryan, Dan, and Joe at Barclays and Lehman. Larry received a B.S. in Economics & Management as well as an M.B.A. from the University of Richmond, and an M.P.H. from Columbia University.

BIO

Member of the Board

Heyward Donigan

Heyward Donigan is a seasoned healthcare CEO, Board Member, and Private Equity Advisor with broad industry experience and a track record of profitable growth. From 2019 to 2023, Ms. Donigan served as Rite Aid’s president and chief executive officer, making her one of the few women CEOs of a Fortune 500 company. While at Rite Aid, Ms. Donigan led the company to through a major brand, merchandise and technology transformation, debt reduction/refinancing, while also leading the company through a pandemic. Ms.Donigan is currently a strategic advisor to Vesey Street Capital Partners, Arima Health, and a board member of OnMed.

BIO

Executive Chairman

Doug Cook

Doug Cook is the Executive Chairman at Inceptua. Mr. Cook began his career driving the early success of Livingston Healthcare, leading to the purchase by UPS to become what is today UPS’s Global Healthcare business. After Livingston Healthcare, Mr. Cook moved to AmerisourceBergen (now called Cencora/COR) in 1998 and had an impressive career overseeing most of Cencora’s high growth, manufacturer-facing business. Mr. Cook ultimately served as the Executive Vice President, President Commercialization and Animal Health for COR.

You are about to leave!

You are now leaving an Inceptua website. Links to external websites are provided as a resource to the viewer. This website is neither owned or controlled by Inceptua . Inceptua accepts no responsibility for the content or services of the linked site.

CONTINUE