About Our Client

Our client empowers the world’s leading researchers with an ecosystem of software products that make their lives easier, so they can focus on delivering the ground-breaking research of tomorrow.

With customers in 14 countries and over 2 million research projects supported, they’re entering a new phase of global growth. Their platforms are trusted by research-intensive universities, health-care institutions, and regulatory bodies to manage complex processes with confidence.

As they expand into a new phase of strategic growth, they’re looking for commercially-minded individuals who thrive on building relationships, opening new doors, and helping organisations unlock the value of well-designed research management systems.

Blue Astral Consulting is managing the recruitment process for this strategic role on behalf of our client; we will carry out initial discussions and support candidates through the process.

Position Overview

Reporting to the Commercial Director, the Business Development Manager will be responsible for driving business growth, generating new leads, and expanding our client’s global customer base in the UK, Ireland, Europe and Africa. As part of the global sales team, the Business Development Manager will focus on identifying potential customers within the higher education and research hospital sectors, building and fostering relationships, and converting prospects into loyal customers. A strong emphasis will be placed on understanding customers’ needs and aligning the company’s products and services to meet those requirements.

Travel to customers and attendance at industry events will form a key part of this position.

Key Responsibilities

Generate new business by proactively identifying, targeting, and engaging research institutions and organisations across assigned regions.
Build and manage a high-quality pipeline through outbound prospecting, partner introductions, strategic events, and inbound conversion.
Conduct structured discovery to understand customer challenges, motivations, and buying processes, positioning our client as a strategic solution partner.
Navigate complex, multi-stakeholder environments to uncover decision-makers, influencers, and internal champions.
Drive momentum in long and consultative sales cycles by setting a clear path to decision, managing expectations and addressing blockers early.
Provide timely, relevant, and value-driven materials to support internal evaluation by prospective customers.
Lead the development of tailored proposals and responses to RFPs, ensuring strong alignment between their product and customer needs.
Negotiate commercial and contractual terms to close deals that are sustainable and mutually beneficial.
Meet or exceed quarterly sales targets and contribute to the company’s long-term expansion into new labels.
Maintain accurate pipeline tracking and reporting through HubSpot and sales team processes.

Qualifications and Skills

Bachelor's degree (preferably in technology, engineering, business studies, or marketing-related discipline), and/or certifications in sales and business development.
Proven track record in sales and business development, ideally from within the Research and/ or Higher Education sector, or deep understanding of research and/or clinical trial processes and systems coupled with a strong network within the field.
Excellent communication and interpersonal skills to build and maintain strong customer relationships at all levels, from frontline user to board level.
Strong negotiation and persuasion abilities to close deals and meet sales targets.
Results-driven and self-motivated with a focus on achieving and exceeding sales goals.
Familiarity with CRM software and sales tools for efficient lead tracking and management.
Good analytical skills to assess market trends, customer behaviour, and competition.
Able to learn the company's offerings to effectively communicate their value to customers.
Ability to work both independently and collaboratively as part of a team.

Salary & Benefits

Salary Range: £45,000 - £55,000
Commission based on quarterly targets
Participation in our client's Bonus Plan
Pension
BUPA Healthcare (optional)
25 days of annual leave plus public holidays

Working Location

This role is offered as a hybrid (our client's preference) or fully remote. If hybrid, the successful candidate will be based in their UK office in Esher, Surrey – most of the team work 3 days per week from the office or customer/conference site, and the other 2 days at home. If remote, they would facilitate the successful candidate to be present at the Esher office c. 2 days per week during the first few weeks of their induction, and one day per month thereafter for team events.

To apply for this role, please click on the 'Apply' button above.

£45,000 to £55,000 base salary + Commissions + Bonus

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