Director, Business Development

Work Schedule

Standard (Mon-Fri)

Environmental Conditions

Office

Job Description

Executive Account Director, Business Development – PPD Japan

Job Overview

The Executive Account Director, Business Development (BD) for PPD Japan is a senior leadership role tasked with driving strategic growth and cementing PPD’s position as a premier contract research organization (CRO) within Japan’s pharmaceutical, biotechnology, and medical device industries. Reporting directly to the Vice President, Head of Business Development in Singapore, this position is the top BD representative in Japan. The role demands a strategic, consultative approach to secure high-value, long-term partnerships with C-suite executives and key decision-makers, aligning with PPD’s global mission under Thermo Fisher Scientific to enable customers to make the world healthier, cleaner, and safer.

Summarized Purpose

The Executive Account Director orchestrates high-level sales strategies to secure and expand business for PPD’s clinical research portfolio, positioning the company as the preferred partner for outsourced clinical development services. This role involves engaging senior stakeholders at existing and prospective clients, qualifying complex opportunities, crafting tailored proposals, and leading negotiations for multi-million-dollar contracts. The Executive Account Director serves as the primary liaison between clients and PPD’s global teams, ensuring seamless collaboration and successful deal execution while driving Japan’s contribution to PPD’s Asia-Pacific growth strategy.

Core Responsibilities

• Strategic Business Development: Identify and pursue high-value opportunities with senior executives at pharmaceutical, biotechnology, and medical device companies in Japan, securing strategic partnerships that align with PPD’s global objectives.
• Executive-Level Engagement: Act as the primary point of contact for C-suite and senior decision-makers, articulating PPD’s value proposition in drug discovery, development, and lifecycle management to address complex client needs.
• Complex Deal Structuring and Negotiation: Lead the development of customized client proposals, orchestrate RFP strategy sessions, and negotiate high-value contracts, ensuring alignment with PPD’s strategic and financial goals. Achieve or exceed assigned authorization targets for new business.
• Market Leadership and Intelligence: Maintain deep knowledge of Japan’s clinical research market, including regulatory frameworks (e.g., PMDA), competitive dynamics, and emerging trends, to position PPD as a market leader and inform strategic decisions.
• Cross-Functional Collaboration: Partner with global Account Executives, clinical operations, finance, and marketing teams to ensure smooth transitions from lead qualification to project implementation, delivering integrated solutions for clients.
• Pipeline and Performance Management: Oversee Japan’s BD pipeline using CRM, providing accurate forecasting, strategic reporting, and actionable insights to senior leadership.
• Thought Leadership and Industry Presence: Represent PPD at high-profile industry conferences, executive forums, and trade shows in Japan, fostering strategic relationships and enhancing PPD’s reputation as a thought leader.
• Client Satisfaction and Retention: Proactively engage with key accounts to ensure client satisfaction, address concerns, and develop recommendations to strengthen long-term partnerships.

Qualifications and Skills

• Education: Bachelor’s degree or equivalent in a relevant field (e.g., life sciences, business, or related discipline). Advanced degrees (e.g., MBA, PhD) or equivalent experience are highly preferred.
• Experience: 8+ years of progressive experience in business development, sales, or account management within the pharmaceutical, biotechnology, or CRO industry, with at least 4 years in a senior leadership role managing high-value accounts or portfolios.
• Bilingual Proficiency: Fluency in business-level Japanese to engage effectively with local clients and stakeholders, coupled with an exceptional command of English for seamless communication with global teams and leadership.
• Cultural and Market Expertise: Deep understanding of Japanese business culture, etiquette, and negotiation practices, with the ability to navigate complex, high-stakes relationships in Japan’s clinical research sector.
• Industry Knowledge: Extensive expertise in the pharmaceutical and clinical research industries, including familiarity with Japan’s regulatory landscape, drug development processes, and PPD’s service offerings.
• Strategic Sales and Leadership Skills: Proven track record of closing high-value deals, with exceptional negotiation, presentation, and relationship-building skills. Ability to thrive in a target-driven environment while maintaining a consultative, client-centric approach.
• Technical Proficiency: Advanced proficiency with CRM platforms, sales automation tools, and data analytics for pipeline management and forecasting. Familiarity with SaaS or technology-driven solutions is a plus.
• Leadership and Influence: Demonstrated ability to lead cross-functional initiatives, influence senior stakeholders, and drive strategic growth in a competitive market.

Our Mission

Our Mission is to enable our customers to make the world healthier, cleaner and safer. Watch as our colleagues explain 5 reasons to work with us. As one team of 100,000+ colleagues, we share a common set of values - Integrity, Intensity, Innovation and Involvement - working together to accelerate research, solve complex scientific challenges, drive technological innovation and support patients in need. #StartYourStory with PPD, part of Thermo Fisher Scientific, where diverse experiences, backgrounds and perspectives are valued.