Business Development Manager - Importer of Record

The Business Development Manager of Clinical Trial Importation & Regulatory Solutions Help life sciences organizations take their clinical trials across borders.

We are looking for an accomplished Senior Business Development Manager to help expand our presence within the global clinical research and life sciences industry.

This is a strategic, client-facing role focused on supporting pharmaceutical companies, biotechnology and MedTech organizations, CROs, clinical trial sponsors, central laboratories, clinical supply providers, and research organizations conducting clinical trials internationally.

Our clients operate in highly regulated environments where moving clinical trial materials across borders can be complex.

This role will help them navigate those challenges by connecting them with specialized solutions for Importer of Record (IOR), clinical trial importation, customs compliance, regulatory requirements, licensing, permits, temporary imports, and duty and tax management — with a particular opportunity to support clinical research conducted throughout Latin America and other international markets.

What You'll Do

You will be responsible for developing new business and building strategic relationships across the clinical trial ecosystem.

Key responsibilities include

• Identify and develop new business opportunities with pharmaceutical, biotechnology, MedTech, CRO, sponsor, laboratory, and clinical supply organizations.
• Build senior-level relationships across Clinical Operations, Clinical Supply Chain, Global Trial Management, Procurement, Regulatory Affairs, Logistics, and Vendor Management.
• Develop relationships with organizations conducting or preparing to conduct clinical trials internationally.
• Position our organization as a strategic partner for clinical trial importation and regulatory solutions.
• Consult with clients on country-specific importation, customs, and regulatory challenges.
• Develop opportunities involving:
• Importer of Record services
• Import licenses and permits
• Customs clearance
• Regulatory compliance
• Temporary import programs
• Duty and tax management
• Documentation review and validation
• Generate new revenue through strategic prospecting, networking, referrals, industry events, and account development.
• Secure participation in RFPs, RFIs, and vendor qualification programs.
• Lead commercial discussions, proposals, client presentations, and bid defenses.
• Partner closely with internal regulatory, compliance, and operational teams to develop client-specific solutions.
• Negotiate commercial agreements and develop long-term strategic client relationships.
• Represent the organization at relevant clinical research and life sciences industry conferences.

Who We're Looking For

We are looking for someone who understands that this is not simply a logistics sales role.

The ideal candidate understands the clinical research ecosystem and can confidently engage with senior stakeholders at pharmaceutical companies, CROs, sponsors, and other life sciences organizations.

You should bring

• Strong business development experience within clinical trials, pharmaceutical services, life sciences, clinical supply, specialty logistics, regulatory services, or a closely related field.
• An established network within the clinical research and/or life sciences industry.
• Experience developing relationships with sponsors, CROs, pharmaceutical companies, or clinical supply organizations.
• Strong consultative and solution-selling capabilities.
• The ability to understand complex client requirements and translate them into commercially viable solutions.
• Confidence presenting to senior-level decision-makers and participating in strategic commercial discussions.
• A strong understanding of the challenges associated with conducting clinical trials across multiple international markets.
• An entrepreneurial, relationship-driven approach to developing new business.

Why This Role Matters

When clinical trials expand into new countries, regulatory requirements, import licenses, customs procedures, documentation, taxes, and local requirements can quickly become barriers to execution.

Our goal is to help clients navigate that complexity so their clinical trial materials can move efficiently, compliantly, and with reduced regulatory risk.

If you have built your career within the clinical research or life sciences ecosystem, enjoy opening doors and developing strategic relationships, and understand the commercial opportunity surrounding international clinical trial importation, we would love to hear from you.