Business Development Director - IVD - Cerba Xpert at Viroclinicsddl

Business Development Director – US Diagnostics (Cerba Xpert)

Reporting to: Head of Sales, Cerba Xpert
Based: United States (Remote)

At Cerba Research, we are committed to finding the best talent to join our team. We have partnered with Vector Talent to manage the recruitment process for this role. If you’re interested in applying, please direct all applications and questions to Vector Talent.

OBJECTIVE

The Business Development Director will lead the expansion of Cerba Xpert (CXP) in the United States by driving revenue growth, securing strategic diagnostic partnerships, and expanding CXP’s footprint within the IVD and diagnostics industry. This role owns US business development for CXP and is responsible for building a scalable, sustainable pipeline by positioning CXP’s scientific, regulatory, and operational capabilities as a differentiated value proposition.

This role requires a senior hunter mindset, strong leadership in complex deal execution, and deep understanding of IVD development lifecycles, regulatory pathways (IVD-R, FDA 510(k)), and data/evidence requirements supporting assay validation and commercialization.

KEY RESPONSIBILITIES

Sales & Revenue Leadership

• Own and drive US revenue growth for Cerba Xpert, meeting or exceeding annual bookings and revenue targets.

• Develop and execute a US-focused business development strategy aligned with CXP’s long-term growth objectives.

• Identify, pursue, and close high-value opportunities with diagnostic and IVD companies, including long-term and multi-service agreements.

• Lead complex commercial negotiations, including pricing strategy and contract structuring, to maximize profitability and lifetime customer value.

Client Acquisition & Strategic Account Management

• Identify, qualify, and secure strategic diagnostic accounts and institutional partnerships.

• Understand client needs and translate them into tailored solutions in collaboration with internal teams

• Build and maintain senior-level relationships with commercial, scientific, regulatory, and executive stakeholders at client organizations.

• Ensure high levels of client satisfaction, driving customer retention through strategic account planning, renewals, and account expansion.

• Serve as a trusted advisor to clients by aligning CXP capabilities with diagnostic development and regulatory needs.

Market Intelligence & Strategic Growth

• Monitor and analyze trends in the US IVD and diagnostics landscape, including molecular diagnostics, point-of-care and at-home testing, AI-enabled diagnostics, and evolving regulatory requirements.

• Identify emerging market opportunities, competitive threats, and white-space opportunities for new offerings.

• Translate market insights into actionable strategic recommendations, including new service development, partnership targets, pricing strategy, and early entry into high-growth segments.

Collaboration & Cross-Functional Leadership

• Partner closely with Sales, Marketing, Scientific Affairs, Regulatory, Operations, Project Management, and Finance teams to qualify opportunities and deliver high-quality proposals.

• Champion the Cerba Xpert value proposition, including assay validation and verification studies, regulatory enablement, specimen access, compliant diagnostic testing, biospecimen sourcing, logistics, and data governance.

• Provide commercial leadership during bid defenses, client presentations, and strategic negotiations.

• Support marketing initiatives, industry events, and thought-leadership activities to strengthen CXP’s US market presence.

Operational Excellence & Reporting

• Track KPIs and contribute to revenue growth objectives

• Maintain accurate forecasting, pipeline management, and reporting through CRM systems.

• Develop and execute strategic account plans to support long-term revenue growth.

• Prepare and present regular performance updates, forecasts, and strategic insights to leadership.

• Contribute to continuous improvement of BD processes, tools, and best practices.

EDUCATION & EXPERIENCE

Required

• Bachelor’s degree in life sciences or a related field; advanced degree preferred.

• Experience in business development, sales, or commercial leadership roles within diagnostics, IVD, clinical research, or life sciences services.

• Demonstrated success in building and closing complex, high-value deals with diagnostic or IVD organizations.

• Deep understanding of IVD development, assay validation, regulatory pathways (FDA 510(k), IVD-R), and clinical evidence requirements.

• Proven ability to engage credibly with scientific, regulatory, and executive-level stakeholders.

• Strong negotiation, communication, and strategic thinking skills.

Preferred

• Prior experience selling diagnostic development, validation, or regulatory-enabling services.

• Background in biospecimens, clinical operations, or diagnostic-focused CRO/CDMO environments.

• Experience operating in global or matrixed organizations.