The Team Behind the Work: Meet Sales
Meet our International Sales Team
As part of our The Team Behind the Work series, we're putting the spotlight on the people who connect QbD Group's expertise with the organisations that need it. From building new client relationships and identifying opportunities to following up on every lead and keeping the pipeline moving, the Sales team is the engine that drives the business forward.
Or, as they would put it: a bridge between client and consultant.
More than a deal
As Business Development Manager Bernd Lafortune puts it:
"We don't try to sell something clients don't need. But we might identify aspects they didn't know they were looking for."
A day in the life
No two days in the Sales team look the same, but a few things are always present.
Client meetings, both with existing partners and potential new ones, form the backbone of the day. Between those, the team works closely with operations colleagues to translate client needs into concrete solutions, and with the proposal team to shape those solutions into compelling offerings.
Follow-up is constant. A quick email, a call, a message on WhatsApp or WeChat. Relationships are built through consistency, and the team takes that seriously.
Behind the scenes, there is also careful pipeline management. Because Sales decisions ripple out across the company, tracking activities and potential deals in HubSpot keeps everything traceable and helps the wider organisation plan ahead.
"Consistent follow-up is crucial. That's how you build rapport, and rapport is how you build trust."
Who fits in?
The Sales team is made up of driven individuals who know what they want and are willing to go the extra mile to get things done.
It's a dynamic environment. Team meetings are full of ideas, not quiet updates. People push each other, challenge assumptions and bring energy to the work.
Someone who is motivated, not afraid of failure and has the right level of team spirit will fit in well here.
The right attitude and consistency, as Bernd describes it, goes a long way.
Selling with depth
What makes selling in life sciences different from other industries?
For Bernd, two things stand out: impact and depth.
The impact is real. Whatever service is being sold, the end result is always the same: helping a client bring a product to market safely, effectively and on time. That product will reach patients. Knowing that gives the work a different weight.
The depth is what makes it interesting. Life sciences is a complex, highly regulated industry. To be credible in it, the Sales team needs to genuinely understand what clients are facing, not just at the surface level but across the full landscape of their challenges.
"We translate problems into needs, needs into solutions. That depth is what makes selling in life sciences so interesting."
Trust, built over time
In a technical, highly regulated sector, trust is not assumed. It is earned.
The QbD Group Sales team approaches that challenge with three principles: be genuine, be honest, be consistent.
Being genuine means showing real interest in the client's business and in the people behind it. Being honest means being clear about what QbD Group can support and what it cannot. And being consistent means showing up regularly, reliably and with purpose until the relationship is built on solid ground.
That work does not happen in isolation. Consultants who deliver on what Sales promises, and a Marketing team that shares relevant content and showcases QbD Group's expertise, all play a role in making those relationships last.
Driving ambition forward
QbD Group is an ambitious company. The Sales team is part of what makes that ambition real.
Every opportunity won creates two things at once: room for the business to grow, and interesting, meaningful projects for consultants to work on. The two are inseparable, and the Sales team sits right at that intersection.
The four values of QbD Group, going the extra mile, delivering quality, working in partnership, and showing entrepreneurial spirit, are not just words for the Sales team. They are part of how the work gets done every day.
Two teams coming together and achieving greater things together.
That is what a successful client relationship looks like at QbD Group.
