Position SummaryThe VP, Strategic Business Partner (SBP), a role that requires a balance of business acumen and interpersonal acuity, is accountable for developing new Precision AQ revenue opportunities within a limited set of existing larger Precision customer accounts by building strong client/stakeholder relationships, identifying high-value opportunities, promoting all Precision AQ capabilities, and monitoring competitive/pipeline developments.
The VP, Strategic Business Partner reports to the SVP of Strategic Business Development, and will at times include matrix management opportunities across the organization.
This position is accountable for:
- Developing and executing annual strategic business plan to drive new revenue and sales growth of all Precision AQ products & services as measured by sales bookings-and directly accountable for large, market-leading life sciences companies
- Building and maintaining relationships with clients (especially at the senior executive level), and leveraging these relationships to generate new business opportunities and drive revenue growth
- Managing client opportunities from prospecting, solution development, SOW finalization, and successful transition to Precision service lines for implementation
- Collaborating with Precision service line leads and account management staff to coordinate account information/relationships and advance cross-selling opportunities to expand market share within targeted accounts
- Promoting Precision AQ capabilities and solutions through lead generation activities (e.g., conferences, trade shows, webinars)
- Informing/directing market research and analysis to identify trends, competitive landscape, and potential opportunities
Essential Business Development functions of the job include but are not limited to: - Developing and executing annual strategic business plan to drive new revenue and sales for all Precision AQ products & services, as measured by sales bookings
- Create ongoing client-specific development strategies and related tactical plans to achieve annual business development and sales targets by client, product and customer segment within the client`s organization
- Collaborate with Precision AQ service lines to inform budgets, forecasts, and metrics
- Building and maintaining relationships with clients (especially at the senior executive level), and leveraging these relationships to generate new business opportunities and drive revenue growth
- Engage life science clients-either individually or in group presentations-to create and cultivate new relationships that lead to additional revenue opportunities
- Managing client opportunities from prospecting, solution development, SOW finalization, and successful transition to service lines implementation
- Actively manage the client sales cycle including prospecting, stakeholder meetings, proposal development, proposal delivery, pipeline management, and transition to implementation
- Anticipate client needs and prepare executive summaries and presentations that cultivate opportunities and demonstrate the value of Precision AQ solutions
- Negotiate client deliverables and development/maintenance value-based pricing
- Maintain and update client records in Salesforce
- Collaborating with Precision AQ service lines to coordinate and advance cross-selling opportunities and expand market share within targeted accounts
- Communicate client needs, feedback, and recommendations with service lines
- Initiate company-wide communications and collaboration to further the Precision AQ value and foothold within the client
- Coordinate with Marketing and Sales Operations to inform strategic marketing and lead generation activities
- Promoting Precision AQ capabilities and solutions through involvement in lead generation activities (e.g., conferences, trade shows, webinars)
- Represent existing engagement resources and innovation by presenting at conferences and trade shows
- Expertly manage subsequent relationships as part of the selling process
- Directing analysis to identify trends, competitive landscape, and potential opportunities
- Contribute to pricing and competitive positioning for Precision AQ solutions
- Be a student of the life science marketing industry knowledgeable of new products, platforms, and services
- Spearhead competitive assessment by tracking competitors and their initiatives and analyzing competitive threats from within and outside the market
- Travel up to 50%
Team Leadership & Development - Inspire a culture based on teamwork, accountability, and intellectual curiosity and lead as a role model for excellence, integrity, and respect for others
- Matrix manage and partnership with extended team members, by applying Situational Leadership techniques
Serve as a role model within the Business Development team and broader Precision AQ organization as a key strategic and operational leader, showcasing collaboration success and provide development mentoring on consultative selling and cross-team matrix client management
Qualifications - Required
- BS in business and/or marketing, or similar
- 20+ years of experience, optimally in life sciences company sales and marketing positions, or professional services firms selling products and/or consultancy to life science companies
- Successful track record in driving revenue growth and achieving business results in multi-year continuous roles with proven consistent growth and expansion;
- Expertise in consultative, insight-focused, account-based selling approach
- Comprehensive understanding of life science customer experience and engagement strategies and tactics
- Demonstrated broad influence leading cross-functionally in organizations
- Experience in managing and developing teams
- Computer applications: MS Office applications
- Preferred
- MBA/MS in business and/or marketing, or similar
- Computer applications: Salesforce
Skills - Communication : Excellent communication and people skills, with the ability to articulate complex ideas and solutions in a clear and compelling manner
- Project Management & Collaboration : Strong project management skills, with the ability to manage multiple projects simultaneously and to work effectively with cross-functional teams
- Sales : Proven ability to identify, qualify, and negotiate effectively with clients to close business deals. Consistent experience with consultative, insight-focused, account-based selling approach
- Analysis : Strong analytical skills and the ability to use data and metrics to drive decision-making and measure the success of business development efforts.
Competencies - Strategic Thinking : Ability to think creatively and strategically to identify and pursue new business opportunities, develop effective business plans, and achieve organizational goals
- Relationship-building : Ability to build and maintain strong relationships with clients (especially at the senior executive level), and to leverage these relationships to generate new business opportunities and drive revenue growth
- Industry Knowledge : Strong understanding of the consulting services and life sciences industries, including market trends, competitive landscape, and emerging opportunities
- Adaptability : Ability to adapt to changing market conditions, client needs, and business priorities, and to pivot strategies and tactics as needed to achieve business goals
- Leadership : Ability to lead and mentor junior team members, to inspire and motivate colleagues and partners, and to drive a culture of excellence and accountability
- Results-orientation : Track record of success in driving revenue growth, achieving business targets, and delivering results
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