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VP of Global Head of Sales Acurian

Company: Pharmaceuticals, Horsham, PA
Location: Horsham
Posted on: January 13, 2018

Job Description:

The Vice President, Business Development drives top and bottom level growth of Company through direct accountability for sales targets. Deepens strategic and financial engagements with existing customers and aggressively penetrates new customers. Provides executive level oversight of the sales process and orchestrates strategy, planning and execution of client-centric, innovative solutions to maximize client satisfaction and proactive engagement measured by aggressive growth. Has a comprehensive understanding of the Phase II-IV clinical development process, CRO services, including site and patient enrollment dynamics and patient recruitment and retention. Champions and executes a clear and aggressive account strategy to support the company’s growth targets. Leads through a matrixed environment a cross functional team comprised of Operations, Marketing, Finance, Business Development and Commercial Operations to ensure seamless orchestration of complicated, demanding sales processes of services to Company. Leverages all opportunities to achieve operational, financial and growth targets while representing the priorities across the growth account portfolio. Responsibilities Defines the commercial path to growth, expansion and profitability of Company. Establishes short and long-term sales strategies ensuring alignment with corporate strategy and goals. Oversees portfolio profitability by monitoring profit/loss. Manages operational expenses in order to achieve Company profitability targets. Achieves year-over-year financial growth while maintaining service quality to growth accounts. Fosters key relationships with growth segment accounts, understanding client needs and translating them into deliverables. Ownership of customer relationships and achievement of sales/authorization targets across growth accounts. Collaborates with operational leaders to evolve delivery operating model to be aligned with the patient recruitment industry needs and culture. Stays abreast of market trends and identifies opportunities for portfolio growth. Provides executive oversight in assisting with deal development, strategic proposals, pricing and negotiating to close such that the sales plan is met and exceeded. Executes global strategies that expand Company’s scope of business with assigned client accounts and supports strategic selling initiatives for services. Monitors performance to ensure Company client deliverables are met. Assesses client satisfaction and recommends future actions to ensure the overall success of the growth portfolio and drive market share. Serves as Company BD executive contact for all operational issues, contractual changes and service level agreements. Leads the planning and prioritization of programs/projects that engage client partners and support customer deliverables. Qualifications Bachelor’s degree required; 15+ years of relevant experience in business development selling clinical development services in a CRO environment (Phase II-IV) biopharma. Demonstrated success in gaining access to senior decision-makers via established network and cold approaches in large pharma and biotech segments. 7+ years of management experience with direct responsibility of all aspects of the commercial apparatus: Tactical sales team management and motivation, sales operations (Territory planning, pipeline analysis, account planning, training, comp planning) and marketplace intelligence Direct accountability for at least $200MM in annual sales annually and a history of growth Established network of clinical/operations decision-makers in Pharma and Biotech; Venture Capital connections a plus. Core belief and commitment to continuous improvement and process accuracy and efficiency Experience mentoring team at all levels of proficiency and experience In some cases an equivalency, consisting of a combination of appropriate education, training and/or directly related experience, will be considered sufficient for an individual to meet the requirements of the role. Strategic thinker with proven ability to strategically support a business through rapid growth and/or change Strong pharma operations and/or scientific background with in-depth knowledge of biotechnology industry, concepts and terminology Ability to establish relationships with and influence clinical/operational/scientific leaders Ability to work in a matrix environment and politically savvy
Strong command of sales disciplines and techniques Exceptional short and long-term strategic planning skills with the ability to develop sound strategies and business plans Strong competitive and business intelligence with ability to convert strategies into profitability & business growth Advanced fiscal management skills including forecasting, budgeting and resource management Oversee the daily operation of a department, section(s), unit(s) or group(s) of experienced professional individual contributors and supervisors/managers performing different tasks in the same or related fields. Directs staff in the development and implementation of departmental policies, procedures and programs. Manage the departmental structure, planning, objectives, budget, expense/cost control, development and training. Full accountability for hiring, discipline, discharge, performance appraisals, promotions, salary administration, etc.

Keywords: Pharmaceuticals, Horsham, PA, Philadelphia, VP of Global Head of Sales Acurian, Sales, Horsham, Pennsylvania

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