Senior Vice President of Strategic Business Development

The Senior Vice President (SVP) Business Development, Services reports to the Head of Sales/Chief Growth Officer and is responsible for overseeing a driven team that sells integrated and differentiated services to the market. As a highly strategic role that is accountable for sales growth as measured by bookings across each of the Precision Value and Health services, this position will drive results via strong planning, collaboration, and management. Both direct and indirect reports, including the services sales team and the inside sales team, will report into this leader.

 

Essential functions of the job include:

• Design a best-in-class sales organization that maximizes opportunities and reduces client and internal friction
• Work closely with the Managing Directors across the services lines to ensure an up to the minute understanding of business needs and drivers as well as which accounts needs sales focus for expansion
• Work with services leaders to develop and own the annual net new sales plan and its numbers
• Prepare presentations for ELT that show results to date, forecasts, KPIs, white space and areas of opportunity
• Work closely with the SVP of Sales Ops to remove barriers and increase speed to sale
• Work closely with the SVP of PVH Products to align on account-based selling structure to ensure each team is advancing and supporting the other
• Establish SOPs for services sales that deliver an exceptional experience for prospects, clients and the sales team and collaborate with the SVP of PVH Products for alignment
• Review and approve services-specific and account-specific net new business plans to ensure maximum results
• Engage prospects and clients individually and in group presentations to help support sales opportunities
• Stay informed of the competitive environment and work with marketing to differentiate PVH offerings
• Coordinate with marketing to ensure strategic marketing plans support and drive sales for the team – lead gen, trade show, brand awareness, etc.
• Work closely with inside sales to ensure results and quality hand-offs
• Be a champion of salesforce and ensure its use and drive its success within the organization as the source of truth
• Represent existing engagement resources and innovation by presenting at conferences and trade shows and expertly managing subsequent leads and hand offs
• Research life science companies and bring new prospects and ideas forward to the team to execute
• Travel up to 50%

 

Team Leadership & Development:

• Inspire and coach employees through engagements and performance management processes in the development of industry-leading resources and client management
• Inspire a culture based on teamwork, accountability, and intellectual curiosity and lead as a role model for excellence, integrity, and respect for others
• Manage and coach team members with Situational Leadership
• Own team member hiring, training, development, and staffing allocation
• Provide rolling feedback, conduct regular performance reviews, and maintain career path development plans for direct reports and ensure for direct report team
• Ensure a focus on innovation and new ideas across the team that drive growth

 

Qualifications:

Minimum 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 to life science companies
• Comprehensive understanding of life science or consumer goods customer experience and engagement strategies and tactics including digital and omnichannel marketing including measurement, reporting, and analytics
• Understanding of emerging technologies, platforms and methodologies in life science or consumer goods commercialization and digital promotion including marketing automation platforms, Journey mapping, artificial intelligence, and machine learning
• Demonstrated broad influence leading cross-functionally in organizations and managing/developing teams

 

Preferred:

• MBA/MS in business and/or marketing or similar
• Understanding of pharmaceutical data assets including payer source data like IQVIA, MMIT, DRG, and SHA
• Understanding of key sales and marketing platforms to Adobe, Campaign Management Systems, Veeva, IQVIA OCE
• Experience managing and developing teams

 

Skills: 

• Excellent interpersonal and communication skills, with strong written and verbal presentation
• Strong collaboration skills and ability to influ