VP, Strategic Business Partner - Business Development
Position Summary
The 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
#LI-Remote
Precision is required by law in some states or cities to include a reasonable estimate of the compensation range for this role. This compensation range takes into account the wide range of factors that are considered in making compensation decisions including but not limited to: skill sets, experience and training, licensure and certifications, and other business and organizational needs. The disclosed range estimate has not been adjusted for the applicable geographic differential associated with the location at which the position may be filled. At Precision, it is not typical for an individual to be hired at or near the top of the range for their role and compensation decisions are dependent on the facts and circumstances of each case. This role is also eligible for a discretionary annual bonus, health insurance, retirement savings benefits, life insurance and disability benefits, parental leave, and paid time off for sick leave and vacation, among other benefits.
Reasonable estimate of the current range
$203,000—$304,000 USD