Job Order: 6126
Staff Representative: Tim Jadwin
Position: VP, Client Services Diabetes
Location: Indiana
Company Summary:
Our client produces medical education programs.
Description:
Brief Description:
The Client Services team is the sales arm of the organization. Client Services applies consultative selling which emphasizes addressing client needs with proactive, individualized solutions. The VP of Client Services is the senior member of the team and is focused on the broad, strategic goals, objectives and metrics of the client. This role is responsible for developing individualized client strategies that are designed to identify and pursue new business as well as retain and grow existing business. There are four key areas of responsibility:
- Analyze client / business opportunities,
- innovate on clients’ existing business,
- capitalize on new product opportunities, and
- develop a strong client oriented team.
These core responsibilities are achieved by forging strong, collaborative partnerships with senior level marketing and brand leadership and understanding and internalizing the brand’s goals.
Responsibilities:
- Analyze Client / Business Opportunities
- Identify and prioritize key client targets based on strategic goals and objectives
- Outline specific strategies to pursue, retain and grow client base
- Analyze and monitor client revenue and profitability
- Anticipate market changes, competitive threats, product launches and other game changing variables
- Develop business and client specific unit dashboards
- Outline key metrics with progression to revenue goal, early indicators of success, and lagging indicators
- Conduct business/client reviews with team to assess how addressing needs, growing revenue and growing profitability.
Innovate on Clients’ Existing Business
- Exhibit Business ownership
- Proactive recommendations to drive clients’ business forward
- Results driven updates to clients
- Dashboard for projects to review goals and performance
- Strategic partnerships with Brand Leaders and Managers
- Seat at the table for strategic discussions and meetings; regular face to face meetings
- Updates on specific project work as well as overarching brand activities
- Build strong relationships with other partner vendors/contract service organizations
Capitalize on New Product Opportunities
- Recognize/anticipate brand needs that fit with core capabilities
- Gaining broader scope of brands’ value-added business in non-commoditized product offerings
- Expanding business to more brands and projects
Develop Strong, Client-Oriented Team
- Instill passion and accountability to everyone who works in or with business
- Create sense of business unit identity
- Over communicate business unit happenings (especially early on) to ensure alignment and understanding across organization
- Demonstrate and show appreciation
Requirements:
- 5 – 10 years experience and leadership in pharma, biotech, device or diagnostic marketing – needs to be able to provide insightful recommendations to address brand goals as well as connect and build credibility with client base
- Strategic, overarching insight and perspective of client’s business and direction needs to go,
- Strong ability to establish and maintain interpersonal relationships with marketing leadership and other vendor partners
- Demonstrated success in selling and Influencing marketing decisions — ability to convince marketing leadership to use company as strategic partner vs. other competitive alternatives
- Talent for coaching, developing and stretching employees to take on broader responsibilities and achieve personal goals.
- Ability to understand and communicate scientific and clinical data
- Clever, quick on feet - able to immediately (in the moment) provide value added insights to client and astute strategic recommendations
(Note: Anticipate that this role will spend 70% of time on business development and 30% of time billable to client work. Billable work would include participating in specific client project meetings, reviewing client deliverables. Non-billable time includes relationship building, disease state and brand specific research and understanding, attending strategic discussions and market research)
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