Vice President, Business Development

Overview

Vice President, Global Head of Business Development

UK Remote

Emmes Group: Building a better future for us all.

Emmes Group is transforming the future of clinical research, bringing the promise of new medical discovery closer within reach for patients. Emmes Group was founded as Emmes more than 47 years ago, becoming one of the primary clinical research providers to the US government before expanding into public-private partnerships and commercial biopharma. Emmes has built industry leading capabilities in cell and gene therapy, vaccines and infectious diseases, ophthalmology, rare diseases, and neuroscience.

We believe the work we do will have a direct impact on patients’ lives and act accordingly. We strive to build a collaborative culture at the intersection of being a performance and people driven company. We’re looking for talented professionals eager to help advance clinical research as we work to embed innovation into the fabric of our company. If you share our motivations and passion in research, come join us!

Primary Purpose

The VP, Global Head of Business Development is responsible for overall business development strategies with an emphasis on creating and sustaining business growth. This role identifies and aligns capabilities with current and potential customer requirements, identifies markets, and determines the feasibility of product development. The VP, Global Head of Business Development performs economic analyses on new or improved product opportunities and/or business models and coordinates with internal departments in the identification and implementation of business development projects. This individual may work with sales, marketing, and potential customers to determine their needs. The VP, Global Head of Business Development directs business development activities to achieve new business goals from identification through contract award and develops pursuit strategies. This role establishes and maintains relationships with senior levels of customers, suppliers, and businesses.

Responsibilities

• Leads the Business Development process in the Biopharma area, including leading proposal development, term sheet generation, and negotiations.
• Acts as the face of Emmes Biopharma to external pharma partners, liaising with all levels of biopharma partners from biomarker groups to CEOs.
• Develops account plans and partnerships with accounts (must have deep network of biotech and pharmaceutical contracts), and provides regular sales activity reports to management.
• Drives sales for Emmes business; secures and retains business through professional, consultative, and proactive sales activities directed at key decision makers.
• Analyzes potential opportunities and develops sales plans and sales targets for each potential account; develops in-depth knowledge of the customer organization.
• Identifies the right ‘win strategy’ for individual opportunities and client partnership.
• Sells the company’s capabilities, differentiates Emmes from competitors, and follows up on leads.
• Coordinates with Emmes scientific, operations, and leadership team to present comprehensive proposals.
• Handles follow-up related to sales and drives completion of contractual documents.
• Maintains high visibility within the customer organization and monitors customer satisfaction through regular communication with the customer.
• Develops client call cycle to achieve objectives and sales plan.
• Provides quantitative analysis to monitor sales results, formulate sales forecast, and bookings reports.
• Uses CRM tool to manage internal communications and document territory and client information; builds opportunity pipeline.
• Leads Inside Sales function to support the generation of new leads.
• Performs other duties as assigned.
• Directs and oversees recruitment, hiring, supervision, coaching, and evaluation of staff.
• Develops, encourages, and provides ongoing education and professional development.
• Builds and maintains positive relationships with management, peers, and subordinates.
  
  

Qualifications

• Bachelor’s degree required, with an MBA from a leading business school or other advanced degree strongly preferred.
• 10+ years of relevant experience.
• Experience in the pharmaceutical services industry with strong preference for CRO sales/BD leadership experience.
• Experience in leading sales operations, client development, and operational proposal process and bid defense process for a clinical trials service organization.
• Leadership experience in sales and strategic account management within the biopharma sector.
• Prior experience performing and/or managing marketing and communications activities, including activities at scientific conferences, industry journals, and social media channels.
• Experience directing proposal activities.
• Experience with contemporary customer relationship management systems (CRM), such as Salesforce.
• Exceptional problem solving and analytical skills, combined with impeccable business judgment and the ability to communicate with highly scientific client-management teams.
• Senior-level writing skills, oral communication, and interpersonal skills.
• Impeccable integrity as a leader and ability to be quickly seen as a role model for leadership.
• Ability to work efficiently in a team-oriented setting; willing and open to contribute to other work groups in terms of personality and competence.
• Proven track record of effectively driving large scale pharma partnering initiatives.
• Attention to detail and ability to work simultaneously on multiple priorities.
• Adaptable and flexible to changing priorities.
• Effective negotiation skills.
  
  

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