Head of Commercial Strategy

Location
Deerfield, IL, US;Homeworking
Salary
Competitive
Posted
18 Feb 2021
Closes
20 Mar 2021
Ref
2021-12696
Hours
Full Time
Contract Type
Permanent
Experience Level
Experienced (non-manager)
Overview

Advanced Clinical is a global clinical development organization that provides CRO, FSP, Quality & Validation, and Strategic Resourcing services for biopharmaceutical and medical device organizations. Our mission is to deliver a better clinical experience for our clients. With global experience in over 50 countries, we are committed to improving all lives touched by clinical research. We understand the complex nature of the clinical research industry and approach each opportunity with compassion. Together, we answer the hopes of patients and healthcare professionals with industry-leading services in global life-sciences. As part of the Advanced Group family of companies, Advanced Clinical employees provide the support, structure, and professional background and experience for better clinical trials and research. They are the foundation of our energetic and collaborative environment, where constant learning and service to others take top priority. We seek dynamic, hard-working team members who are inspired to work amongst diverse backgrounds and perspectives. From our altruistic mission to outstanding career development opportunities, there's no better place to grow your career than Advanced Clinical.

Reporting to the President, the Head of Commercial Strategy (HCS) will be responsible for the overall sales and marketing strategy of Advanced Clinical and is responsible for sales and revenue generation and for building/enhancing the integrated company brand footprint globally. Key responsibilities include identifying and implementing the strategy development and oversight of sales as Advanced Clinical expands into new markets, service lines, strategic accounts and larger customers. In addition, the corporate messaging enhancement will be driven by the HCS, including but not limited to message development, marketing strategies world-wide, and training of sales teams and other employees to ensure the messaging is delivered consistently across the global portfolio. The HCS is instrumental in driving key customer growth within the current customer base, develops and fosters relationships with new customers, and motivates and ensures the sales team members deliver to goals, all of which produces year over year sales and revenue growth. The HCS must embody a strong presence and the ability to create partnership opportunities of large scale with potential and current customers. This individual must thoroughly understand the clinical research market and encompass relationships that will create opportunities for Advanced Clinical. The HCS will serve on the business leader team reporting to the President and will represent sales and marketing for the company. All regional sales teams in Solutions, as well as the marketing and proposal functions report into the HCS. AC Staffing sales function has a dotted line into the HCS.

Responsibilities

  • Develop annual and long-term global sales strategy across business units (i.e. CRO, FSP, Staffing), both in total, by service line, and by region, and within different customer basis (large, mid, small pharma and biotech; medical device)
  • Oversee the company brand and message development or enhancement and ensure the organization's employees are all trained and communicating the message consistently
  • Develop and oversee the company annual marketing plan, including strategies for tradeshows, advertising, outreach, thought leadership and other activities to build AC's brand
  • Network and explore within the pharmaceutical/device/clinical research industry to develop relationships and create opportunities for new customers and partnerships. This includes thought leadership and speaking at industry conferences or webinars, attending trade shows, webinars, and other conferences
  • Provide high level strategic consultation to the sales team in order to develop and grow salespeople skill sets and maximize client opportunities
  • Champion strategic account planning across the business to ensure continued growth throughout and within key accounts
  • Oversee all recruitment, hiring, onboarding and training of sales and marketing employees
  • Serve on the Business Leaders team and participate in leadership meetings
  • Manage the overall departmental P&Ls for sales, proposals and marketing
  • Manage the senior leaders within the sales and marketing departments
  • Make strategic recommendations to Advanced Clinical Executive Leadership for overall long-term and short-term sales and revenue growth inclusive of strategies to close gaps and embrace differentiated strategic opportunities, acquisitions, and partnerships
  • Plan and lead company sales meetings yearly and standard department meetings
  • Participate in large opportunities, sales presentations, proposal strategies and bid defense meetings as a consultant and executive representation
  • Regularly interact with top customer executives to ensure customer satisfaction and engagement, account retention and growth
  • Select and oversee any marketing vendors/partners/agencies utilized to grow Advanced Clinical's brand
  • Write white papers, blogs or other marketing tools/efforts to promote Advanced Clinical as a leader in the industry
  • Work closely with Corporate Development on maintaining competitive edge through feasibility, pricing strategies, service enhancements, and other opportunities to differentiate Advanced Clinical in the marketplace
  • Oversee the sales ATS functionality from a needs standpoint, working closely with the IT team to implement any changes or enhancements
  • Oversee proposal strategies, both as a company and for individual proposals that are of high dollar volume.
  • Oversee all commission and bonus structures for the sales team
  • Work closely with operations on portfolio level customers to support growth and provide a unified team
  • Ability to effectively summarize abstract concepts into clear, concise and insightful business plans
  • Position will include travel

Qualifications

Education and Experience

  • Bachelor's Degree in Life Sciences or Business Administration
  • Master's Degree a plus
  • A minimum of 20 years of clinical research experience within the pharmaceutical industry, including significant experience in a contract research organization with global sales oversight. FSP and staffing services sales management a plus
  • Demonstrated ability to generate global sales and revenue growth, and proven success within the US, Europe and Asia Pacific regions across a portfolio of service lines
  • Demonstrated experience with path finding and creating solutions to complex problems
  • Experienced in identifying, leading/navigating and closing material business deals (e.g. Portfolio wins, M&As) and partnerships
  • Experience in leading/managing people, including executing/overseeing sales, proposal and marketing departments
  • Change management experience and oversight
  • Demonstrated success in strategic planning and driving company results year over year
Certification/Training
  • Maintain a thorough understanding of global laws and regulations related to data privacy and GxP, including GDPR, CCPA, FDA 21 CFR 11 compliance, and related industry expectations
Role Competencies
  • Proficiency of the skills and knowledge relevant to the function. Success in performing most complex assignments with little supervision.
  • Communicates complex issues clearly and credibly with widely varied audiences. Ensures appropriate individuals are informed.
  • Proactively discovers the needs of customers and creates new solutions, services, and processes to meet the customer's changing needs. Works in partnership to improve customer experience.
  • Develops consensus and alignment on ideas and recommendations affecting own team or other teams. Facilitates discussions and gives consideration to a range of interests, opinions, possibilities and situational variables.
  • Creates new and relevant ideas and leads others to implement them. Challenges convention purposefully. Critically assesses established methods.
  • Assesses the effectiveness of systems and current processes; streamlines standards and processes and develops innovative approaches to program development and implementation.
  • Builds and manages strategic relationships to establish mutually beneficial working arrangements, openly sharing knowledge and insights.
  • Demonstrates awareness, flexibility and willingness to adapt approach and/or apply different leadership styles when the situation or individual requires it. Can test assumptions and own stories by seeking ideas and stories of others. Depicts high level of self-discipline.
  • Establishes reputation as a credible and trustworthy source for employees to voice concerns, and share anything that might be negatively impacting their competence and commitment on current goals and tasks. Identifies and responds to underlying attitudes or behavior patterns such as cultural norms and personality differences. Reacts purposefully to frustrations of others. Resolves escalated conflicts among stakeholders through effective dialogue.
  • Accepts constructive feedback and adapts leadership style/actions/behaviors. Creates a sense of well-being by taking an active interest in the opinions and ideas of others, and partnering in efforts to align. Plays to the different strengths and development levels within a team to maximize effectiveness. Helps others through emotional or tense situations, tactfully bringing disagreements into the open, engaging in healthy debate.
  • Facilitates the creation of effective SMART goals by team members, ensuring they tie to wider team and company strategies. Stays knowledgeable on industry trends. Anticipates outcomes of decisions made by the business based on experience and following trends. Monitors financial performance and efficiency of own team.
  • Help and encourage others to identify and leverage transferrable skills, and develop the goal or job specific skills necessary for current and future roles. Able to diagnose development level on goals and tasks, and provide the matching leadership style to build competence and commitment, thereby accelerating development.
  • Establish strategies or methods for accomplishing major new directives. Keeps informed on trends in the industry and develops strategies to realize opportunities or mitigate risks.
  • Swiftly administers action if needed and deals with difficult questions head on. Commits to completely new activities that are innovative and feasible or styles of approach that are necessary but feel less comfortable. Measures the risks involved while taking a course of action.
  • Holds self and team accountable to upholding the REAL values. Integrate the REAL values into team processes. Celebrate when witnessing team members exhibiting these values.
This job description is a summary. It is not intended to be comprehensive in detail. Individuals with this job title will be expected to perform according to their individual goals and evaluations in addition to this job description and all applicable standards (SOPs, manuals, code of conduct, laws, regulations, etc.).

At Advanced Group, our commitment to diversity and inclusion in every part of our organization is crucial to fulfilling our mission and demonstrating our REAL values. A diverse staff allows us to effectively draw on different perspectives and enhance our efficiency and effectiveness. Diversity thereby strengthens the legitimacy and relevance of Advanced Group in delivering services to our clients. We seek talented, creative individuals from a variety of backgrounds and cultures to work with us. It is our priority that our workplace be inclusive, welcoming of diverse ideas and appreciative of valuable experience.

Equal Employment Opportunity

It is Advanced Group's practice not to discriminate against any Employee or applicant because of sex, race, color, age, national origin, religion, gender, gender identity or expression, sexual orientation or sexual preference, pregnancy or maternity, genetic information, marital status, physical or mental disability, medical condition, military or veteran status, or any other basis protected by applicable federal, state, or local law.

This practice applies to all terms and conditions of employment including, but not limited to, hiring, training, compensation, benefits, promotions, transfers, layoff, Company-sponsored education, social and recreational programs, and treatment on the job. If you have a disability or handicap and would like us to accommodate you in any reasonable way, please inform your Recruiter so that we can meet to discuss the appropriate alternatives available.