Senior Director, Business Development and Marketing

General Description including Skills and Physical Activity Requirements:

1.      General

1. Believe, share and advance towards Singota Solutions vision
2. Leads, directs and develops the Marketing/Business Development, Client Services, and Contract Management (M/BD, CS) culture, teams, tools, processes and systems including about 20 direct and indirect reports.

                                          i.    Marketing and Business Development staff

                                         ii.    Head of Client Services, which includes both Project Managers and Client Support Specialists

1. Performs a critical role as member of the company's senior leadership team (SLT) in strategically planning and delivering on company's goals

                                          i.    Bringing and articulating the voice of the client to all discussions

                                         ii.    Identifying and driving opportunities for future company growth and improvement

                                        iii.    Moving ideas forward by taking action

                                        iv.    Assuming leadership role in identifying and growing strategic partnerships and related opportunities

                                         v.    Co-responsibility with Finance, HR, SLT and backup for CEO for company's business planning

1. Fulfills role as Singota's lead client facing figure, recognizable and highly respected in the field. Establishes and maintains fruitful, trustworthy, knowledgeable, long-term client-Singota relationships
2. Represents the company within the industry as a seasoned, insightful and dynamic leader
3. Improve systems and processes to drive excellent customer service for all clients while meeting client and regulatory requirements.

g.      Ensure key metrics are established, monitored, and reviewed regularly to determine return on investments selected; makes adjustments as necessary

h.     Improve initial and ongoing training for M/BD, CS; strategically work with HR & Training to regularly improve delivery and effectiveness of this training for client facing team and others as applicable

i.       Establishes, submits for approve and oversees operating budgets for client-facing departments

j.       General support required of an entrepreneurial venture where each is expected to pitch in and help to meet the needs of employees, teams, clients and Singota

k.      Assist with hiring process for Marketing/Business Development, Client Services, (M/BD/, CS) teams.

2.      Marketing

a.      Direct Marketing department to develop and execute comprehensive marketing plans, tools, and messages that support company growth and positioning objectives

b.     Provide input, guidance and feedback for marketing strategy and budget.

c.      Direct client interfacing plans for efficient and effective travel, conferences, and events (i.e. include client-site visits when travelling to an area for a conference)

d.     Utilize ongoing business analysis and market research to identify target markets, understand competitive and regulatory landscape, and alter sales strategy accordingly

3.      Business Development

a.      Maintains and expands customer base by coaching Business Development Manager and advising staff, building and maintaining rapport with key clients and prospects, and identifying new opportunities

b.     Identify best fit client persona to effectively identify and qualify leads

c.      Establishes sales forecasts in support of corporate objectives and breaks down demand to operational units

d.     Actively engages with past, existing, and prospective clients, as well as other industry professionals to solicit feedback on Singota performance, areas of improvement, and strategic opportunities  

e.      Oversee the Business Opportunity Review process (BORF) to ensure all new opportunities are properly vetted as pursue or not pursue direction for these opportunities and evaluate opportunities lost to identify changes, improvements and expansions for Singota

f.       Achieve operational sales objectives by contributing sales information and recommendations to corporate strategic growth plans; tracking departmental metrics; creating business action plans; implementing productivity and customer-service standards; identifying marketplace trends

g.      Ensure processes are in place to provide new clients a smooth transition between Business Development and Client Services. Create or integrate, into BD or CS, an Account Management function to sustain business connections with the existing clients (rather than the project-based connections that CS covers) to discover and respond to new opportunities from existing clients

4.      Client Services

a.      Directs the ongoing activities of the Client Services Manager and staff that plans and coordinates company and third-party resources to identify and meet client project requirements, project cost budgets, company revenue plans, while meeting and exceeding client and industry customer service expectations

b.     Perform final review and approval of all customized client proposals (Project Plans) requiring the understanding of project requirements, delineation of the appropriate services, identification of resources, material requirements, project timing, and cost/pricing.

1. Back up leadership with regards to monthly sales and operations planning process (S&OP).
2. Contract Management
3. Collaborates with Contract Management staff who coordinates with internal technical resources and outside legal counsel to prepare, negotiate, execute, track and file legal contracts and documents in an organized, timely and responsive fashion
4. Act as a Subject Matter Expert during client contract negotiations, directly leading discussions with clients
5. Presents the company position in a positive manner and works to negotiate agreements while protecting company interests
6. Identifies important issues and addresses those internally to protect company interests while ensuring compliance to contractual terms and duties
7. Solicits additional expertise from sources within and outside the company to understand the issues at hand.

Characteristics required include:

1.      Dynamic passion for identifying, building and growing strong client and partner relationships and networks

2.      Excels at communication skills - listening, speaking, writing, influencing

a.      Intentional speaker and listener

b.     Adept at and likes to collaborate with and draw ideas, goals and concerns from others

3.      Will be and has been trustworthy, honest, agile and reliable - uncompromising personal and business integrity

4.      Maintains a high degree of confidentiality

5.      Positive attitude with good judgment; sought out and respected for sharing wisdom and advice

6.      Strong business acumen and analytical skills

7.      Excellent time management and organizational skills

8.      Ability to travel to client sites, conferences, and trade shows

1.      Minimum of

a.      2-4 years of work experience (in a lab, quality, operations, engineering, etc.) in pharmaceuticals

b.     3-5 years of direct sales, business development and/or project management experience

c.      10 years of leadership positions, technical or business-related, in pharmaceutical and/or life sciences businesses

d.     BS in chemistry, pharmacy, scientific or engineering discipline or another life sciences field

e.      MS, MBA or significant informal training and development in business or leadership/management

2.      Prefer

a.      5 years of leadership experience in a client-facing role in the CDMO sector of the life sciences industry

b.     Experience in entrepreneurial/intrapreneurial ventures

c.      Individual who tends to act on ideas, then either fails or succeeds, and tries, tries again