VP Client Partnership and Growth Strategy

Overview / About Us

Lumanity is dedicated to improving patient health by accelerating and optimizing access to medical advances. We partner with life sciences companies around the world to generate evidence to demonstrate the value of their product, translate the science and data into compelling product narratives, and enable commercial decisions that position these products for success in the market. We do this through three strategic and complimentary areas of focus: Strategy and Insights, Value Access and Outcomes, and Medical Strategy and Communications.

Responsibilities / Position Overview

In your role as VP Client Partnerships and Growth Strategy, you will play a central role in driving the growth of key clients within the MS&C practice, enabling and supporting client leads and the practice in growing revenue and contribution from priority practice-level and Operating Company (OpCo)-level clients.

Another central part of your role will be powering efficient and effective new business development for the practice. You will be aligned to one of our four core service areas (scientific communications, patient advocacy/engagement, promotional medical education or brand experience) and represent the Growth team as a point of liaison with the leadership team of one of the OpCos. You will also have senior client facing leadership responsibility at the global practice level.

You liaise heavily with other members of the growth strategy team, the practice client facing leaders, Operations and Finance teams and the central Commercial team. In addition to your global practice focus you will be actively engaged in identifying and delivering collaborative opportunities which involve capabilities right across Lumanity.

You will report to the SVP, Growth Strategy and be part of the MS&C Growth and Innovation team.

Primary Responsibilities:

• Key client revenue and contribution growth – partner with MS&C client leaders, supporting the development of the practice growth mindset and establishing capabilities, processes, training and tools to achieve the strategic revenue and contribution targets of the practice’s key clients.
• Business development – working closing with other members of the growth strategy team and with the practice leaders to drive efficient and effective business development including, but not limited to;
• Developing and maintaining NBD processes, tools and assets
• Leading and/or facilitating training
• Targeted networking
• Leading and supporting RFIs and RFPs, in particular those for the key MS&C clients and particularly those for the core service areas and OpCo you are aligned to
• Building relationships with and engaging biopharmaceutical procurement teams on behalf of MS&C, to support our inclusion in upcoming, relevant RFIs and RFPs
• Key client leadership – be responsible for the leadership of one-to-two global practice level accounts including;
• Client engagement, needs identification and solutions development
• Leading and managing implementation
• Business development within the client/account
• Revenue generation responsibility (existing, organic growth and new business) equivalent to >$1m per annum
• Consultative selling – engage directly with clients to identify and securing revenue growth (organic and new new business) for your clients and in conjunction with Lumanity senior client partners, in particular related to the core service offering and OpCo you are aligned to.
• Business transformation – partner with members of the growth strategy team to lead and support initiatives that enable the long-term, sustained growth of the practice. This may include horizon scanning of market and competitor trends, the development of new offerings and capabilities. This can include partnering with other practices as well as external partners
• Thought leadership and marketing – partner with members of the growth team, the practice and the overall Lumanity marketing team, to lead/drive/support thought leadership and marketing activities. In particular, take a lead on thought leadership related to the core service offering and OpCo you are aligned to.
  
  

Qualifications

You will be an agile, highly motivated, and team-focused individual with proven experience in strategically leading complex client facing selling scenarios. You will be enthused and at-home in working within a fast-paced consultancy environment. For this senior role, you will need personal energy, confidence, and excellent influencing skills. You need to be a cool thinker with honed leadership skills, able to collaborate and drive change at an organisational and team level. Above all, you need to be an excellent communicator and a team player, with tenacity and a passion for driving the business forward and delivering high-quality services and solutions.

Essential Skills & Experience:

• 15+ years of experience with relevant expertise and successful track record in client leadership, marketing, and medical strategy and communications in professional services or in-house for the biopharmaceutical industry.
• Demonstrated experience and success in a professional services environment, and in creating, applying, and disseminating new processes and procedures in a rapidly growing entrepreneurial organization.
• Experience working with - and a network across - top tier pharmaceutical and biotechnology companies.
• Ability to lead others, influence and collaborate in a matrix environment.
• Develop and nurture relationships with senior client executives to understand their strategic issues and key priorities.
• Facilitating difficult conversations with senior level employees and customers.
• Proven track record in leading and growing large, global pharmaceutical clients in medical communications, scientific communications and/or commercial/brand marketing
• Industry profile incl. thought leadership and industry body involvement/network e.g., MAPS, ISMPP
• Comfortable in and evidence of consultative selling
• Able to take clients/prospects from leads, to securing proposals/RFPs, leading and then converting RFPs to secure significant ($500k+) AOR opportunities
• Capable of leading and supporting business transformational initiatives that enable the long-term, sustained growth of the practice and business
• Excellent English oral and written communication skills with a view to liaising with technical and non-technical clients (both internally and externally).
• Strong interpersonal skills; interact effectively with individuals from varying levels both. internally and externally; ability to quickly form relationships, drive a common vision, and break through barriers.
• Exceptional management skills with excellent executive level verbal and written communication.
• Prior track record of managing in a high growth professional services organization.
• Broad and deep understanding of the pharmaceutical, healthcare or life sciences industry.
• Experienced in the use of Microsoft office, including Excel and PowerPoint. Expertise in using CRM, marketing/sales analytics and/or financial analytics tools strongly preferred.
  
  

Benefits

Competitive salary (dependent on experience) plus bonus scheme

Comprehensive benefits package

Lumanity is committed to creating a diverse environment and are proud to be an equal opportunities employer. All qualified applicants will receive consideration for employment on the basis of merit, and in accordance with legislative requirements.