Vice President – Client Partnership & 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 (MSC).

Responsibilities / Position overview

We are seeking an experienced Client Partnerships and Growth Strategy Vice President to join  our Medical Strategy and Communications (MSC) team.

This individual will play a crucial role in expanding MSC’s footprint within the life sciences industry. Central to this position will be powering efficient and effective new business development for the practice - securing, leading and driving RFPs from start to finish. That includes securing new Agency of Record (AoR) relationships as well as capitalizing and expanding on existing AoRs and client relationships into new therapy areas, brands and remits. You will help drive 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 capability-level clients. Lastly, you will work closely with our marketing colleagues to set marketing strategies and thought leadership programs that dovetail and support our new business drive.

You will liaise heavily with other members of the Growth Strategy team, the practice capability leads, client-facing leaders and the central Commercial (marketing and business development) teams. In addition to your global practice focus, you will be actively engaged in partnering with other business development colleagues across Lumanity.

As an experienced business development professional, you will understand what it takes to win RFPs, whether that be guiding teams to a winning pitch or leading and driving the lions share of the RFP content yourself. Ideally, your expertise would be founded in leading accounts and clients from across our three communications capabilities: scientific and medical communications, brand communications and promotion, patient engagement and communications. However, we will also consider candidates that can credibly lead business development in two of these areas.

The ideal candidate brings an adept consultative approach, credibility with senior stakeholders, a network of senior client prospects in pharma and biotech, and the ability to persuade and influence internal and external stakeholders.

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

Primary Responsibilities:

• 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, from start to finish including pitch narrative and content
  • 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 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.
• Consultative selling – engage directly with key Lumanity clients and client prospects to identify and securing revenue growth (organic and new new business) in conjunction with Lumanity senior client partners.
• Go-to-market strategy/commercialization strategy – partner with members of the growth strategy team and the MSC capability leaders to develop/refine and rollout our go-to-market / commercialization strategy. This could include our three capabilities, existing and new offerings and tech solutions.
• Marketing and thought leadership – provide input into our marketing strategy and plan, including congress presence and thought leadership plans. Support your marketing colleagues in cascading marketing deliverables to clients and internal stakeholders as well as capitalizing on converting the resulting Marketing Qualified Leads (MQLs) into sales leads. This may include attendance at key congresses, webinars and events.

Qualifications

About You

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 level-headed thinker with honed leadership skills, able to collaborate and drive change at an organizational 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.

Given the global nature of our work, this individual will need to work flexibly across time zones, both to engage US and European clients and prospects and also to effectively work with our global, geographically spread team.

Essential Skills & Experience:

• 15+ years of experience with relevant expertise and successful track record in client leadership (in two or more of our three capabilities: scientific and medical communications, brand communications and promotion and/or patient engagement 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 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.

• 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.

• 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 

• Pension scheme 

• Healthcare and wellbeing benefits 

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. 

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