VP. Head of North America

Neg    US (East or West Coast)

VP, Head of North America

 

The successful candidate will launch and lead a boutique consulting firm’s US market entry, driving its continued expansion of its consulting services in the healthcare sector, with a focus on pharma, biotech and medtech, in North America.

 

The Role:

Business Development

  • To be accountable for sales growth in US
  • To define and refine client segments that the firm should pursue
  • To create a Value Proposition to each client segment, blending existing capabilities with compelling extensions of offerings (in terms of region or content)
  • To develop a Business Development (BD) plan that outlines the steps required to win that business
  • To  prioritise the opportunities and set focused targets (qualitative and quantitative)
  • To identify, network and develop relationships with potential and existing clients
  • To lead and execute the BD plan to include client introductions, pitches, proposals, informal meetings.
  • To develop appropriate materials for each Sales call (slides/materials)
  • To integrate this BD plan into the Finance, HR and regional marketing plans
  • To be the Ambassador at relationship building and initial Sales meetings 
  • To help with the transfer of newly won business to Engagement and Project Managers

Client Management

  • To act as the Engagement Manager (EM), to oversee projects and manage key client accounts to ensure high quality deliverables, providing an exemplary customer experience
  • To grow client accounts by developing and building relationships with key stakeholders within the account, identifying new opportunities and new relationships as appropriate
  • To work with Founding Partners to design the targeted approach for existing US clients accounts and transfer of existing relationships
  • To work with the Founding Partners to ensure alignment across the client teams and other key internal stakeholders to maximize client growth and leverage opportunities across the network
  • To support PM(s) to deliver high quality work and manage client relationships within projects, stepping in to support the PM and/or manage client relationships as needed

Brand Support:

  • To attend relevant conferences with credible new business potential
  • To identify and lead thought leadership initiatives to support the growth of the brand in the market, to include speaking initiatives and writing White Papers
  • To identify other market entry strategies appropriate to signal our presence in the market

Leadership

  • To act as a Leader and Line Manager to (an increasing) group of employees: to include performance management, coaching, development, mentoring, dealing effectively with employee relations issues, employee engagement, etc.
  • To drive recruitment activity
  • To role model the company values and key behaviors

 

Requirements:

Key Technical Skills Required:

  • Track record in winning business and building client relationships from scratch
  • Deep knowledge of key issues in the US healthcare market and how they impact the range of clients we are going to be targeting (from Medtech, to Biotech and Big Pharma)
  • Ability to design and lead the delivery of consulting projects across pharmaceutical drug development, early commercialization and lifecycle management
  • Ability to build a team

Key Behavioral Competencies Required:

  • Proactive with an opportunity and solutions-focused mindset
  • Nimble and agile, ability to thrive and operate in a fluid, start-up like environment, where iterations and left-turns can be frequent
  • Significant cultural sensitivities and proven evidence of having worked successfully with US based clients with national or global responsibilities
  • Excellent leadership capability, with a passion for and track record of engaging, inspiring and developing others. A strong Line Manager.
  • Ability to build long-term, mutually-beneficial relationship at all levels, both externally and internally, to include strong influencing, negotiation and conflict management skills
  • Strategic thinker and commercially minded
  • Strong discovery skills; ability to question, observe, associate (make unconventional connections), network for ideas and experiment to bring to life novelty in all that we do
  • Excellent communication skills, both verbal and written
  • Alignment with values

Qualifications:

  • Demonstrated ability to develop business across a broad range of business questions from development to early and late stage commercialisation of pharam/biotech/medtech therapies/solutions
  • Minimum 5 years experience in top tier life sciences consulting firm or in an equivalent client-side role
  • Established network of contacts/clients that can be targeted for Business Development

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Interested to find out More?

Contact us on 0333 0110 573 or enquiries@cranmoreltd.com