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Verista · 1 day ago

Business Development/Client Partner

Research Triangle Park, NC

Full-time

Onsite

Senior Level, Lead/Staff

$150K/yr - $220K/yr

10+ years exp

Verista is a leading company in the life sciences industry, dedicated to empowering growth and innovation. The Business Development/Client Partner role focuses on client satisfaction and revenue growth by managing relationships with key account decision makers and driving business expansion.

ComplianceHealth CareLife ScienceManufacturingPharmaceutical

Responsibilities

Responsible for creating and directing strategy for large or growing accounts including driving and coordinating selling and relationship activities

Maintain and build solid business relations with account key decision makers

Introduce and foster relationships with Verista and client key personnel

Responsible for detailed understanding of large, global account client business strategy, drivers, goals and initiatives and translating these into Verista selling opportunities:

Account management with an outcome of increased client satisfaction and increase in retention & account growth

Growth goal responsibility aligned to specific account base

Proficient in strategic account management & planning

Manage forecast accuracy on a monthly/quarterly/annual basis

Negotiate prices, terms of sales and service agreements, prepare contracts and submits orders per Verista guidelines

Partner with Service Lines to implement and track strategies that ensure delivery teams meet and exceed sales, utilization, and growth goals

Ensure all engineering projects, initiatives, and processes are in conformance with organization's established policies and objectives

Resolves client complaints and other issues that may interfere with efficient sales operations

Strengthen existing relationships with clients

Establish new client relationships within existing client area

Ensure quality of work from the delivery team remains high

Manage proposal development and volume to keep your team at acceptable utilization levels

In collaboration with the Service Line Management, drive resource utilization levels for your entire group including new and transferred resources

Manage all active and open purchase orders and ensure that units remain funded at all times

Verify all Service Line Directors are updating resourcing plans and seeking funding prior to full expenditure of existing funding are updated

Ensure your account personnel are only working on funded projects

Actively manage and document new and existing client opportunities including overall total revenue, forecasts, and resource planning strategies

Regularly (monthly) visit existing clients and target clients to maintain a presence, obtain feedback, ensure quality, and realize new growth opportunities

Responsibility for hitting Sales Quota for growth at assigned Accounts in conjunction with Service Line Director/Senior & Delivery Manager

Manage Salesforce Leads/Opportunities/Bookings with support of Service Line / Senior /Delivery Manager

Maintain sufficient pipeline total and weighted to achieve results (generally total pipeline should be 2-3x the sales required)

Support Verista growth goals at each existing account. Generally, 20% but could be significantly higher or lower depending on account

Ownership of Strategic Account Management Plans in assigned Accounts in direct collaboration with the Service Line / Senior /Delivery Manager

Working closely with other Directors and VP on a weekly basis to identify resource needs and gaps and assigning best resource

Communication with Service Line/Talent Acquisition/Resource Management about resource needs including skillset required and timing

If necessary, interviewing prospective candidates and making recommendations to VP/COO

Work collaboratively to make sure we have resourcing in place for potential new/solid opportunities

Work with sales to close identified opportunities and develop account management strategies at new accounts (<12 months)

Manage travel expectations for employees travelling over 50% for over three months

Provide regular updates to the Executive Leadership on resourcing projections, sales, and metrics

Develop strategic partnerships and help develop new accounts, as necessary

Raise awareness within leadership team of those who are unbillable, or who will become unbillable or whose contract ends in less than 3 months

Actively seek and communicate customer feedback – key strengths and improvement areas

Manage team resourcing and outlook to ensure effective and appropriate staffing levels. Clearly and effectively communicate staffing needs (positive or negative) in a timely manner to allow for effective sales

Provide leadership within your group to improve the following areas:

Work with Executive Leadership Team to set goals and expectations for his or her group

Define clear, measurable goals and expectations within your employees’ performance management plans, including working with management to define career paths for supervisory and technical growth opportunities in your team

Promote team concept within own group first, but also within other Service Line groups

Attend quarterly service line meetings with Team Building activities

Challenge employees to do their best. Have high expectations!

Hold employees accountable who do not meet expectations and provide feedback appropriately

Motivate team members to perform at a high level

Develop and build a team environment with high morale and positive corporate culture

Manage and develop strategy for engineering processes, procedures, and training

Focus upon ensuring standards and consistency with each and every employee and client. Verista must focus on providing a consistent, quality service regardless of the client, employee, or their processes

Identify mentors and support mentoring program

Be open to take on and develop new talent

Keep entire team up to date on procedures and training while maintaining billable targets

Be aware of training needs and/or desires for your team and make sure those needs are presented to the Director Quality & Training & respective Service Line Director

Ensure you communicate any feedback or concerns to your manager AND your sub-team representatives

Provide input on marketing, website, and strategies –VP to identify periods and tasks required

Participate as a member of the Lead Team

Perform other duties as assigned

Qualification

Account ManagementClient Relationship ManagementProject ManagementNegotiation SkillsFDA Regulations KnowledgeProcess EngineeringStrategic PlanningCommunication SkillsAttention to DetailTeam Leadership

Required

This position requires a minimum of a bachelor's degree in an Engineering or Scientific degree, Business field or relevant experience

Experience working in a fast paced, results driven organization

Experience in Project Management; managing numerous small projects (5+) of <$50K or large projects in excess of $500K

Exposure to FDA regulated environments including validation experience

Understanding of Commissioning, Qualification and Validation, and process engineering in pharmaceutical manufacturing environments

Prior supervisory experience

Strong written and verbal communication skills

Proven attention to detail and organization including proofreading, follow-through, and project communication

Maintain competitive knowledge & focus

Ability to meet, interact, and present in front of a wide range of customers with varying roles including: C-level executives, Project managers and plant engineers, Supervisor, operators

Ability to strategically negotiate with clients in a high stress situation to resolve Project and technical issues, Funding and change order discussions, Employee performance

Calm and collected leader with the ability to guide a team in stressful projects

Excellent business maturity and interpersonal skills

10+ years of relevant industry experience

Preferred

Broad knowledge of Commissioning, Qualification and Validation, process engineering, Automation Engineering, packaging, Project Management, and Regulatory/Quality, Vision Inspection etc. within Pharmaceutical manufacturing environments is strongly preferred

A network of contacts/relationships within the pharmaceutical industry in the geographic area of hire is highly preferred