Director

Summary Job Description:

• Define and grow topline growth and improve the go-to-market plans, offerings, and value propositions in MedTech and Health Sciences
• Drive sales, P&L growth and pipeline across existing relationships and drive revenue growth and hunting for new logos, building and closing active pipeline on a quarter-on-quarter basis
• Build strong internal relationships with IOA Commercial/Offshore Delivery Heads, Clients Market Commercial & Delivery Unit) leadership, and other core leaders.

Key Accountabilities

· Closing Sales - The main responsibility and focus of the role will be the growth of our IOA business within NA, Specifically, win new deals in customer account per pre agreed targets.

· Sales Plan Creation - A critical early task will be developing and executing a quota growth plan for selected lines of business.

· Pipeline Management - Among the critical tasks likely to be featured in the sales plans, are developing the opportunity pipeline, qualifying high priority deals and winning new business in line with agreed targets.

· Demand Generation - To work with IOA and Life Sciences Commercial team to identify prospects, create marketing plans and take responsibility to engage new clients in conversation

· Proposal Development - Understand customer needs and translate them into winning proposals for Client and its customer in partnership with the presales and solution teams

· Deal Shaping / Pricing Development - Develop creative deal shapes, commercial structures, and pricing proposals as part of a winning sales pursuit. Work closely with the business unit, Commercial Director, Bid Directors, and regional FP&A teams

· Market Intelligence - Provide competitive intelligence associated with market pricing and specific competitor strengths, weaknesses, tactics, etc.

· C-Level Client Relationship Building - Build relationships across CXO levels in client organizations and developing executive level relationships.

· Regular Third-Party Intermediary Interaction - Participate in industry 3rd party seminars, meetings, analyst forums, Client capability presentations, etc. to develop deeper industry connects in relation to our clients and key local IOA intermediaries.

Job Requirements: Key Competencies:

• Life Sciences, MedTech, Health Science, or consulting experience is required.
• Consistent record of growing business successfully over the years through strong client relationships and a deep understanding of the LS/MedTech industry specifically Medical Device
• Demonstrated ability of building sales and account management teams.
• Deep understanding of IOA/BPO/LS and able to engage C-level executives in detailed LS deals, solution, transition, and transformation shaping discussions.
• Significant international experience required including being conversant in global service delivery models – both shared services and BPS.
• Well- developed “rolodex” as well as the demonstrated ability to create strategic partnerships with large and complex organizations.
• Ability to operate in a fast-paced entrepreneurial and highly matrixed organization.
• Validated ability to guide, influence and develop a wide range of professionals.
• Strong problem solving and analytical skills and the ability to “roll up your sleeves” and work with a client to create timely solutions and resolutions.

Qualifications

• MS or MBA degree preferred.
• Professional Contacts - Existing strong relationships with third party advisors, industry analyst, and potential C-level buyers.
• Matrixed Organization- Experience working in a highly matrixed organization is preferred.