SVP Strategic Partnerships

Location: La Jolla, California | Job #:554 | Category: Sales- VP Sales/ CSO

Our client takes the guess work out of purchasing research chemicals and life science reagents for global drug-discovery research. Designed for scientists by scientists, this successful and entrepreneurial, San Diego based firm built powerful chemical and biologicssearch engines, then combined them with customized online ordering and integrated logistical controls to develop a fully integrated, industry-leading solution for Big Pharma. Their proprietary eCommerce platform equips their customers with the tools to buy research chemicals from around the globe with a few clicks, then easily track them to assure that these research chemicals and life science reagents arrive in the right format, purity and timing allowing their customers to focus on achieving their research objectives.

The Position

In this newly created role, the VP Strategic Accounts will work directly with the worlds largest Pharmaceutical companies, many of which are already current customers. By developing, deploying and maintaining a first-class sales and go-to market strategy, focused on biologics and research chemicals and life science reagents, the successful candidate will manage 4-6 Account Managers who in turn directly manage the relationships and interactions between their customers scientists and the procurement team. The VP will be charged with ensuring that each customer, and their multiple plants take full advantage of our clients products and solutions.

Reporting to the CEO, the VP will serve as the quarterback of the strategic sales team, crafting and managing an innovative, customer-centric sales strategy encompassing inside sales, tele sales, on-site, pre-and post-sales professionals.

In this role, you will be

  • Held accountable for
    • Designing innovative, high value and customer-centric sales and marketing strategies that effectively incorporates various teams and tools to maximize customer adoption and retention
    • Creating real time, relevant and accurate short and long-term forecasts and communicating expectations and projections to senior management
    • Assessing and, where necessary, adjusting the compensation and incentive plan for Account Managers responsible for strategic selling
    • Managing the Account Management team and supporting the Application Scientists who consult with current and prospective Big Pharma customers- specifically the internal scientists and to a lesser extent, procurement professionals - to introduce and sell new products, maintain and improve service levels, ascertain ongoing service level satisfaction, and reinforce marketing initiatives
  • Serving as a thought leader to the CEO to develop and implement an effective and timely strategy that identifies key decision makers within Big Pharma, across various product groups and site locations
  • Consistently and confidently interacting with and communicating with senior management, delivering market intelligence that will help move the business forward
  • Working with and mentoring Account Managers and sales support to develop relevant and solution-oriented business plans and strategies customized for each customer
  • Analyzing the ongoing business by leveraging various reporting tools, developing business and actions plans, and executing and re-evaluating accordingly
  • Acting as primary contact for the customer in the absence of an available Account Manager while leveraging the technical expertise of the Application Scientists
  • Managing and developing the team to effectively build broad and deep relationships with relevant stakeholders across various customer departments
  • Supporting the Account Managers as they work to develop an ongoing sales pipeline, developing and delivering proposals to customers
  • Coaching and training the sales team to leverage a consultative, account management-based selling strategy, detailing solutions to onsite scientists other stakeholders, determining unique customer needs and requirements, and making recommendations to both prospects and customers of the various solutions offered
  • Working with Account Managers to develop strategic account business plans for achievement of sales growth and quota attainment
  • Building and sustaining relationships with customers and ensure customer satisfaction and loyalty

You will be successful in this role if you possess

  • Minimum 8 years experience including 3+ in a supervisory/management capacity
  • Recent experience operating in a sales leadership capacity within diagnostics, drug research, scientific software or lab environment, offering services and solutions
  • Proven ability to hire, mentor, manage and motivate a geographically diverse account management team of 4 or more professionals
  • A History of consultative selling in an environment where sales cycles consistently extend beyond 6 months (formal training in Challenger Sales methodology would be a distinct advantage)
  • Recent experience operating in an entrepreneurial, fast paced, fluid hyper-growth organization
  • A keen understanding of the key market drivers and dynamics of the U.S. life science market
  • The confidence and communication skills to interact daily with executive management and the board, pushing back and offering new ideas in a respectful and diplomatic manner
  • A Demonstrated ability to consistently provide relevant customer quotations, while handling customer returns or complaints that are elevated to management
  • A successful track record of developing and clearly communications quotas, holding your team and other stakeholders accountable to meet expectations consistently
  • Current and up to date forecasting skills in a complex, services business
  • Willingness to travel to customer locations as needed

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