Business Development / Client Partner

Overview

Verista ’s 500 experts team up with the world’s most recognizable brands in the life science industry to solve their business needs. The purpose is to empower growth and innovation within the scientific community and to help researchers, organizations, and companies solve some of the world’s most pressing healthcare challenges. Verista provides innovative solutions and services that empower informed decision‑making and are the result of our significant investment in our people and our capabilities.

Our ability to grow is driven by world‑class people who thrive in a team environment and share our mission to enable life sciences clients to improve lives. Our talented professionals are committed to making an impact every day.

Company Culture Guidelines & Values

We empower and support our colleagues

We commit to client success at every turn

We have the courage to do the right thing

We encourage an inclusive environment where our colleagues feel respected, engaged, and challenged

We constantly acquire new skills and learn from our experiences to enhance our collective expertise

Role Purpose

The Business Development / Client Partner role is responsible for both direct client contract value retention as well as growth through contract expansion and / or the development of opportunities for our products and services with new clients, solely or in conjunction with a supporting service delivery team. This position is responsible for developing and maintaining solid business relations with key account decision makers to drive business within the account base, with defined objectives for account growth, and margin while meeting or exceeding client satisfaction goals.

The primary areas of focus for this role include client satisfaction, revenue growth, account level oversight of onsite teams specific to service delivery, management of current and new business operations, business development for new and existing clients with the overall goal to lead your team to growth and achievement of the company goals and vision.

The position sets a leadership example for the Verista Culture of hard work, positive attitude, commitment to satisfy the customer, and strong interpersonal skills.

Primary Duties / Job 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.

New Business Development

Verista is well positioned to grow based on our industry reputation and broad capability, and the Business Development / Client Partner has a primary responsibility within the company to drive significant increases in revenue and market share.

You will assume the role of Primary Contact for Client Manager and Partner levels (C‑level) with the following responsibilities :

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

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

Resourcing Responsibilities

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 ( 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

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

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

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

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

Ensure standards and consistency with each employee and client. Verista must focus on providing a consistent, quality service regardless of the client or employee

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

Communicate training needs to the Director of Quality & Training and Service Line Director

Ensure you communicate any feedback or concerns to your manager and sub‑team representatives

Provide input on marketing, website, and strategies

Participate as a member of the Lead Team

Perform other duties as assigned

Qualifications

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

Required Knowledge and Experience

Experience working in a fast paced, results driven organization

Experience in Project Management; managing numerous small projects (5+) of

Exposure to FDA regulated environments including validation experience

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

Prior supervisory experience

Required Skills

Strong written and verbal communication skills

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

Maintain competitive knowledge & focus

Required Abilities

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 Skills

The following skills are 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

Supervisory Requirements

This position requires cross‑functional leadership responsibility to provide direction to employees, OEMs, contractors or clients as necessary to meet project goals and deadlines.

Equal Employment Opportunity

Verista is an equal opportunity employer. This job posting does not discriminate on the basis of any protected status under applicable law. Privacy and data collection notices are provided where applicable and in compliance with law.

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