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 opportunitiesAccount management with an outcome of increased client satisfaction and increase in retention & account growth
Growth goal responsibility aligned to specific account baseProficient in strategic account management & planningManage 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 areaEnsure quality of work from the delivery team remains highManage proposal development and volume to keep your team at acceptable utilization levelsIn collaboration with the Service Line Management, drive resource utilization levels for your entire group including new and transferred resourcesManage all active and open purchase orders and ensure that units remain funded at all timesVerify all Service Line Directors are updating resourcing plans and seeking funding prior to full expenditure of existing fundingEnsure your account personnel are only working on funded projectsActively manage and document new and existing client opportunities including overall total revenue, forecasts, and resource planning strategiesRegularly (monthly) visit existing clients and target clients to maintain a presence, obtain feedback, ensure quality, and realize new growth opportunitiesResponsibility for hitting Sales Quota for growth at assigned Accounts in conjunction with Service Line Director / Senior & Delivery ManagerManage Salesforce Leads / Opportunities / Bookings with support of Service Line / Senior / Delivery ManagerMaintain 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 accountOwnership of Strategic Account Management Plans in assigned Accounts in direct collaboration with the Service Line / Senior / Delivery ManagerResourcing Responsibilities
Working closely with other Directors and VP on a weekly basis to identify resource needs and gaps and assigning best resourceCommunication with Service Line / Talent Acquisition / Resource Management about resource needs including skillset required and timingIf necessary, interviewing prospective candidates and making recommendations to VP / COOWork collaboratively to make sure we have resourcing in place for potential new / solid opportunitiesWork 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 monthsProvide regular updates to the Executive Leadership on resourcing projections, sales, and metricsDevelop strategic partnerships and help develop new accounts, as necessaryRaise awareness within leadership team of those who are unbillable, or who will become unbillable or whose contract ends in less than 3 monthsActively seek and communicate customer feedback – key strengths and improvement areasManage 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 salesProvide Leadership Within Your Group
Work with Executive Leadership Team to set goals and expectations for his or her groupDefine clear, measurable goals and expectations within employees’ performance management plans, including working with management to define career paths for supervisory and technical growth opportunitiesPromote team concept within own group first, but also within other Service Line groupsAttend quarterly service line meetings with Team Building activitiesChallenge employees to do their best. Have high expectations!Hold employees accountable who do not meet expectationsMotivate team members to perform at a high levelDevelop and build a team environment with high morale and positive corporate cultureManage and develop strategy for engineering processes, procedures, and trainingEnsure standards and consistency with each employee and client. Verista must focus on providing a consistent, quality service regardless of the client or employeeIdentify mentors and support mentoring programBe open to take on and develop new talentKeep entire team up to date on procedures and training while maintaining billable targetsCommunicate training needs to the Director of Quality & Training and Service Line DirectorEnsure you communicate any feedback or concerns to your manager and sub‑team representativesProvide input on marketing, website, and strategiesParticipate as a member of the Lead TeamPerform other duties as assignedQualifications
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 organizationExperience in Project Management; managing numerous small projects (5+) ofExposure to FDA regulated environments including validation experienceUnderstanding of Commissioning, Qualification and Validation, and process engineering in pharmaceutical manufacturing environmentsPrior supervisory experienceRequired Skills
Strong written and verbal communication skillsProven attention to detail and organization including proofreading, follow‑through, and project communicationMaintain competitive knowledge & focusRequired 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 engineersSupervisor, operatorsAbility to strategically negotiate with clients in a high stress situation to resolveProject and technical issues
Funding and change order discussionsEmployee performanceCalm and collected leader with the ability to guide a team in stressful projectsExcellent business maturity and interpersonal skills10+ years of relevant industry experiencePreferred 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 preferredA network of contacts / relationships within the pharmaceutical industry in the geographic area of hire is highly preferredSupervisory 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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