Head of Biopharma Business Development

Overview

Head of Biopharma Business Development

US Remote

The Emmes Company, LLC (“Emmes”) is a global, full-service Clinical Research Organization dedicated to excellence in supporting the advancement of public health and biopharmaceutical innovation. We believe in the power of truth, so much so that we named our company Emmes, which means truth. Through decades of experience we have learned that collaborative relationships thrive and human health benefits when truth is our compass.

Our “Character Achieves Results” culture is driven by five key values that guide our actions in the way we conduct research and distinguish us as an organization: Integrity, Agility, Passion for Excellence, Collaborative Partnerships and Intellectual Curiosity. We are a trusted partner to clients who share our passion for improving public health in a world of ever-changing scientific research.

If you share our motivations and passion in research, come join us! You will be joining a collaborative culture that empowers every Emmes employee — from entry level through top executive — to contribute to our clients’ success by sharing ideas openly and honestly.

Primary Purpose

Reporting to the Chief Executive Officer of Emmes Group, the Head of BioPharma Business Development will work closely with the CEO and executive leadership team to shape and execute the company’s strategy and priorities for growth. This individual will be responsible for driving organic growth in Emmes’ biopharmaceutical business, with the Business Unit leaders.

As a member of the executive leadership team, this individual will drive the go-to-market strategy for biopharma, ensure the seamless execution of the business growth and marketing agenda, manage all aspects of business development and lead and further develop the biopharma commercial team.

Responsibilities

Growth

• Drives the go-to-market strategy, ensuring its suitability to support the growth plan, the achievement of the financial objectives and the optimization of synergies and collaboration across the enterprise.
• Works with the executive leadership team to identify challenges, opportunities, and action plans to ensure the achievement of commercial targets.
• Defines and implements a customer segment specific commercial strategy, including strategic account management, targets, incentive schemes and coverage model (e.g. account management, sales specialists, insight sales, etc.).
• In collaboration with the leadership team, defines Emmes’ strategic key accounts, determines leaders of each key account, ensures development of key account plans and ensures the successful implementation of those plans.
• Accountable for growth in bookings and share of wallet in key strategic accounts.
• Responsible for lead generation and new logo development.
• Supports the CEO and the rest of the executive team in the development of a strategic plan and is part of all major growth/development initiatives including M&As.
• Develops and implements Emmes’ strategic direction in collaboration with the ELT. Identifies opportunities for growth, market expansion, and competitive advantage. Sets clear goals and objectives aligned with the company’s vision.
  
  

Client Engagement

• Executive sponsor, together with other Emmes leaders, to selected key clients, ensuring optimal engagement, client satisfaction and relationship expansion.
• Responsible for ensuring customer satisfaction, retention and expansion.
• Implements regular mechanisms to capture customer input with particular focus on Voice of The Customer, ensuring the definition of an action plan to address individual and consolidated challenges and opportunities.
• Active involvement in key customer opportunities and negotiations.
• Leads (and co-leads) and manages business development efforts to acquire new clients and expand existing client relationships. Identifies potential business opportunities, establish partnerships, and develop strategies to drive revenue growth across the capabilities.
  
  

Market Insights and Business Analytics

• Stays informed about market trends, industry developments, and competitive landscape. Conducts market research and analysis to identify opportunities for business growth and adapts Emmes’ strategy accordingly.
• Captures market facts/dynamics and reports business relevant insights to support client engagement and products by offering development and competitive readiness.
• Supports/leads the initiatives aimed to improve efficiency and collaboration.
  
  

Team Leadership

• Responsible for leading and further developing the existing biopharma commercial team (currently ~15 individuals). As appropriate, will help expand the commercial organization, attracting world class commercial talent.
  
  

Qualifications

• Bachelor’s degree or equivalent, preferably an MBA.
• More than 20 years of experience in global executive roles, ideally leading business development and/or broader commercial go-to-market teams.
• Extensive knowledge of the CRO industry and comfort selling a variety of clinical services into biopharma companies.
• Equal comfort building new customer relationships and cultivating and deepening existing relationships through key account management. Preexisting relationships with relevant customers are ideal.
• Facile managing all aspects of business development, from market segmentation and customer identification, through to deal closure.
• Track record of taking market share from competitors and unseating incumbent service providers.
• Strategic thinking, competitive, goal oriented and relentless customer focus.
  
  

Why work at Emmes?

At Emmes, your actions and hard work will have a direct impact on public health initiatives, both globally and in our local communities with opportunities for volunteerism through our Emmes Cares community engagement program. We offer a competitive benefits package focused on the health and needs of our growing workforce, including:

• Flexible Approved Time Off
• Tuition Reimbursement
• 401k Retirement Plan
• Work From Home Anywhere in the US
• Maternal/Paternal Leave
• Casual Dress Code & Work Environment
  
  

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The Emmes Company, LLC is an equal opportunity affirmative action employer and does not discriminate in its selection and employment practices. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, political affiliation, sexual orientation, gender identity, marital status, disability, protected veteran status, genetic information, age, or other legally protected characteristics.