Director/Senior Director - Global Commercial… at Lumanity · London

Overview

Lumanity is dedicated to improving patient health by accelerating and optimizing access to medical advances. We partner with life sciences companies around the world to generate evidence to demonstrate the value of their product, translate the science and data into compelling product narratives, and enable commercial decisions that position these products for success in the market. We do this through strategic and complimentary areas of focus: Strategic Consulting & Insights, Value, Access & Outcomes, Medical Strategy & Communications, and Real-World Evidence.

Responsibilities

As the Global Director/Senior Director, Commercial Partnerships, you will play a key role in supporting the progressive growth of the Lumanity HEOR business with global clients and accounts. Reporting to the SVP for Commercial Strategy & Operations, you will be have a focus and drive for supporting the achievement of the Lumanity vision in ‘Accelerating and optimizing access to medical advances’.

The primary measure of success for this role will be achievement of sales targets within defined target accounts that the role will actively lead and manage, This will mean identifying, creating and securing opportunities where Lumanity can partner with clients to define, develop and execute successful health economic and outcomes research (HEOR) strategies and solutions.

Essential Functions:

• Leading the development of strategic objective setting and relevant key activities within defined target accounts to achieve sales and revenue targets, through mobilisation of account teams following account management practices.
  • Track, record and document actions towards goal achievement.
  • Provide rich insight and analysis into the account buying cycle/ journey and future target opportunities for partnership
• Lead client outreach, engagement and onboarding into Lumanity through consultative selling, client engagement and relationship management to generate and secure new business and account growth
  • Ownership of account activities, including support of client negotiations (MSAs & Commercial terms, discounts and project team support on these), preferred supplier / strategic partnerships (including RFI completion), client pitch presentations and capability presentations to secure new business
• Collaboration and partnership with Lumanity technical & consulting experts to position Lumanity services as solutions to our client challenges
• Support mobilisation of Lumanity thought leaders and experts to showcase Lumanity talent within our target client accounts
• Opportunity pipeline management and tracking to manage your own opportunity pipeline to close and win projects in line with account plans and account sales targets
• Collaboration and partnership with wider Business Development (BD), Operations and Marketing team to develop and utilise materials and relevant collateral to support account sales and growth. Follow up on Marketing qualified leads to generate opportunities and return on investment from Marketing initiatives
• Support development and implementation of HEOR Commercial & Operations Strategy
• Support development and implementation of operational systems and processes to enhance our ways of working and support further global expansion of the BD and Operations team
  • Creation/enhancement/ implementation/embedding of key systems and processes
  • Own the creation, enhancement or roll out of key systems and processes to ensure adoption across HEOR business to improve efficiency and productivity of BD related ways of working

Qualifications

• Have excellent Strategic & Commercial acumen, including a significant solid track record in sales or business development within the pharmaceutical sector with a focus on HEOR / Market Access
• Has a ‘Consultative Selling’ Mindset to generate solutions to client problems and mobilising an account team to position solutions and win work. Thrives on partnering both internally and with clients to design services and solutions tailored to client needs in efficient time frames
• ‘Hunger’ and drive for business growth with a proven ability to drive strong growth from identifying and creating opportunities within accounts
• Be confident in managing multiple workstreams while maintain continuous trusted relationships through excellent communication, internally and externally
• Be flexible to travel and work across time zones, including undertaking international travel as required
• Be able to effectively research client account drivers and provide relevant analysis to support account prioritisation, strategies and associated tactics to achieve sales & revenue growth within accounts
• Be able to undertake appropriate data analysis on sales and opportunity pipeline
• Takes a collaborative approach to working and be an effective team worker across all relevant Lumanity functions, building exceptional relationships internally and externally, with a passion for maintaining these to develop deep and trusted partnerships
• Confident and inspiring leadership, decision making and action providing confidence to internal and external audiences on your proficiency to lead our business in target accounts, acting decisively and in line with Lumanity vision and HEOR business needs.
• Takes ownership for taking action in a timely manner, whilst bringing teams and clients with them.
• Clear communicator that engages and inspires belief in delivery and the value of partnering with Lumanity
• Proficient in MS Office collective tools and software along with relevant CRM systems
• Hold a bachelor’s degree in science, business or a related discipline