Director, Global Commercial Partnerships – HEOR

Job Description

Assume a pivotal role in bolstering the progressive expansion of Lumanity's Health Economics and Outcomes Research (HEOR) division, focusing on global clientele and accounts. Achieve specified sales objectives within designated target accounts, actively managed and directed by this role. Identify, cultivate, and secure avenues where Lumanity can collaborate with clients to define, create, and implement effective health economic and outcomes research strategies and solutions. Spearhead the creation of strategic objectives and relevant key activities within defined target accounts to meet sales and revenue goals. This involves mobilizing account teams following established account management practices. Monitor, document, and track progress towards achieving objectives. Offer insightful analysis into the account buying cycle, journey, and potential partnership opportunities. Lead client outreach, engagement, and onboarding to Lumanity through consultative selling, client engagement, and relationship management to generate new business and foster account growth. Assume ownership of account activities, including supporting 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. Collaborate with Lumanity's technical and consulting experts to present Lumanity services as solutions to client challenges. Support the deployment of Lumanity's thought leaders and experts to highlight Lumanity's talent within target client accounts. Manage the opportunity pipeline, tracking progress to secure projects in line with account plans and sales targets. Collaborate with the broader Business Development (BD), Operations, and Marketing teams to develop and leverage materials that support account sales and growth. Follow up on Marketing-qualified leads to generate opportunities and return on investment from Marketing initiatives. Support the development and implementation of HEOR Commercial & Operations Strategy. Support the development and implementation of operational systems and processes that enhance workflows and support the global expansion of the BD and Operations team. Create, enhance, and embed key systems and processes to improve the efficiency and productivity of BD-related workflows across the HEOR business.

Qualifications

1. Possess excellent strategic and commercial acumen, demonstrated by a strong track record in sales or business development within the pharmaceutical sector, with a focus on HEOR/Market Access. 2. Adopt a 'Consultative Selling' Mindset to devise solutions to client challenges and mobilize an account team to present solutions and secure projects. 3. Thrive in partnering internally and with clients to design services and solutions tailored to client needs within efficient timeframes. 4. Exhibit a 'hunger' and drive for business growth, with a proven ability to drive strong growth by identifying and creating opportunities within accounts. 5. Be confident in managing multiple workstreams while maintaining trusted relationships through excellent communication, internally and externally. 6. Be flexible to travel and work across time zones, including undertaking international travel as required. 7. Be able to effectively research client account drivers and provide relevant analysis to support account prioritization, strategies, and associated tactics to achieve sales and revenue growth within accounts. 8. Be able to undertake appropriate data analysis on sales and opportunity pipeline. 9. Take 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. 10. Demonstrate 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's vision and HEOR business needs. 11. Take ownership for taking action in a timely manner, while bringing teams and clients with them. 12. Be a clear communicator that engages and inspires belief in delivery and the value of partnering with Lumanity. 13. Be proficient in MS Office collective tools and software, along with relevant CRM systems. 14. Hold a bachelor’s degree in science, business, or a related discipline.

Benefits

- Competitive salary plus annual bonus scheme - Private health insurance plus enhanced dental and optical cover - Generous pension scheme - 25 days paid holiday - Enhanced maternity and paternity pay for employees with 2+ years of service - Access to comprehensive Mortgage Advisor Service - Group income protection - Life assurance coverage at 4x base salary - EV car scheme and more