Vice President, Sales

Accountabilities

• Develop and execute regional business development and market expansion strategies to drive revenue growth and strengthen market positioning across the West Coast.

• Promote and sell the full portfolio of consulting and implementation services to organizations across biotechnology, pharmaceutical services, CROs, CDMOs, and private equity firms and their portfolio companies.

• Identify and secure new business opportunities by building relationships with C-suite executives, senior decision-makers, investors, operating partners, and other key stakeholders.

• Develop and maintain a strong pipeline of qualified opportunities to consistently achieve annual sales, bookings, and revenue targets.

• Expand existing client relationships through strategic account planning, identifying emerging business needs, and creating cross-selling opportunities across different service areas.

• Manage the complete sales lifecycle, including prospecting, lead generation, opportunity qualification, CRM management, proposal development, contract negotiation, and closing.

• Collaborate with industry leaders, practice teams, consultants, and executive management to achieve revenue, profitability, gross margin, and business development objectives.

• Lead executive-level client meetings, presentations, negotiations, and strategic discussions, involving relevant subject-matter experts when appropriate.

• Prepare internal leadership and consulting teams for client engagements by providing account intelligence, stakeholder insights, and tailored opportunity strategies.

• Partner with marketing teams to develop targeted lead-generation initiatives, thought leadership content, and market development campaigns.

• Represent the organization at industry conferences, professional associations, networking events, and other relevant business forums.

• Strengthen the firm's visibility and reputation within the regional life sciences and healthcare ecosystem.

• Coach and support consultants and practice leaders in relationship building, consultative selling, opportunity identification, account planning, and cross-selling strategies.

• Foster a collaborative business development culture by encouraging consultants to identify client needs and contribute to broader commercial opportunities.

• Maintain accurate CRM records, opportunity tracking, pipeline reporting, and commercial performance dashboards.

• Provide regular updates to executive leadership on pipeline performance, market trends, account development, and revenue forecasts.

• Monitor industry developments, competitive activity, investment trends, and client priorities to identify new opportunities for sustainable growth.

Requirements

• Bachelor's degree required; an advanced degree is preferred.

• At least 12 years of progressive experience in business development, sales, account management, or client leadership, including significant experience in professional services or consulting.

• Minimum of 10 years of experience managing strategic B2B accounts, developing executive relationships, and driving business growth.

• Demonstrated experience selling consulting or professional services to life sciences and/or healthcare organizations.

• Proven track record of closing complex consulting contracts, securing new clients, and consistently growing revenue.

• Established network of C-suite executives and senior decision-makers within the life sciences, healthcare, and middle-market business communities.

• Experience working with middle-market organizations, broadly defined as companies generating between $15 million and $1 billion in annual revenue.

• Strong understanding of technology challenges, consulting solutions, and relevant service offerings within the target industries.

• Demonstrated ability to manage complex, consultative sales cycles from initial opportunity identification through proposal development, negotiation, and closing.

• Experience contributing to proposals, commercial presentations, and Statements of Work (SOWs).

• Strong strategic thinking, analytical capabilities, and business acumen, with the ability to identify customer challenges and develop tailored solutions.

• Excellent communication, presentation, influencing, and negotiation skills, with the confidence to engage senior executives and manage complex conversations.

• Demonstrated ability to build trusted client relationships, influence stakeholders, and drive long-term commercial partnerships.

• Experience working in fast-paced, high-growth professional services or consulting environments.

• Active involvement in industry associations, professional networks, community organizations, or relevant nonprofit groups is highly valued.

• Strong self-motivation, discipline, organizational skills, and the ability to manage multiple priorities independently.

• Willingness to travel primarily across the West Coast, including local and occasional overnight travel to meet clients and collaborate with colleagues.

Benefits

• Competitive compensation package aligned with experience, qualifications, and business development performance.

• Significant opportunity to influence regional growth strategy and contribute directly to organizational success.

• Senior leadership position with close collaboration with executive management and industry experts.

• Opportunity to develop strategic relationships with leading organizations across the life sciences and healthcare sectors.

• Autonomy to build and execute business development strategies across an established consulting services portfolio.

• Remote work arrangement within the United States.

• Opportunities to participate in industry conferences, professional networking events, and business development initiatives.

• Travel opportunities primarily across the West Coast, supporting client relationships and strategic partnerships.