Principal 

Purpose of the Role:

To act as a key driving force behind Deallus’ continued expansion in the life science sector. This role has four key areas of focus:

• Driving and expanding the Deallus consulting practice, by winning new business and new clients;
• Managing key client accounts by building and maintaining strong relationships in order to grow accounts and ensure client satisfaction;
• Supporting the development of the Deallus brand by leading thought leadership initiatives (e.g. conference speaking, white papers, service line initiatives etc.); and
• Fulfilling a key leadership function within the business by driving the development, engagement and motivation of all Deallus employees as well as leading and driving change within the business.

Key accountabilities:

Business Development

• Designs and delivers a targeted sales approach for key accounts, ensuring alignment across client teams and other key internal stakeholders to maximize client growth and leverage opportunities across the Deallus network, as well as optimization of Deallus service offerings within the account.
• Leads business development activity, on key accounts and for new clients, to include pitches, proposals, informal meetings, etc.
• Creates and communicates a compelling Value Proposition to clients, creatively blending Deallus’ full range of service offerings and effectively articulating our market niche.
• Forecasts sales planning for assigned accounts, and drives account performance against forecast.
• Supports colleagues in winning new business against areas of expertise.

Client Leadership

• Acting as Key Account Lead, grows client accounts by developing and building relationships with key stakeholders within the account, to include identifying new opportunities and new relationships.
• Manages client accounts to achieve agreed revenue and profit targets.
• Oversees, plans and manages accounts to ensure effective and accurate resourcing, the production of high quality deliverables and delivery of a positive customer experience.
• Supports Project Managers (PM’s) to deliver high quality work and manage client relationships within projects.
• Manages all legal and contractual elements of the client relationship, in partnership with the COO & CFO, to include price negotiation, payment terms, SOW, travel conditions, etc.

Strategic Leadership

• Supports the development of new service offerings and / or products, in line with business strategic aims.
• Identifies and leads thought leadership initiatives to support the growth of Deallus’ brand in the market.
• Develops the skillset of junior employees to support the development and delivery of a broader service offering.
• Continues to drive profitability of projects by ensuring effective pricing, in line with our strategic goals.

Leadership

• Mentors and develops a group of employees, to include the full spectrum of management activities (e.g. performance management, coaching, development, mentoring, dealing effectively with employee relations issues, employee engagement, etc.)
• Acts as a change agent; as a member of the Extended Leadership Team (XLT), supports the ongoing management of the business and leads change initiatives to address business issues / help develop the region for the future.
• Role models the Deallus values and key behaviours.

Key Technical Skills:

• Track record in winning business, building client relationships from scratch and developing large client accounts.
• Have in-depth market knowledge in specified business areas.

Key Behavioral Competencies:

• Ability to build long-term, mutually-beneficial relationship at all levels, both externally and internally, to include strong influencing, negotiation and conflict management skills.
• Excellent leadership capability, with a passion for and track record of engaging, inspiring and developing others.
• Strategic thinker and commercially minded.
• Nimble and agile, ability to thrive and operate in a fluid environment, where iterations and left-turns can be frequent.
• Proactive with a solutions-focused mindset.
• Strong discovery skills; ability to question, observe, associate (make unconventional connections), network for ideas and experiment to bring to life novelty in all that we do.
• Excellent communication skills, both verbal and written.
• Aligned to Deallus values: Collaboration, Curiosity, Passion, Resilience and Winning Mindset

Experience:

• Experience:
  • 9+ years of relevant experience
• Degree(s): BA/BS/MS/PhD
  • Desirable: Major(s): Life Sciences