Senior Director, R&D Innovation and Client Development

• Type: Full-Time
• Job #5625

Sr Director, R&D Innovation and Client Development

Reports To:              VP Innovation and Client Success
FLSA Status:           Exempt
 

SUMMARY
The Sr Director, R&D Innovation and Client Development is responsible for supporting the Client Executive team to drive value-based consulting messaging to clients to build pipeline and close deals.  This is a revenue generation role via advisory services engagement, i.e. not client prospecting or business development.  Specifically, this individual will be a core part of the business development process for the client executive team.  They will support approximately 25 – 35% of the Astrix revenue quota via providing client development support for a portfolio of existing and new logo large, midsize and small clients where they will bring all Astrix Consulting Services offerings.  This role is a player coaching role to help this client executive team evolve into more consulting sales skills and differentiating Astrix value at their clients.    Client target industries include organizations across a wide variety of industry verticals including Pharma, Life Sciences Customers include Food & Beverage, Oil & Gas and Chemical.

This role will drive pipeline by supporting deal development with the client executive team and delivering value via helping that team evolve and scale the size of the deals as well as the Astrix overall presence at their client portfolios.  Secondly, this role will act as a Consulting leader presence for the commercial organization at conferences and vendor events.  This is a very client facing and engaged role accountable to supporting developing and driving pipeline to close.

ESSENTIAL DUTIES AND RESPONSIBILITIES
Duties include but are not limited to the following:
 

• Understand industry trends and relevance for assigned clients.  Be able to discuss trends and requirements with clients in an advisory manner.
• Be an industry presence with the client that is able to speak to and position Astrix capabilities to solve client and industry challenges.  
• Actively engage clients to identify/define their needs, frame and scope these needs and demonstrate value of Astrix Consulting Services can bring to the opportunity.
• Grow and establish Life-Sciences client relationships (including C-Level and Directors) and develop existing client relationships, if applicable.
• Build an understanding of the targeted client's objectives and work with appropriate personnel to support the execution of strategic client plans (or go to market practice strategies) to expand our presence with existing clients and close additional business with prospective clients.
• Help develop and bring Astrix brand to qualified new and key targeted new client relationships.
• Understand the full suite of Astrix offerings and be able to map offerings to client needs.
• Employ a Trusted Advisor and strategic mindset and using consultative selling techniques, sell Consulting Services to address client problems and needs, establish relationships as a strategic partner/advisor, and thereby position to introduce, scope, sell and oversee end-to-end Astrix Consulting Services.
• Define client situations, frame opportunities, and drive the development of proposals and SOWs helping to differentiate Astrix with client specific considerations.
• Leverage Astrix existing brand success at Clients to evolve and expand Astrix brand from LIS and Staffing to end-to-end consulting services across all of Astrix consulting domains.
• Collaborate with other Astrix Client Partners and practice leaders to leverage success at current clients to be used and leveraged to build brand at other clients.
• Bring the value and remit of Innovation and Client Success to clients
• Work with EU team to partner and expand Astrix services to these Clients globally.
• Performs other duties as required or assigned which are reasonably within the scope of the duties of this job classification.

 
SUPERVISORY RESPONSIBILITIES
This is not a supervisory role
 

EDUCATION and EXPERIENCE

• Bachelor's Degree or equivalent work experience.
• Ideally 15+ years life sciences experience in consulting services environment.
• 10+ years selling consulting solutions in complex, multi-location client environments.
• Must have a successful history of performing client prospecting and selling activities.
• Experience is a collaborative team-selling environment with the ability to actively partner with internal resources to prioritize and penetrate key clients and quickly build relationships with key stakeholders.
• Experience serving as customer advocate to resolve any client issues.

REQUIRED KNOWLEDGE, SKILLS, ABILITIES

• Management consulting experience in the R&D and Manufacturing spaces
• Excellent written and verbal communication skills.
• Excellent client relationship development skills.
• Ability to work independently or with a team.
• Excellent interpersonal skills, ability to take initiative, highly organized.
• Proven recent history of success in new significant client development, selling to senior IT and line of business executives, managers, and influencers.
• Proven experience in developing and executing a successful client portfolio strategy.
• Proven experience framing and scoping consulting deals.
• Enterprise level or strategic SOW/Project-based IT or business solutions
• Excellent understanding of technology client buying personas.
• Excellent oral and written presentation skills with the ability to develop and conduct effective presentations.

PHYSICAL DEMANDS
The physical demands described here are representative of those that must be met by an associate to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
While performing the duties of this job, the associate is regularly required to sit; use hands to finger, handle or feel. The associate is occasionally required to stand; walk; talk or hear; climb or balance; stoop, kneel, crouch or crawl; reach with hands and arms. The associate must occasionally lift and/or move up to 15 pounds. Specific vision abilities required by this job include close vision, color vision, and ability to adjust focus.

WORK ENVIRONMENT
This role is largely expected to work from home.
Travel 30 – 40%