Vice President, Client Services

Purpose:

Under direction from the SVP, provide overall strategic and commercial direction of the business unit so that the objectives of the client(s) and division are met. A leadership role, which involves developing long-term, effective client business relationships at the brand director and department head level. Delivering sustained business growth across a portfolio of products/clients whilst identifying new business opportunities outside existing clients. Driving talent management for a large commercially-focused team, plus recruiting high-calibre candidates in line with business demands.

Responsibilities:
Client Relationship Development:

• Able to lead/participate in discussions on marketing strategy/ product positioning


• Ability to provide facilitation services for client and physician meetings


• Able to provide direction for scientific content


• Able to lead communications strategy meetings


• Able to influence overall direction/content of brand strategy with credibility and influencing skills


• Able to propose and direct delivery of creative/innovative programmes that meet client needs


• Development of overall client relationship to support the account team


• Issue handling - supporting the team or directly with client if required

Finance:

• Final responsibility for delivery of revenue target for own unit but also with a broader focus on development of group business, including achievement of business-wide targets and profitability.


• Contribute to refinement of business planning/monitoring process.


• Custodian of business planning/monitoring process within unit.


• Effective forecasting of business for each account in the unit, enabling proactive management of team and external resources to maximise profitability.


• Make pricing decisions/negotiations; supporting team in developing negotiation skills.


• Broader knowledge of multiple client contracts, MSAs, understanding and communication of implications and input into all pricing decisions/ negotiations.

Business Development:

• Lead business development in unit with existing clients.


• Lead pitches, as appropriate, working with cross-functional team.


• Excellent presentation, facilitation and influencing skills.


• Ability to rapidly evaluate new business opportunities and provide clear guidance to team/client to bring new business into the company.

Internal:

• Key member of Agency management team


• Active member of the senior management group


• Business Unit leadership and motivation


• Leadership of client facing teams


• Develop relationships across divisions and departments; issue handling


• Resource management within unit and, along with medical & scientific services managers, in the account team


• Awareness of impact of account growth on overall resource and workload

Management:

• Appraisals and objective setting for team


• Recommendations on bonuses/salary increases


• Coaching, training, delegation and developing staff within the unit - and across the division/departments as appropriate.


• Driver of talent management, including playing a role within the Mentoring Programme


• Staff recruitment and succession planning.


• Issue management and resolution.


• Self-development.

Knowledge, Skills and Abilities:

• Relevant commercial and operational experience within the pharmaceutical industry and/or medical communications agency environments with a demonstrable track record of handling brands across the pharmaceutical product lifecycle, from pre-through peri and post launch and portfolio brand management.


• Evidence of development and delivery of strategic/ tactical communication/publications plans


• Senior leader, and motivator, high level networker


• Ability to lead discussion on marketing strategy, product positioning, and influence direction and content for brands at all stages of lifecycle.


• Problem solving.


• Creative thinker


• Able to generate creativity in others and able to deliver through others


• Strong selling skills


• Strong influencing and negotiating skills


• Excellent verbal and written communication


• Confident and decisive, determined and committed


• Clarity and sound judgement


• Strong coaching and mentoring skills

Package:

An excellent salary and benefits package awaits the successful candidate. For more information please call Jon Gawley on 01932 797996.