Vice President - Custom Reseach
Posted on Apr 6, 2021 by Eversana
The Director builds client relationships, leads development of proposals, custom research projects and consulting engagements. This position leads a team and is responsible for their success in leading and executing the entire process for large custom research and consulting projects. These responsibilities include defining project objectives, writing proposals, managing research projects, presenting conclusions and recommendations to clients. This role has client relationship development and management, practice development and associate management responsibilities. This position reports to the Custom Research SVP and works closely with other operating groups including, Syndicated, Sales and Marketing, Operations, Finance, and Human Resources to achieve firm goals.
OUR CULTURAL BELIEFS
Patient Minded I act with the patient's best interest in mind.
Client Delight I own every client experience and its impact on results.
Take Action I am empowered and empower others to act now.
Grow Talent I own my development and invest in the development of others.
Win Together I passionately connect with anyone, anywhere, anytime to achieve results.
Communication Matters I speak up to create transparent, thoughtful and timely dialogue.
Own It I hold myself and others accountable for results.
ESSENTIAL DUTIES AND RESPONSIBILITIES:
Our employees are tasked with delivering excellent business results through the efforts of their teams. These results are achieved by:
Client Deliverable Development
Client Delivery and Management
Leadership, development and management of associates including setting clear direction, effective plans and measurable outcomes
All other duties as assigned
Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions of this position.
People leaders must possess both the skills to effectively accomplish these tasks and the emotional intelligence to do so in alignment with our cultural values. In addition to the critical management and leadership tasks listed above, this role also includes the following unique responsibilities
Responsible for and oversee the work product of their direct reports.
Interview, select and supervise the activities of the department staff; communicate interpret and discuss with team the company policies and procedures.
Assess the skills of their direct reports and provides developmental plans and stretch projects as appropriate. Ensures that direct reports can grow within EVERSANA
Review performance relative to departmental objectives discussion appraisal with each employee and performance; authorize and communicate salary changes, promotions, transfers, discipline and discharge and administer all other personnel actions.
EXPECTATIONS OF THE JOB:
1)Business Development 15-20% of time
n Develops understanding of client needs and decision drivers
o Probe, clarify and obtain accurate understanding
n Identifies key questions that lead to a complete understanding of the client's business need
n Collaborates/consults with clients to identify potential business solutions that address their needs
n Successfully influences client perceptions to achieve desired outcomes with audiences of all levels and types
n Continually evaluates project opportunities for fit throughout the sales process
o Qualifies and disqualifies opportunities
o Moves project opportunities forward based on an accurate assessment of likelihood of successfully completing the project
n Builds and develops positive relationships for HSI within assigned client companies
2) Proposal Development 15-20% of time
n Develop proposals for consulting engagements and market research projects that clearly identify client needs, timing and budget with an offering that has a good chance of success
n Develop project plans and budgets (including resource needs & timelines)
n Translate clients' stated needs into business questions/goals and helps to refine through dialogue and hypotheses
n Develop proposals that articulate to clients how HSI can help the client solve their business needs
n Identify potential work outputs of market research that answer client's specific business questions (Customer Specific Value Creation)
n Able to identify and articulate components of client deliverables
n Incorporates knowledge of healthcare market conditions/happenings to develop client's business goals and project objectives
3) Client Deliverable Development 20-30% of time
n Ensure that projects maintain alignment to establish goals with clear endpoints and outputs
n Resolves project problems to that result in client's satisfaction
n Develop final deliverables that tell an engaging story and are easily understood by clients
n Advise client on appropriate methods, questions and inputs to provide the best answers to their needs
n Ability to translate large amounts of data and other types of information from multiple sources to complete a final analysis of a business question/situation and make recommendations/suggested actions that are aligned to the client need
n Keep projects within budget and/or estimated timeline by anticipating and resolving issues internally and with clients
n Lead project teams including developing and communicating budgets, project timelines and resource needs with internal team
n Lead and/or work successfully within research project teams
n Able to translate research objectives with hypothesis into a research outline that guides the questions for research tool development
4) Client Delivery and Management 25-30% of time
§ Establishes good-positive working relationships with clients
§ Delivers client presentations that are clear, concise and deliver key conclusions during the time frame allowed while answering client's questions effectively
§ Probes clients in a way that facilitates discussions during final presentations
§ Demonstrates therapeutic, market and pharmaceutical knowledge when engaging with clients
5) Leadership, development & management of associates 20-30% of time
n Responsible for developing a team of mid to senior level associates
n Provide training and development to associates on pharmaceutical clients
n Develop associate's skills through one-on-one coaching, mentoring and providing appropriate client opportunities to practice skills
n Develop and communicate clear and appropriate performance objectives
n Train and educate associates on company process, operations, culture, clients, and analytic skills
n Build and maintain highest level of associate engagement through communication of common goals emphasis on client satisfaction and team interactions
n Develop and lead a team that consistently demonstrates the firm's Leadership competencies within the firm
n Effectively coach and develop associates across the firm
n Champion organizational initiatives across the firm and represent practice on firm committees/work groups
n Work closely and effectively with all operating groups to achieve firm goals
Travel - Approximately 20 -30% of time may require overnight travel
The above list reflects the general details necessary to describe the expectations of the position and shall not be construed as the only expectations that may be assigned for the position.
An individual in this position must be able to successfully perform the expectations listed above.
MINIMUM KNOWLEDGE, SKILLS AND ABILITIES:
The requirements listed below are representative of the experience, education, knowledge, skill and/or abilities required.
n B.S./B.A in relevant field of study required
n Ten plus years of pharmaceutical, medical/health industry-related experience required
n Three plus years of client management experience required
n Two plus years of business development experience required
n Three plus years of experience leading consulting and market research projects required
n Three plus years of experience leading and managing a successful team of people required
n Proficiency in MS Word, Excel, PowerPoint, Outlook
Advanced degree (eg, MBA, MS, MPH) preferred