Job Description
JOB DESCRIPTION Key Responsibilities Commercial Strategy & Growth - Co-own revenue growth, contributing directly to pipeline development, deal strategy, and win execution
- Partner with Business Development (BD) and Subject Matter Experts (SME) to shape client opportunities into scalable, high-value solutions
- Actively participate in client engagements, proposals, and bid defenses as a solutions expert [AV1]
- Identify market trends and translate them into commercial offerings, differentiated capabilities, and repeatable solutions
- Partner with Business Development, Marketing, and Inside Sales to support market-facing content, campaigns, and outreach aligned to solution offerings
Solution Architecture & Offering Development - Lead the design and evolution of integrated, client-centric solutions across PBS and other Cytel services
- Translate complex client needs into clear, executable solution frameworks that balance value, feasibility, and profitability
- Leverage the PBS and other Cytel service catalogues, ensuring offerings are modular, scalable, and commercially compelling solutions to meet customer needs
- Partner with Global Functional Heads (GFHs) to align capabilities with market demand and future growth areas
Portfolio Leadership & Value Delivery - Oversee portfolio delivery to ensure alignment with commercial commitments and client outcomes
- Ensure strong linkage between solution design, scope, pricing, and delivery execution
- Drive financial performance, including margin optimization, forecasting accuracy, and resource efficiency
- Establish governance to proactively manage risk, scope evolution, and client satisfaction
Operating Model & Cross-Functional Integration - Operate within an agile, commercially aligned model connecting BD, SAM, delivery, and functional SMEs
- Ensure seamless handover from sales to delivery, maintaining continuity of solution intent and client expectations
- Enable data-driven decision-making through KPIs tied to growth, profitability, and delivery performance
Client Engagement & Market Presence - Serve as a senior point of contact for strategic clients, particularly in complex or high-value engagements
- Build Cytel’s reputation as a thought partner in advanced analytics, patient data, and real-world evidence, together with the SMEs in each of these spaces
- Represent capabilities externally through industry engagement, thought leadership, and client forums
KPIs & Success Metrics Commercial Success KPIs - Proposal volume (number of opportunities supported)
- Competitive hit rate (win rate vs competitors)
- New business awards (NBA) value at or above budget
- Revenue contribution from supported and influenced opportunities
- Pipeline value shaped through solution architecture engagement
- Growth in average deal size and multi-service solution adoption
- Gross margin performance aligned to targets
Customer Success KPIs - Client satisfaction (CSAT/NPS) for supported programs
- Client retention and expansion within key accounts
- Upsell and cross-sell revenue contribution
- Delivery aligned to defined client outcomes
Operational Alignment KPIs - Forecast accuracy between sold and delivered scope
- Quality of scope definition and change management
- Effectiveness of sales-to-delivery handover
[AV1] Just need to be careful they are not the SME, but overall solution
QUALIFICATIONS Qualifications Education - Bachelor’s degree required; advanced degree preferred
Experience - 10+ years in life sciences services, clinical development, analytics, or consulting
- Demonstrated experience in solution design, commercial support, or complex deal shaping
Skills & Competencies - Strong commercial acumen with understanding of pricing, margins, and deal strategy
- Expertise in solution architecture and consultative selling
- Ability to translate market needs into scalable service offerings
- Superb communication and client influencing skills
- Solutions thinking with ability to see operational impact clearly to ensure successful delivery can be met
- High emotional intelligence and stakeholder management
- Ability to lead through influence across global, matrixed organizations
Job Tags
Permanent employment