FSP Commercial Strategy Associate Director

The FSP Commercial Strategy Associate Director will lead the design of go-to-market (GTM) strategies and solutions for Cytel’s FSP business.  This role is embedded in the FSP Operational leadership team (reports directly to the SVP of FSP), but will work in close collaboration with Business Development, Marketing, Sales Operations, and other functions.  This newly designed position will play a critical role in achieving new business targets.

JOB RESPONSIBILITIES:

• Support the development of pricing strategies to drive transformational deals, improve the pricing process, and clearly articulate deal profitability/risk for decision makers
• Develop and maintain effective global pricing rate card and proposal templates
• Proactively identify FSP GTM business needs and Sales material; develop and continually improve our sales and marketing collateral (i.e., case studies, pitch decks, BDM)

Develop and maintain a comprehensive market map to pinpoint and track new opportunities and prioritize sales efforts

• Coordinate timely and high-quality responses for large strategic bids
• Actively support the Business Development team to prepare for bid defense or other customer meetings; attend and present as required
• Partner with Marketing to develop value proposition and develop cohesive messaging around Cytel FSP.
• Collaborate with inside sales campaigns that effectively drive growth of Cytel’s FSP business
• Develop, produce, and analyze metrics and reporting to assess pricing performance, bid effectiveness, and other impacts to award outcomes
• Support Business Development in the creation and maintenance of Sales Account Plans to guide strategic and tactical management of new business 

QUALIFICATIONS:

Education: Bachelor's degree or equivalent work experience required.

Experience: Minimum 10 years of experience in the CRO or Functional Service Provider (FSP) industry, preferably in a Proposals, Sales, or Product Management role. 5 years of experience as a manager or as leading large global or cross-functional initiatives. Excellent understanding of FSP outsourcing, the drug development process, and the CRO market. Demonstrated ability to deliver results to customer and company expectations.

 Skills:

• Fluent in English and excellent written / verbal communication skills
• Ability to establish and maintain strong working relationships with coworkers, managers, and clients; can effectively influence
• Ability to work effectively in global teams, effectively operates within a matrix organization and with multi-disciplinary groups, excellent team player with strong interpersonal skills contributing to building the team spirit
• Strong financial analysis skills; preferably thorough understanding of company margins, pricing strategies, and profitability measures
• Customer-first mentality
• Self-directed, critical thinker, with strong organizational and project management skills