Client Partner

Description

Verista’s

500 experts team up with the world’s most recognizable brands in the life science industry to solve their business needs. The nature of our business is to empower growth and innovation within the scientific community and to help researchers, organizations, and companies solve some of the world’s most pressing healthcare challenges. Verista provides innovative solutions and services that empower informed decision-making and are the result of our significant investment in our people and our capabilities.

Our ability to grow is driven by world-class people who thrive in a team environment and share our mission to enable life sciences clients to improve lives. Our talented and dedicated professionals are committed to making an impact every day.

Company Culture Guidelines & Values:

We empower and support our colleagues

We commit to client success at every turn

We have the courage to do the right thing

We encourage an inclusive environment where our colleagues feel respected, engaged, and challenged.

We constantly acquire new skills and learn from our experiences to enhance our collective expertise

The Client Partner role is responsible for both direct client contract value retention as well as growth through contract expansion and the introduction of new products and services solely or through a delivery manager and supporting service delivery team.The responsibility of the role is typically focused on large, multi-site strategic accounts and high upside smaller accounts while supporting upstart, new logo sales accounts. This position is responsible for driving new business within an account base, with defined objectives for account growth, margin.

The primary areas of focus for this role include client satisfaction, revenue growth, account level oversight of delivery managers and onsite teams specific to service delivery, management of current and new business operations, business development for new and existing clients with the overall goal to lead your team to growth and achievement of the executive leadership’s goals and vision.

The account base may include but is not limited to the following employee roles: delivery managers, business unit managers, account managers, project managers, project engineers, automation engineers and validation engineers. The role is expected to guide each unit and all employees to drive solutions and decisions based on Verista mission, vision, and values. The Client Partner is a cross functional leader that must work with the Service Line Team and Executive Leadership Team to develop and ensure quality execution of engineering services and new business opportunities.

The position is to set an example of Verista Culture of hard work, positive attitude, commitment to satisfy the customer, and strong interpersonal skills.

Primary Duties/Job Responsibilities

Responsible for creating and directing strategy for large or growing accounts including driving and coordinating selling and relationship activities

Responsible for detailed understanding of large, global account client business strategy, drivers, goals and initiatives and translating these into Verista selling opportunities:

Account management with outcome of increased customer satisfaction and increase in retention & account growth

Growth goal responsibility aligned to specific account baseProficient in strategic account management & planning

Manage forecast accuracy on a monthly/quarterly/annual basis

Partner with Service Lines to implement and track strategies that ensure delivery teams meet and exceed sales, utilization, and growth goals

Ensure all engineering projects, initiatives, and processes are in conformance with organization's established policies and objectives.

New Business Development

Verista is positioned well to grow our business and the Client Partner has primary responsibility in this area including the startup of new accounts or new areas so Verista maintain and improve upon our great name and reputation.

Be open and supportive of resource transfers to and from your business unit to support overall company growth.

Assume the role of Primary Contact for Client Manager and Partner levels (C-level) with the following responsibilities:

Strengthen existing relationships with clients.

Establish new client relationships within existing client area.

Ensure quality of work from the delivery team remains high.

Manage proposal development and volume to keep your team at acceptable utilization levels.

In collaboration with the Service Line Management, drive 95% utilization levels for your entire group including new and transferred resources.

Manage all active and open purchase orders and ensure that units remain funded at all times.

Verify all Service Line Directors are updating resourcing plans and seeking funding prior to full expenditure of existing funding.

Ensure your account personnel are only working on funded projects

Actively manage and document new and existing client opportunities including overall total revenue, forecasts, and resource planning strategies.

Regularly (monthly) visit existing clients and target clients to maintain a presence, obtain feedback, ensure quality, and realize new growth opportunities.

Sales responsibilities

Responsibility for hitting Sales Quota for growth at assigned Accounts in conjunction with Service Line Director/Senior & Delivery Manager

Manage Salesforce Leads/Opportunities/Bookings with support of Service Line / Senior /Delivery Manager

Maintain sufficient pipeline total and weighted to achieve results (generally total pipeline should be 2-3x the sales required)

Support Verista growth goals at each existing account.  Generally, 20% but could be significantly higher or lower depending on account

Ownership of Strategic Account Management Plans in assigned Accounts in direct collaboration with the Service Line / Senior /Delivery Manager

Resourcing responsibilities

Working closely with other Directors and VP on a weekly basis to identify resource needs and gaps and assigning best resource

Communication with HR Manager and Recruiter about resource needs including skillset required and timing

If necessary, interviewing prospective candidates and making recommendations to VP/COO

Work closely with Sales to make sure we have resourcing in place for potential new/solid opportunities

Work with sales to close identified opportunities and develop account management strategies at new accounts (<12 months)

Manage travel expectations for employees travelling over 50% for over three months

Provide regular updates to the Executive Leadership on resourcing projections, sales, and metrics

Develop strategic partnerships and help develop new accounts, as necessary

Raise awareness within leadership team of those who are unbillable, or who will become unbillable or whose contract ends in less than 3 months

Actively seek and communicate customer feedback – key strengths and improvement areas

Manage team resourcing and outlook to ensure effective and appropriate staffing levels. Clearly and effectively communicate staffing needs (positive or negative) in a timely manner to allow for effective sales

Provide leadership within your group to improve the following areas:

Work with Executive Leadership Team to set goals and expectations for his or her group

Define clear, measurable goals and expectations within your employees’ performance management plans, including working with management to define career paths for supervisory and technical growth opportunities in your team

Promote team concept within own group first, but also within other Service Line groups

Attend quarterly service line meetings with Team Building activities

Challenge employees to do their best. Have high expectations!

Hold employees accountable who do not meet expectations and provide feedback appropriately

Motivate team members to perform at a high level

Develop and build a team environment with high morale and positive corporate culture

Manage and develop strategy for engineering processes, procedures, and training

Focus upon ensuring standards and consistency with each and every employee and client. Verista must focus on providing a consistent, quality service regardless of the client, employee, or their processes

Identify mentors and support mentoring program

Be open to take on and develop new talent

Keep entire team up to date on procedures and training while maintaining billable targets

Be aware of training needs and/or desires for your team and make sure those needs are presented to the Director Quality & Training & respective Service Line Director

Ensure you communicate any feedback or concerns to your manager AND your sub-team representatives

Provide input on marketing, website, and strategies –VP to identify periods and tasks required

Participate as a member of the Lead Team

Perform other duties as assigned

Qualifications

This position requires a minimum of a bachelor’s degree in an Engineering or Scientific degree, Business field or relevant experience.

Required Knowledge and Experience

Experience working in a fast paced, results driven organization

Experience in Project Management; managing numerous small projects (5+) of <$50K or large projects in excess of $500K.

Exposure to FDA regulated environments including validation experience

Understanding of Commissioning, Qualification and Validation, and process engineering in pharmaceutical manufacturing environments

Prior supervisory experience

Required Skills:

Strong written and verbal communication skills

Proven attention to detail and organization including proofreading, follow-through, and project communication

Maintain competitive knowledge & focus

Required Abilities

Ability to meet, interact, and present in front of a wide range of customers with varying roles including:

C-level executives

Project managers and plant engineers

Supervisor, operators

Ability to strategically negotiate with clients in a high stress situation to resolve

Project and technical issues

Funding and change order discussions

Employee performance

Calm and collected leader with the ability to guide a team in stressful projects

Excellent business maturity and interpersonal skills

10+ years of relevant industry experience

Preferred Skills:

The following skills are preferred

Broad knowledge of Commissioning, Qualification and Validation, process engineering, Automation Engineering, packaging, Project Management, and Regulatory/Quality, Vision Inspection etc. within Pharmaceutical manufacturing environments is strongly preferred

A network of contacts/relationships within the pharmaceutical industry in the geographic area of hire is highly preferred

Supervisory Requirements

This position requires cross-functional leadership responsibility to provide direction to employees, OEMs, contractors or clients as necessary to meet project goals and deadlines.

For US geography, the salary range for this position is shown below. The actual salary is dependent upon a variety of job-related factors such as professional background, training, work experience, location, business needs, market demand, and competitive market practice. Therefore, in some circumstances, the actual salary could fall outside of this expected range. This salary range is subject to change and may be modified in the future.

*Verista is an equal opportunity employer.

National (US) Range

• $150,000
• —
• $220,000 USD
• Benefits

Why Choose Verista?

High growth potential and fast-paced organization with a people-focused culture

Competitive pay plus performance-based incentive programs

Company-paid Life, Short-Term, and Long-Term Disability Insurance.

Medical, Dental & Vision insurances

FSA, DCARE, Commuter Benefits

Supplemental Life, Hospital, Critical Illness and Legal Insurance

Health Savings Account

401(k) Retirement Plan (Employer Matching benefit)

Paid Time Off (Rollover Option) and Holidays

As Needed Sick Time

Tuition Reimbursement

Team Social Activities (We have fun!)

Employee Recognition

Employee Referral Program

Paid Parental Leave and Bereavement

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• For more information about our company, please visit us at
• Verista.com