Senior Director, Business Operations & Growth Enablement

Senior Director, Business Operations & Growth EnablementContractDepartment: Clinical & MedicalJob Family: Medical & Regulatory AffairsCompensation: USD180000- USD220000- yearlyCompany DescriptionAt EVERSANA, we are proud to be certified as a Great Place to Work across the globe. We’re fueled by our vision to create a healthier world. How? Our global team of more than 7,000 employees is committed to creating and delivering next-generation commercialization services to the life sciences industry. We are grounded in our cultural beliefs and serve more than 650 clients ranging from innovative biotech start-ups to established pharmaceutical companies. Our products, services and solutions help bring innovative therapies to market and support the patients who depend on them. Our jobs, skills and talents are unique, but together we make an impact every day. Join us!Across our growing organization, we embrace diversity in backgrounds and experiences. Improving patient lives around the world is a priority, and we need people from all backgrounds and swaths of life to help build the future of the healthcare and the life sciences industry. We believe our people make all the difference in cultivating an inclusive culture that embraces our cultural beliefs.  We are deliberate and self-reflective about the kind of team and culture we are building. We look for team members that are not only strong in their own aptitudes but also who care deeply about EVERSANA, our people, clients and most importantly, the patients we serve. We are EVERSANA.Job DescriptionTHE POSITION:EVERSANA MEDICAL, today’s Compliance Services business, helps some of the most scientifically advanced BioPharma, Medical Device and other Life Sciences organizations around the world bring novel therapies to patients, including in rare, ultra-rare and critical therapeutic areas such as Oncology, Neurology, Immuno-oncology and Immunology. We do this through Medical Affairs, Medical Information, Pharmacovigilance (PV), Quality and Regulatory services, and we are growing quickly, globally and through acquisition.The Senior Director, Business Operations & Growth Enablement is a critical role reporting to the President, EVERSANA MEDICAL. The role is the operating partner to the President and to the leaders of every service: Medical Affairs, PV, Quality and Regulatory, and is built to help the business reach its 20%+ annual growth ambition, and at a minimum grow at the pace of the market. It exists to bring discipline, transparency and speed to the way the business generates leads, contracts, delivers and renews, so that service leaders can spend their time on clients, science and their people rather than on spreadsheets, status-chasing and workarounds.The role is built around five commitments: better processes, better systems, better metrics, stronger collaboration and faster, profitable growth. The leader starts by listening, spending time with each service leader to understand what the shared functions (commercial operations, contracts, pricing, operations and reporting) are not yet giving them, and then fixes it, one visible improvement at a time. The role leads the Commercial Operations, Contracts and Business Operations teams, partners closely with the central EVERSANA commercial team, Finance, Legal, IT and Human Resources, and prepares the business for its next stage of growth, including the integration of acquired businesses.WHAT SERVICE LEADERS CAN EXPECT FROM THIS ROLE:One trusted number.One pipeline, one forecast and one scorecard, built from our systems, so nobody reconciles spreadsheets before a meeting.Contracts that keep pace with clients.Clear status on every contract in progress, standard paper that moves fast, and renewals raised early rather than late.Time back.Reporting, approvals and handoffs that run on defined processes and automation, not on a leader’s calendar.A partner in every pursuit.Qualification, pricing, bid and deal-structuring support for each service, shaped to how that service is actually bought.Fewer surprises.Early warning on renewals, margin, capacity and delivery risk, shared openly across services.A voice.Each leader’s challenges are captured, prioritized and tracked, and progress is reported back to them every quarter.ESSENTIAL DUTIES AND RESPONSIBILITIES:Partner with Every Service Leader (Medical Affairs, PV, Quality, Regulatory)In the first 90 days, meet each service leader and their key managers; document the challenges they face from the shared functions and turn them into a prioritized, owner-assigned support plan for each service, refreshed every quarterRun a monthly operating review with each service leader on one page: pipeline, bookings, renewals, margin, capacity, open contracts and blockers, with clear actions and ownersTailor processes to how each service is bought and delivered (project and staffing models in Medical Affairs, volume-based models in PV, audit and quality-system cycles in Quality and Regulatory) instead of imposing one templateBe the single front door and escalation path to the shared functions, with published turnaround commitments for quotes, contracts, reports and approvalsCreate the forums and shared account plans through which service leaders collaborate on multi-service opportunities and shared clientsCommercial Operations: From Lead to Converted BusinessEstablish Salesforce as the single source of truth from lead to closed business: defined stages with entry and exit criteria, required fields, lead source and ownership, lead-response standards, forecast categories and data-quality rules; retire off-system spreadsheets and manual pipeline reportsBuild and own the dashboards leaders use every week: lead volume and quality, conversion by stage, sales velocity, win rate, pipeline coverage, forecast accuracy and bookings by service, segment, source and region, visible to every leaderPartner with the business unit’s commercial leader and the central commercial team on lead-generation and conversion goals and a weekly lead-to-close rhythm, so selling time goes to creating and converting leads, and service leaders can see what happens to the leads their expertise helps generateLead and develop the offshore Manager, Pre-Sales Lead, a commercial operations generalist supporting the end-to-end pre-sales and contracting process: clarify scope and handoffs with the commercial leader, Business Development and Contracts, document procedures, and automate routine reporting and coordinationEnable Business Development and Pre-Sales with playbooks, qualification criteria and a governed content library (security, GxP, data privacy and PV system questionnaires)RFI/RFP (RFx) Management: From Intake to WinOwn one intake for every RFI and RFP, working with Pre-Sales and the commercial leader: log it in Salesforce within one business day, triage it, name an owner and give service leaders a structured, qualified brief rather than a forwarded emailRun a documented bid/no-bid decision against agreed criteria (strategic fit, buyer relationship, competitive position, ability to deliver, margin and capacity), so the business pursues fewer, better opportunitiesLead bid strategy before any drafting begins: client and buyer insight, competitive intelligence on likely bidders and incumbents, win themes and differentiators, solution and team design, and pricing approach, agreed with service leaders at a kickoff with clear rolesManage the response end to end: a timeline built back from the due date, section owners, a governed library of reusable answers, clarifying questions to the client, review gates, executive sign-off, contract and risk review, and on-time submissionPrepare finalists for orals and demos, follow up with clients, and hold a formal win/loss debrief on every decision; feed the lessons into playbooks, the content library and competitive intelligence, and report win rate by service, source and competitorContracts & Renewals ExcellenceOwn the plan to scale the contracts function: capacity model, a single intake process shared with Pre-Sales from proposal request to signature, and service levels and cycle-time targetsSelect and implement contract-lifecycle technology (intake, templates, clause library, approvals, e-signature, searchable repository and obligation tracking), integrated with Salesforce and finance systemsMaintain one live register of every contract and every contract in progress, with status, owner, aging and next action visible to leadersWith Legal, own the contract playbook for MSAs, SOWs, change orders, safety data exchange agreements, quality and technical agreements and data-processing terms, with defined fallback positions and delegated approval authorityRun a proactive renewals engine: a rolling renewal calendar, early client engagement well before expiry, risk flags, annual pricing reviews and clear owners, to lift renewal rate and net revenue retentionBusiness Operations & Process ExcellenceDirect the operations team toward a prioritized portfolio of initiatives that address the business’s biggest operational constraints, replacing ad hoc projects with an intake, prioritization and delivery process with clear owners and expected benefitsStandardize and document the processes that connect the business end to end (service catalog, modular SOWs, deal-to-delivery handoff, client onboarding, change orders, invoicing readiness) with defined owners and measurable service levelsProvide capacity, utilization and onshore/offshore visibility with service leaders so that what is sold can be delivered profitably and on timeDrive adoption through training, simple tools and change management, and publish resultsHire, coach and develop the team, and build a culture of service to the business’s leadersMetrics, Transparency & Operating RhythmDefine one EVERSANA MEDICAL scorecard, with agreed definitions and owners, covering growth, margin, delivery, client and people measures, sourced directly from systems and refreshed automaticallyRun the operating cadence: weekly pipeline and deal review, monthly service-line operating reviews, and quarterly business reviews with the President and the C-suiteOwn the forecast by linking pipeline, bookings, capacity and revenue, so every leader sees the same outlookProvide board- and investor-ready reporting and respond to ad hoc requests from the C-suiteMetrics, Transparency & Operating RhythmDefine one EVERSANA MEDICAL scorecard, with agreed definitions and owners, covering growth, margin, delivery, client and people measures, sourced directly from systems and refreshed automaticallyRun the operating cadence: weekly pipeline and deal review, monthly service-line operating reviews, and quarterly business reviews with the President and the C-suiteOwn the forecast by linking pipeline, bookings, capacity and revenue, so every leader sees the same outlookProvide board- and investor-ready reporting and respond to ad hoc requests from the C-suiteGrowth Strategy, Account Growth & PricingCo-own with the President and service leaders the multi-year growth plan and annual operating plan: target segments (emerging biotech, mid-size pharma, large pharma and medical device), offer portfolio, pricing, bookings and expansion targetsTranslate the multi-year plan (20%+ annual growth ambition, and at a minimum market-pace growth) into an annual growth model by service, segment and region, tracking organic, cross-sell and acquired growth each quarter and flagging gaps early, with proposed remediesSupport medical business development with qualification, pricing and proposal support, and commercialize new offerings as they launch: packaging, program-level pricing, master agreements with work orders, and pilot-to-scale playbookss and IT service providers, shared with service leaders and used in every pursuit.Own the account-based growth model for strategic accounts: quarterly account plans, whitespace across services and adjacent EVERSANA businesses, and the conversion of single-service clients into multi-service, multi-year partnershipsGovern pricing and deal economics: rate cards, the deal-approval framework (FTE, unit-based, hybrid and outcome-based), margin guardrails with Finance, and how automation and GenAI efficiencies are pricedMaintain standing competitive and market intelligence on CROs, PV specialists and IT service providers, shared with service leaders and used in every pursuitScale, Global Growth & Integration of Acquired BusinessesDesign the operating model that lets the business scale across regions: processes, systems, governance and capacity that work across time zones, currencies, languages and local requirementsLead the integration of acquired businesses and partnerships: Day-1 readiness, 30/60/100-day plans, commercial, contract, systems and process integration, synergy tracking, and retention of clients and key talent, working with Corporate Development, Finance, Legal, IT and Human ResourcesLead the integration of capabilities moving into EVERSANA MEDICAL from other EVERSANA units, and of any partner or matrix arrangements, so shared revenue, credit and client ownership are clear and trackedRun the program office for the evolution to EVERSANA MEDICAL: stage-gate and 180-day plans, milestones, decision log and governance support for the President and the leadership teamSupport commercial diligence on acquisition targets, including pipeline quality, contract terms, renewal exposure and fit with our systems and processesKeep the business investor-ready: clean data, documented processes and credible metricsSystems, Data & AutomationOwn the business systems roadmap, with central IT: Salesforce, quoting, contract management, project and resource management and business intelligence, with business cases, priorities and data governanceApply automation and AI to remove manual work in reporting, contract intake, renewals and handoffs, within EVERSANA’s security and compliance standardsMake every system easy to use and every dataset trusted, with named owners and clear definitionsSuccess Metrics / KPIsRevenue growth toward the 20%+ annual ambition, and at a minimum at the pace of market growth; bookings versus plan100% of pipeline, forecast and bookings reported from Salesforce, with no off-system pipeline reportingLead response time, lead-to-opportunity and opportunity-to-win conversion, pipeline coverage (3× or greater) and forecast accuracyContract cycle time from request to signature, with 100% of contracts and contracts in progress tracked in the registerRenewals engaged ahead of expiry, renewal rate and net revenue retentionGross margin on new and renewed business at or above the approved floor, and RFx performance: bid/no-bid discipline, on-time submission, qualified win rate and pursuit cycle timeServices per account and share of multi-service deals (>60% target long-term)Utilization, delivery capacity and on-time client onboardingIntegration milestones, client and key-talent retention and synergies delivered against planService leader satisfaction with the support received (semi-annual pulse survey)WHAT SUCCESS LOOKS LIKE:First 90 days.Has met every service leader and their teams; published each leader’s priority list and one shared scorecard; agreed Salesforce stage and field definitions; launched the contract register and the RFx intake and bid/no-bid process; delivered visible early wins.By 6 months.Salesforce is the only source for pipeline reporting; the weekly operating cadence is running; contract technology is selected and renewals are managed on a live calendar; the operations portfolio is reprioritized around the business’s biggest constraints; an integration playbook is ready.By 12 months.Consistent processes operate across services and regions; leaders report measurable time saved and trust the numbers; renewals are proactive rather than reactive; the business is ready to absorb its next stage of growth and any integrations on plan.EXPECTATIONS OF THE JOB:Serve as the President’s operating partner and the service leaders’ first call for commercial and operational supportDeliver measurable improvement in discipline, transparency and speed alongside growth, through scalable, repeatable modelsBalance growth, margin and risk in every deal, and decline business that does not meet standardsBuild trust through listening, visible follow-through and simple, usable toolsOperate as a strategic partner internally and externallyTravel up to 20% to support clients, deal pursuits and global delivery hubs or on need-basisQualificationsMINIMUM KNOWLEDGE, SKILLS AND ABILITIES:The requirements listed below are representative of the experience, education, knowledge, skill and/or abilities required.15+ years in life sciences services, pharma or SaaS, with 8+ years leading commercial operations, revenue operations, contracting or business operations, including building and scaling processes, systems and metricsHands-on command of Salesforce as a revenue system: pipeline stage design, dashboards, forecasting and data governance; experience leading a CRM clean-up or implementation, with quoting and contract-management tools a plusExperience selecting and implementing contract-lifecycle technology and running a renewals discipline at scaleStrong understanding of PV, Medical Information and Medical Affairs, GxP Quality and Regulatory services and their obligations (GVP, ICH E2 series, 21 CFR Part 11, quality agreements)Track record of owning or co-owning a P&L or bookings target and closing multi-year, multi-million-dollar outsourcing dealsExperience leading post-merger integration across commercial, contract, systems and process workstreamsExperience scaling operations across regions, including offshore delivery and support teamsExecutive presence with C-suite clients, internal leadership and investors; able to lead through influence across matrixed functions and earn the trust of scientific and clinical leadersExperience building and developing high-performing teams, including through change and integrationCore CapabilitiesProcess design and standardizationRevenue systems, data governance and reporting (Salesforce, contract management, business intelligence)KPIs, forecasting and operating rhythmContract and commercial risk governance, and renewals managementStrategic account planning, pricing, deal desk, RFP/RFI (RFx) management and bid strategyIntegration planning and execution for acquisitionsChange management and adoptionCross-functional leadership across central commercial teams, Business Development, Pre-Sales, service lines, Finance, Legal and ITBehavioral CompetenciesService-minded partner who earns trust by listening first and following throughCollaborator who builds bridges across services and functionsStructured, data-driven thinker with a high ownership mindsetSound deal judgment and clear, transparent communicationPHYSICAL/MENTAL DEMANDS AND WORKING ENVIRONMENT:The physical and mental requirements along with the work environment characteristics described here are representative of those an individual encounter while performing the essential functions of this position.Office:While performing the essential functions of this job the employee is frequently required to reach, grasp, stand and/or sit for long periods of time (up to 90% of the shift), walk, talk and hear; occasionally required to lift and/or move up to 25 pounds. The noise level in the work environment is usually moderately quiet, with frequent interruptions and multiple demands.Additional InformationOUR CULTURAL BELIEFS:Patient MindedI act with the patient’s best interest in mind.Client DelightI own every client experience and its impact on results.Take ActionI am empowered and empower others to act now.Grow TalentI own my development and invest in the development of others.Win TogetherI passionately connect with anyone, anywhere, anytime to achieve results.Communication MattersI speak up to create transparent, thoughtful and timely dialogue.Embrace DiversityI create an environment of awareness and respect.Always InnovateI am bold and creative in everything I do.Our team is aware of recent fraudulent job offers in the market, misrepresenting EVERSANA. Recruitment fraud is a sophisticated scam commonly perpetrated through online services using fake websites, unsolicited e-mails, or even text messages claiming to be a legitimate company. Some of these scams request personal information and even payment for training or job application fees. Please know EVERSANA would never require personal information nor payment of any kind during the employment process. We respect the personal rights of all candidates looking to explore careers at EVERSANA.EVERSANA is committed to providing competitive salaries and benefits for all employees. If this job posting includes a base salary range, it represents the low and high end of the salary range for this position and is not applicable to locations outside of the U.S.  Compensation will be determined based on relevant experience, other job-related qualifications/skills, and geographic location (to account for comparative cost of living). This role is eligible for hire in select U.S. locations based on business and operational considerations. For a full list of locations, visiteversana.com/careers. More information about EVERSANA’s benefits package can be found ateversana.com/careers. EVERSANA reserves the right to modify this base salary range and benefits at any time.From EVERSANA’s inception, Diversity, Equity & Inclusion have always been key to our success. We are an Equal Opportunity Employer, and our employees are people with different strengths, experiences, and backgrounds who share a passion for improving the lives of patients and leading innovation within the healthcare industry. Diversity not only includes race and gender identity, but also age, disability status, veteran status, sexual orientation, religion, and many other parts of one’s identity. All of our employees’ points of view are key to our success, and inclusion is everyone's responsibility.Consistent with the Americans with Disabilities Act (ADA) and applicable state and local laws, it is the policy of EVERSANA to provide reasonable accommodation when requested by a qualified applicant or candidate with a disability, unless such accommodation would cause an undue hardship for EVERSANA. The policy regarding requests for reasonable accommodations applies to all aspects of the hiring process. If reasonable accommodation is needed to participate in the interview and hiring process, please contact us at[email protected].Follow us onLinkedIn|TwitterBy clicking the link above or any third-party link within this posting, you are leaving this site and going to a third-party website where the third-party website's terms and privacy policy applyI'm interestedI'm interestedPrivacy Notice