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Managing Director, Health Industry Group

Company: Escalent
Location: Livonia
Posted on: September 13, 2020

Job Description:

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Managing Director, Health Industry Group Managing Director, Health Industry Group

Company

Escalent is a top human behavior and analytics firm specializing in industries facing disruption and business transformation. As catalysts of progress for more than 40 years, we tell stories that transform data and insight into a profound understanding of what drives human beings. And we help businesses turn those drivers into actions that build brands, enhance customer experiences and inspire product innovation.

Escalent is owned by STG. STG is a Palo Alto, California-based private equity firm that has built a long and successful track record transforming high potential software and technology-enabled services companies into definitive market leaders including insights-oriented companies such as IRI, Simmons Research, Symphony Health Solutions, AlphaImpactRx, Hitwise, and Evidera.

This position would be a senior leader within Escalent, ultimately responsible for the strategic leadership and P & L of the Health team (about 35 individuals and roughly $10M in revenue).

Responsibilities

Leads strategic planning and execution for the Health Industry Group, conducting competitive analysis on an ongoing basis, and applying it to business planning and execution

Full P&L responsibility: Accurately forecasts revenue, labor, direct expenses, SG&A; Ensures optimal staffing levels are in place; Lead pricing strategy efforts; Accountable for meeting/exceeding planned contribution margin and client satisfaction targets

Team leadership: Lead profit center teams responsible for account management/customer success/project execution; Partner with functional support teams to ensure successful delivery of products and services; Develop and execute an effective communication plan within their business; Partner with other IG leaders to leverage products/resources across the business and share best practices; Meet/exceed employee engagement targets

Sales management: Responsible for leading direct sales staff, overseeing all aspects of the sales cycle including strategic account planning; Activity planning/deal advancement; Coaching and development to drive sales effectiveness; Effectively developing, managing and reporting pipeline; Partner with lead generation team to consistently fill upper funnel; Directly support client facing sales activities

Expertise and Thought leadership: Deep understanding of the Pharma industry, and specifically, strong knowledge of the information and tools used to make decisions related to CX, Brand and Product. Strong knowledge of market research including quant and qual, data analytics and preferably combining behavioral and operational data. Partner with Marketing team to develop the group’s marketing/thought leadership calendar, thought leadership pieces and providing guidance for key content (proposals, report deliverables, etc.)

Innovation: Understands the competitive landscape; Develops, prioritizes and communicates pervasive market needs; Partners with central product team to inform product development roadmap; Develop and launch differentiated new products, with an emphasis on recurring revenue and unique IP

Qualifications

Experience

Must have a bachelor’s degree in a related field. An advanced degree is preferred.

Minimum 15 years of experience required providing market research and analytical services within the pharma space.

Recognized as thought leader including source based on POV for one or more industry areas.

Technical Skills

Strong experience designing solutions leveraging market research, operational data and advanced analytics to meet client objectives.

Substantial knowledge of, and a proven track record of selling into, the Pharma industry.

A proven track record of success in sales and marketing, with revenue and customer expansion responsibility.

Demonstrates financial acumen to develop budgets, accurately forecast contribution margin for the group, and effectively project resourcing requirements.

Strong team leadership, coaching and development skills

Interpersonal Skills

Growth Mindset – Unwilling to accept complacency, relentless in pursing profitable growth potential

Customer Focused – Deep understanding of their business/industry in order to not just meet, but anticipate their needs

Boundaryless – works effectively and collaboratively across organizational/functional lines

Integrity – When given a choice between financial gain, political expediency, and the right thing to do…always chooses the right thing to do.

Keywords: Escalent, Livonia , Managing Director, Health Industry Group, Other , Livonia, Michigan

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