Executive Prospector, Business Development - Consulting

Description

The Syneos Health Consulting Prospector is responsible for driving outbound prospecting efforts that fuel growth for our consulting business. This includes developing a data-driven sales strategy, prioritizing accounts for prospecting efforts, determining the strategy for approaching those accounts, and initiating/managing/tracking the pursuit of those accounts. This individual will be 100% dedicated to and report into the Consulting business. She/he will partner with the Consulting leadership and selling team (Executive Managing Directors, Senior Managing Directors, Managing Directors and Directors) and, more broadly, with the Syneos Health Clinical, Commercial and Medical Business Development teams to identify and  convert leads to opportunities, proposals, and new business wins. Ultimately this individual will be measured based on the number of leads/conversions and value of new opportunities generated as well as maintaining and growing our preferred provider relationships within key accounts.  

JOB RESPONSIBILITIES

• Understand potential clients’ corporate goals and individual objectives (supports Trusted Advisor approach to selling)
• Establish and maintain senior-level client relationships with business &/or procurement focused individuals.
• Understand the broader Syneos capabilities with sufficient depth to identify potential sales opportunities within our target market
• Partner with Consulting senior leadership to define strategic sales direction for specific Consulting  practices or service offerings
• Lead the prospecting efforts identifying and pursuing leads to create viable consulting opportunities.  
  • Prospecting Strategy
    • Design a system and set of criteria for prioritizing accounts for proactive pursuit.   Leverage data and insights from Consulting leaders and Commercial BD team to evaluate strategic attractiveness of potential opportunities (e.g., high conversion potential, YOY growth potential)  to develop prospecting strategy and plan
      • Possess a full understanding on how to research and leverage marketing insights and market data including Syneos Health internal resources
      • Map customer purchasing flow - identify the roles of client procurement, marketing, communications, medical affairs, sales, senior executives, etc. in making agency selection decisions
      • Strategically approach opportunities to identify and validate
    • Design and develop approach for target opportunities – which relationships should be leveraged, who we talk to, what content we discuss, how we discuss, etc.
      • Work with the Consulting leadership team to develop client-specific entry strategy
      • Maintain dashboard of accounts and track activities against accounts throughout the sales cycle
    • Maintain strong relationships with Consulting leaders to understand current business footprint and client map including revenues, nature of engagements, scope of offering, existing relationships, potential opportunities, etc.
      • Identify new business opportunities within existing accounts to cross sell another discipline or land a new brand
  • New Business Activity & Lead Generation
    • Leverage existing network and create new relationships to generate promising targets that move to RFI / RFP process
    • Personally establish and maintain long-term relationships with key prospects and major clients.  Pursue relationships at all levels within these accounts in the commercial organization and in procurement.
    • Establish & follow process for cold-calling prospective new clients and facilitating business introductions
    • Align priorities and activate our Business Development resources as needed
    • Coordinate with Prospecting leaders across the consulting, commercial & clinical network (as appropriate) to share intelligence and exchange leads as appropriate

QUALIFICATION REQUIREMENTS 

• 7+ years of experience in Sales or account management
  • Enjoys selling and is motivated by “hunting” for new opportunities
  • Demonstrated ability to develop and execute successful sales strategy
  • Proficient with latest sales/prospecting tools and technology
  • Able to identify external decision makers and determine how best to address their unmet needs
  • Proven success in soliciting new business through outbound means
  • Confident and persuasive communicator
• Strategic mindset
  • Proven expertise in the planning, execution, and leadership of new business prospecting strategies
  • Ability to develop prospecting strategies that create long-term value for the organization

At Syneos Health, we are dedicated to building a diverse, inclusive and authentic workplace. If your past experience doesn’t align perfectly, we encourage you to apply anyway. At times, we will consider transferable skills from previous roles. We also encourage you to join our Talent Network to stay connected to additional career opportunities.

Why Syneos Health? Here, you’re a part of the big picture. You will collaborate with colleagues across clinical and commercial disciplines to guide premarket development through post-market commercial strategy. Every project is a chance to solve a new challenge, learn from your colleagues, and advance your career. The diversification and breadth of our new and existing partnerships create a multitude of career paths and employment opportunities. Join our game-changing, global company dedicated to creating better, smarter, faster ways to get biopharmaceutical therapies to patients. Experience the thrill of knowing that your everyday efforts are contributing to improving patients’ lives around the world. 

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Syneos Health companies are affirmative action/equal opportunity employers (Minorities/Females/Veterans/Disabled)