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900 E Hamilton Avenue
Campbell, CA, United States
Principal - Management Consulting for Pharma
Campbell, CA, United States
Job Title: P
incipal - Management Consulting for Pharma
Location: South SFO, CA.
Duration: Full time/ Contract to Hire/Contract.
JOB DETAILS ARE ENCLOSED.
Strong experience with pharma commercial / managed care pricing, discounting and contracting strategy and operations.
Setup and optimization of contract implementations on the REVITAS CARS / FLEX platform"
Strategic thinking, ability to speak on recent trends and position Analytics Solutions
Ability to lead Client facilitations, workshops, marketing events, participate in board and company meetings with very strong communication and presentation skills
Business maturity and ability to align goals and behavior with defined corporate strategy
Proven ability to partner with internal cross functional executives and promote corporate initiatives
Excellent Team management skills
Client Engagement Leadership
Leading client engagement / sales discussions at the CXO level on understanding and framing issues, formulating engagement objectives, structuring solution ideas into proposals and getting client commitment, closing deals
Leading a Saama team to perform initial stage business assessments, requirements gathering through client interviews, structuring and framing findings and recommendations from a Saama solution perspective
Working with a Saama Delivery Manager / Project Manager / Principal to ensure that project goals are aligned with client objectives and performing regular check-ins with the client sponsor and the delivery team
Playing a key role in structuring and presenting end deliverables from a strategic business perspective to the client
Working with the Saama Solutions team to identify, conceptualize, define and drive ideas for new and value added solutions that have a broad scope (using inputs from current client conversations and projects)
Working across a broad portfolio of projects on the above tasks
Responsible for managing to revenue goals and account growth
Responsible for developing and supporting annual revenue forecasts and the 6 month rolling forecast for all named accounts under their ownership
Responsibility for identifying needs and developing and maintaining Sales Proposals, SOWs, RFPs, RFIs, MSAs and NDAs as necessary, within their accounts
Architects, documents and leads the execution on a defined Platinum, or Gold, Account Strategies.
Being the Saama expert on all client decision makers and influencers, relevant business drivers/trends, and IT strategy related to their accounts.
Sets the target and monitors progress towards moving Saama’s perceived position on BI Vendor Value ladder.
They will routinely attend analyst calls put on by the respective accounts and do additional regular research into the business environment and management/organizational related aspects of their accounts.
Responsible for mapping all relationship parings between Saama and their set of Key Accounts
Sets up periodic Account Review sessions with Saama Management to ensure corporate alignment regarding account status and strategy
Sets up periodic Executive Review sessions with key sponsors within their named accounts, including client events, dinners, lunches, workshops, off-sites, and other meetings
Ensures that relationship goals are established and action steps are appropriately taken to deepen and expand the range and nature of relationships existing between their accounts and Saama
Client Satisfaction and Delivery Oversight:
Responsible for monitoring and increasing the satisfaction scores across all relevant stakeholders and sponsors within their accounts.
Drives periodic surveys and discussion groups designed to garner feedback and input as to Saama’s perceived value and contribution to these organizations
Collaborates proactively with the delivery organization to ensure services are being executed up to the client’s expectations and represents the client’s interests on all project deliverables.
Provides continual feedback to the delivery organization regarding client sentiment as well as specific feedback on all Saama consultants who are engaged within these accounts.
Has direct management responsibility for a number of Saama Consultants (5-6), as well as a strong dotted line management relationship over Engagement Managers and/or Project Managers assigned to their respective account base. This involves providing professional development mentoring and coaching to this group (3-4)
Experience working with or servicing very large clients
Deep knowledge in one or more areas of Pharma Commercial or Managed Care functions (e.g. sales operations, incentive compensation, account management, contracting, distribution strategy, brand strategy etc
Ability to work with senior executives and form new relationships at that level in large corporations
Direct selling experience and large account management
Experience in defining solution, budget, strategic road map etc. for large corporations
Experience in leading large cross functional initiatives
Past experience directly working with one or more BI technologies and analytics solutions will be a plus
20-30% travel as necessary.
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