Business Development, Senior Director (Pharma) - Kantar : Job Details

Business Development, Senior Director, Pharma

Atlanta GA, New York City NY, Chicago IL, Boston MA, or Remote USA

Why this job is important

Kantar's Business Development team is comprised of the industry's most connected and influential commercial leaders. Individuals are part of a positive, collaborative and high-performing team responsible for generating sales revenue via identifying, cultivating and closing business that expands our footprint with existing clients and generates business with clients new to Kantar Insights. The Pharmaceutical business developer is a veteran of the market research and pharma industries who deploys a disciplined and well-adapted sales process to drive short and long term revenue growth to deliver on an annual target. This rep is customer-centric, has executive-presence, and is skilled at active listening, probing to uncover critical problems to solve, and consulting with prospective clients on various Kantar solutions to address their needs. The rep possesses deep competency around consultative selling and negotiating – with buyers, legal and procurement - to drive both maximum client satisfaction and Kantar revenue.

The right candidate is energized by and immersed in the pharmaceutical industry, bringing a point of view to clients that helps open doors to new business. This is reflected in commercial conversations, during insights consultation for project delivery, and in periodic written and recorded thought leadership. The rep should expect to spend approximately 70% of time on direct, consultative sales, 20% contributing to smart, industry-relevant study design and delivery, and 10% informing and crafting thought pieces to elevate Kantar's pharmaceutical practice.

The ideal candidate is a strategist with solid competency in stakeholder management. They are magnetic, with a passion for human behavior and helping clients improve their business strategies to drive sales and brand growth. They are detail oriented but know when to empower others, playing a role in bringing others along in their career development, particularly in the pharma field. They are empathetic and inclusive leaders, contributing positively to Kantar's culture and success through influence and value-add. They balance professionalism with genuine fun. They have marketing and business acumen and offer ideas and perspectives to improve themselves and those around them. A successful candidate will demonstrate experience and success in generating multi-million-dollar engagements with new business/new logo accounts through sales of custom and productized solutions.

Key Responsibilities

• Identifies new business opportunities by conducting analysis of marketplace data, using personally established network, existing knowledge of the market research landscape, and hunting for new buying centers

• Develops account strategies and creates relationships with key contacts and prospective clients using the Kantar client network as well as personally established network

• Responsible for all aspects of the sales process, from prospecting to qualification to closing

• Generates new sales revenue across Kantar's ecosystem of solutions: Brand Strategy, Brand Performance, Creative Testing and Media Measurement

• Logs sales activity and maintains sales pipeline including revenue forecasts, weekly comments on active deals, and estimated contract dates through internal CRM (Salesforce)

• Leads RFP and proposal development process, including collaborating with internal teams, coordinating client timelines, developing or influencing pitch and proposal collateral that resonates with clients and tells a differentiated story; plays a lead client-facing role from initial outreach through final proposal presentation and negotiations

• Conducts client meetings to build and maintain high levels of customer satisfaction across all solutions and engagement with Kantar
• Immerses in the pharma industry and brings a point of view that informs client meetings and study design & reporting

• Understands the competitive landscape and reports back to the organization on points of differentiation; contributes to and crafts written and recorded pharma thought leadership suitable for external publication

• Understands financial implications (gross margin, job profit, operating profit, forecasting) to negotiate deals that adhere to Kantar's financial guidelines

The skills & experience needed

• 10+ years of sales and delivery experience in market research, customer insights, consulting, analytics, and media effectiveness solutions; selling to Chief Marketing Officer, Marketing decision makers, and Insights decision makers

• A hunting mentality with experience using existing network of client relationships/”rolodex” of contacts and generating leads

• Proven success generating revenue with multi-million-dollar new business/new logo accounts

• Demonstrated ability to translate sophisticated concepts into concise, insightful messaging

• Excellent commercial competence, presentation and interpersonal skills (verbal and written)

• Highly motivated, self-starter, driver of change and transformation

• Shown cross portfolio collaboration and leadership

What's in it for you

We provide a highly competitive benefits package!

• Medical plans with comprehensive, affordable coverage for a range of health services
• Health Savings Account/FSA
• Dental, Vision and benefits to cover unique healthcare needs
• Wellness Program
• 401k with matching
• Tuition Reimbursement, Commuter benefits
• Unlimited PTO

At Kantar we have an integrated way of rewarding our people based around a simple, clear and consistent set of principles. Our approach helps to ensure we are market competitive and to support a pay for performance culture, where your reward and career progression opportunities are linked to what you deliver. We go beyond the obvious, using intelligence, passion and creativity to inspire new thinking and shape the world we live in. Apply for a career that's out of the ordinary and join us. We want to create an equality of opportunity in a fair and supportive working environment where people feel included, accepted and are allowed to flourish in a space where their mental health and wellbeing is taken into consideration. We want to create a more diverse community to expand our talent pool, be locally representative, drive diversity of thinking and better commercial outcomes.

At Kantar, the diversity of our employees provides a richer environment for our employees and broader depth and breadth of thinking for our clients. Kantar is committed to inclusion and diversity; therefore, we welcome applications from all sections of society and do not discriminate on the basis of age, race, religion, gender, pregnancy, sexual orientation, gender identity, disability, marital status or any other legally protected characteristics.

PRIVACY DISCLOSURE: Please note that by applying to this opportunity you consent to the personal data you provide to us to be processed and retained by The Kantar Group Limited (“Kantar”). Your details will be kept on our Internal ATS (Applicant Tracking System) for as long as is necessary for the purposes of recruitment, which may include your details being shared with the hiring manager.

The salary range for this role in New York is $156,700–$261,100/ year. Your final base salary will be determined based on several factors which may include but are not limited to location, work experience, skills, knowledge, education and/or certifications. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or protected veteran status and will not be discriminated against on the basis of disability.

Location

Kantar Rewards Statement

At Kantar we have an integrated way of rewarding our people based around a simple, clear and consistent set of principles. Our approach helps to ensure we are market competitive and also to support a pay for performance culture, where your reward and career progression opportunities are linked to what you deliver.

We go beyond the obvious, using intelligence, passion and creativity to inspire new thinking and shape the world we live in. Apply for a career that's out of the ordinary and join us.

We want to create an equality of opportunity in a fair and supportive working environment where people feel included, accepted and are allowed to flourish in a space where their mental health and well being is taken into consideration.

We want to create a more diverse community to expand our talent pool, be locally representative, drive diversity of thinking and better commercial outcomes.

Kantar is the world's leading data, insights and consulting company. We understand more about how people think, feel, shop, share, vote and view than anyone else. Combining our expertise in human understanding with advanced technologies, Kantar's 30,000 people help the world's leading organisations succeed and grow.