Biospecimens Practice Owner Job in Rockville 20852, Maryland US

The Biospecimens practice owner is responsible for the Biospecimens practice.  The Biospecimens practice serves any 5AM clients who either supply or consume biospecimens as part of their mission.  These can include research, academic, and clinical treatment facilities.

 

The Biospecimens practice offers general 5AM services (custom software development and systems integration, scientific data management and analysis, and strategy consulting) as well as a software asset, the Biolocator.

 

The Practice Owner (PO) will report to the CEO. The PO’s primary responsibility is to profitably operate a business unit (“practice”) within 5AM.  The PO is responsible for the health and well-being of his/her practice, including:

·         Acquisition of new business

·         Execution of existing business

·         Management of the practice’s resources

·         Relationship management with select partners

·         General contribution to support core 5AM and other practices

 

The PO is responsible for being a single focal point for sales for a specific client or set of clients. Named accounts with no existing work are defined as “new”. The PO will be supported by three key building blocks:

·         Acquisition (Marketing, Sales, Proposals, and Business Development)

·         Solutions (Services, Technology, Tools, Assets, Science)

·         Core (Infrastructure, Finance, Human Resources, Contracts, Legal)

 

The PO is responsible for achieving the following:

·         Meeting quota – achieve the annual target

·         Profitability – achieving pre-established margins that are revisited quarterly

·         Client Satisfaction – regular reporting

·         Team Happiness – the work being performed is executable, desirable and supported by the Account Manager

·         Cooperative Collaboration – consistent, accurate sharing of account information across the company to support company growth and stability

Primary Responsibilities

 

1.      Identify and capture new business opportunities for named accounts.  Expand business by taking new services to current clients and current services to new clients.  Build and foster relationships with key client stakeholders and internally with cross process counterparts, particularly the Executive and Delivery Teams.

2.      Maintain and extend scope of services through high quality delivery and relationships across the client base

3.      PL responsibility for the territory.  Lead Company initiatives within the account, including the identification of service offerings, product offerings vendor partnerships/relationships and potential internal RD efforts.

4.      Work with members of the management team to plan allocation of resources

5.      Determine and implement strategies necessary to achieve defined objectives; ensure measurements are in place to monitor progress; identify and document root causes and drivers for missed objectives; as well as, action plan to improve

6.      Prepare and deliver client account performance reports, as well as executive level ad hoc reporting

7.      Ensure efficient and consistent operations, process consistency, and contract compliance

8.      Monitor and manage use of third party partners and contractors to support sales activities

9.      Authorizes and manages access to IT systems and data; enforces security policies and procedures and ensures protection of sensitive, proprietary, or privacy data.

 

Primary Qualifications

 

1.      Prior service sales experience in the range of $2mm to $10mm

2.      Experience selling software services and solutions in the life and/or health domain

3.      Territory is primarily located in North America, but not geographically limited

4.      Base location is the Washington, DC metro area

 

 

March 22, 2012