Director, Business Process Consulting (CSO)

Position Description / Responsibilities

• Learn the principles, methods, approaches associated with PCM, eDHR, Pan Product Development, etc. Learn Conformia's products, people, and processes.
• Act as the "Business Lead" in client development activities focused on Manager / Director level "Champions" and VP / CXO level "Sponsors" for Product Conformance Management (PCM) initiatives.
• Utilize and continue to develop life sciences industry business knowledge to establish credibility with prospective clients and the industry at large. Once credibility is established, attain "Trusted Advisor" status with Champions and Sponsors in the areas of Chemical Process Development, Pharmaceutical Development, Quality Control, Analytical Development, or Information technology organizations of Life Sciences companies as required.
• Develop and maintain PCM Practice Development capabilities in the form of methodologies, tools, knowledge repository, etc. to effectively and efficiently perform client specific campaigns.
• Lead the client justification, execution, and acceptance of Conformance Opportunity Assessments (COA) as the key method for closing subsequent PCM solution sales.
• Using PCM practice development outputs, conduct COAs including content relating to current state characterization, future state visioning, Key Conformance Indicator (KCI) (metrics) development, gap analysis, improvement portfolio development, etc.
• Develop / use consulting practice development tools such as questionnaires, ROI calculators, presentations, etc. to articulate Conformia's unique assessment and solution capabilities.
• Gain acceptance for COA results / recommendations with Champions and Sponsors. Work with client on "Inside Sales Package" development to close executive support for investments in PCM solutions, business process changes, key internal personnel assignment to project, etc.
• Act as Team Leader for the sales team during the Assessment phase of the overall sales campaign.
• Support the development of client specific Statements of Work (SOWs) or deployment plans to guide the transition to the Conformia delivery and support organizations. Gain acceptance of these plans from the customer and continue with the customer until the transition is complete.
• Work collaboratively with the other sales team members: Sales, Business Development, Product Specialist, Chief Scientific Officer (CSO) on a client specific sales campaign.
• Establish a best practices knowledge repository from client engagements and industry research. Use such knowledge to establish the basis for defining industry best practice metrics and performance levels, enable industry benchmarking, etc.
• Contribute to the creation of Conformia's thought leadership, industry credibility, visibility and prominence in the Life Sciences community through publications, white papers, invited speaker engagements. Focus on business impact of key Conformia philosophies, approaches, methods (PCM, eDHR, Pan Product Development, etc.) as well as current industry "hot topics".

Reporting Relationships

Education

Qualifications

• 3-7 years prior management consulting experience preferably in the life science sector
• Experience and understanding of standard consulting methods, tools, roles, etc. and ability to effectively apply those to Conformia's specific situation.
• Knowledge of new product development and / or process manufacturing areas in regulated process industries.
• Experience and comfort with Sponsor / CXO level communications and interactions. Demonstrated ability to package and present information in a manner acceptable to Sponsor / CXO level executives
• Understanding and acceptance of Conformia's company strategy / business model of embedding a traditional consultative company selling approach inside of a software company. This approach has a much more focused problem / solution set (PCM) than a consulting company that might address a wide range of problems / solution sets.
• Knowledge or extensive background in assessment related activities including assessing a clients's business objectives, best practices, key business processes, operating metrics, building of a business case, etc.
• Capability to facilitate the vision of "Future State" processes with the client
• Act as the application domain expert and solution architect to clients and the industry at large as well as internally to Conformia product development / marketing teams.
• Understanding and experience with the major phases (Discovery, Development, Clinical, etc.) and processes (Drug Substance / Drug Product Development, Safety / Efficacy studies, etc.) in biopharmaceutical companies and the typical business problems, economics, timeframes, etc. associated with them.
• General knowledge of software applications and their use in discovery and development. Applications might include document management systems, project management, Chemical Structure / Drawing, eLab Notebooks, LIMS, or SDMS.
• Strong communication skills; excelling at evangelizing new ideas in the language of senior management in the pharmaceutical development community
• Team player, who is comfortable with success of the team, the customer, and the company as the primary focus.
• Creativity, as well as mental and emotional stamina, to work in a rapidly growing business and dynamic market
• Quickly learns and applies new concepts, skills, and domain expertise
• Results oriented
• Strong presentation and written and oral communication skills. Ability to interact "on the fly" with peers and top management.
• Highly pro-active, well organized and self sufficient with excellent attention to detail.
• A "great thinker" who can distill trends, opportunities, and challenges from the current chemical development space and concisely relate these experiences to the company and to the market

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