Head of Commercial Development, RWE Clinical Trials

• Relationship Development and Management:
  • Develops initial conversations and contacts into commercial relationships to drive profitable partnerships and revenue growth for the Clinical Trials platform
  • Leads negotiation with potential commercial customers, involving Clinical Trials stakeholders as needed (e.g., relevant SMEs to bring credibility to discussion, etc.)
  • Works collaboratively with contracting teams to develop commercial structures with potential customers, likely including risk-based arrangements and/or joint ventures
  • Participates and assists in planning business development meetings and events
  • Attends and participates in conferences/exhibits for targeted audiences

• Sales Growth & Retention Strategy:
  • Accountable for achieving annual sales goals to support the revenue goals for the Clinical Trials business
  • Leads initiatives and projects concerning sales planning and forecasting
  • Crafts value proposition and messaging, defines approach strategy overall and for each prospective client
  • Develops and manages long-term client retention plans
  • Prepares management reports that profile business development pipeline, goals, and targets
  • Develops business case for pursuing open market opportunities and specific commercial arrangements
  • Continually monitors trends in Clinical Trials and real world data/evidence.
  • Partners with others to continuously enhance value for customers

• Business Development & Operations:
  • Develops and executes strategic sales plan to achieve business development / sales objectives and performance targets.
  • Develops and manages business development policies, procedures, workflows, documents, and forms
  • Implements business development processes and workflows.
  • Ensures compliance and quality of business development process components.
  • Completes accurate documentation and tracking, maintaining records of all business development activities
  • Oversees necessary data collection during pre-sales activity to understand needs, populations served, etc.
  • Ennsures appropriate utilization of CRM system, including shared CRM with Walgreens Health and Walgreens

• Team Management and Operations:
  • Oversees work of Business Development team, managing all selling activities, monitoring ongoing performance, and communicating expectations and results
  • Oversee the team conducting the research and analysis to identify and prioritize potential commercial customers
  • Oversees the day-to-day activities within the Business Development team, including hiring, termination, performance management, monitoring, and training
  • Collaborative Sales, Marketing, and Contracting Strategy and Execution:
  • Partners effectively to develop and execute on financial / risk recommendations
  • Partners with Scientific Affairs and Product leads to align customer needs with capability delivery.
  • Collaborates to understand potential overlaps and conflicts in outreach to the market, identify opportunities for coordination or collaboration while maintaining independent business development pipelines.

Founded in 1901, Walgreens (www.walgreens.com) proudly serves nearly 9 million customers and patients each day across its approximately 8,500 stores throughout the U.S. and Puerto Rico. Walgreens has approximately 220,000 team members, including nearly 90,000 healthcare service providers, and is committed to being the first choice for pharmacy, retail and health services, building trusted relationships that create healthier futures for customers, patients, team members and communities.

• Advanced Degree (MBA, PhD, MPH) and at least 8 years of experience in business development, real world evidence and/or contracting in biopharmaceuticals industry
• Experience in a commercial development leadership role in Clinical Trials /RWE business with knowledge of healthcare, technology, and drug development lifecycle
• Experience in driving and achieving sales and revenue growth on leadership teams for companies leveraging a variety of technologies including AI and analytics and technology solutions for life sciences companies
• Experience driving sales growth with both new and existing customers
• Experience operating in a fast-paced, start-up environment
• Successful track record for strong sales that drive company growth
• Experience with companies focused on creating solutions with an RWE and patient driven operating model focus
• Experience listening to customer need and identifying the solutions needed to sell in a more targeted fashion
• Experience seeking out new opportunities using initiative, managing through challenges. And being proactive to support the Clinical Trials business
• At least 5 years of experience contributing to financial decisions in the workplace.
• At least 5 years of direct leadership, indirect leadership and/or cross-functional team leadership.
• Willing to travel up to 50% of the time for business purposes (within state and out of state).

• Proficiency in the following areas: General Management, Commercialization, Sales, Business Development, Go-to-Market Strategy, Customer Success, Account Management, Product Launch, Marketing, Strategic Partnerships, Strategic Planning, and Business Model Innovation
• Extensive strong network of executive leaders in pharma or other industries, as appropriate