VP, Client Solutions

PerkinElmer; Deutschland; Vor Ort; EUR 173.000 - 216.000; Vollzeit

Zusammenfassung

PerkinElmer, through Project Farma, seeks a VP, Client Solutions to drive strategic growth in the Southeast life sciences portfolio. The role is based in Raleigh/Triangle with NC remote flexibility and requires domestic travel.

You will lead strategic account development, craft proposals, and manage a strong sales pipeline with executive credibility. Ideal candidates have 20+ years in life sciences consulting or related fields, with a history of managing $10M+ accounts and strong CRM/PSA

Qualifikationen

• Education: Bachelor’s degree in Life Science, Engineering, or related discipline (or equivalent).
• Industry expertise: 20+ years in life sciences, biotech, or technical consulting with regulatory knowledge.
• Client leadership: Proven track record managing complex accounts and leading teams.
• Strategic thinking: Ability to translate market and client needs into strategy.
• Commercial acumen: Experience in pricing, contracts, and value-based selling.
• Operational excellence: Familiarity with delivery models and governance.
• Technology proficiency: CRM/PSA platforms, data viz tools, collaboration platforms.
• Travel: Willingness to travel 50–75% as required.

Aufgaben

• Own and lead client development in Southeast Region.
• Reactivate dormant accounts and identify new entry points.
• Lead proposal development, pricing strategy, and team selection.
• Coordinate cross-functional pursuit teams for competitive proposals.
• Lead client presentations, bid defenses, and negotiations.
• Maintain case studies and pursuit collateral with Marketing.

Kenntnisse

Client leadership

Strategic thinking

Commercial acumen

Operational excellence

Technology proficiency

Communication

Travel readiness

Ausbildung

Bachelor’s degree in Life Science, Engineering, or related discipline

Tools

Salesforce

Kantata

Jobbeschreibung

When joining PerkinElmer, you select an experienced and trusted leader in scientific solutions, with the support of a global service network and distribution centers, providing the right solution, at the right time, to meet critical customer needs. With over an 80+ year legacy of advancing science and a mission of innovating for a healthier world, our dedicated team collaborates closely with commercial, government, academic and healthcare customers to deliver our broad portfolio of analytical solutions, and OneSource services.

Job Title

VP, Client Solutions

Location(s)
Raleigh, NC, US Remote - NC

Job Description

This is a full-time salaried position with Project Farma , a PerkinElmer company. The successful candidate will reside in the Raleigh/Triangle market and be willing to travel domestically , to meet client project requests.

The Vice President, Client Solutions (VP, CS) is a senior executive responsible for driving strategic growth, developing new business opportunities, and strengthening client relationships across Project Farma’s life sciences consulting portfolio in the Southeast region. This role is pivotal in ensuring the firm is positioned as a trusted advisor and supplier across client organizations. The VP, Client Solutions operates as a consultative seller with deep technical credibility in life sciences engineering and operations.

The VP, Client Solutions drives revenue growth, fosters deep client relationships, and builds our sales pipeline, through uncovering potential leads, nurturing those leads and closing qualified opportunities. The VP, Client Solutions, brings deep credibility, extensive networks, and influence within the accounts they serve. They will work closely with Client Engagement (key account management), regional leaders, Principal Consultants, and delivery teams to build trust, align services with client needs, and surface new opportunities to position Project Farma as a trusted advisor within pharmaceutical, biotech, and advanced therapy organizations. They report to the SVP, Commercial Excellence and are a key contributor to the firm’s overall commercial strategy and revenue targets.

Key Responsibilities

Strategic Account Leadership

• Own and lead all client development activities within the Southeast Region, including prospect identification, qualification, and early-stage engagement.
• Reactivate dormant client accounts through strategic outreach, relationship rebuilding, and identification of new entry points within previously served organizations.
• Lead or support proposal development, including scope definition, pricing strategy, team selection, and presentation preparation.
• Coordinate cross-functional pursuit teams—drawing on Practice Vice Presidents, Principal Consultants, and regional delivery leaders—to develop technically sound and commercially competitive proposals.
• Lead client presentations, bid defenses, and scope negotiations with executive presence and professionalism.
• Develop and maintain a library of case studies, capability statements, and pursuit collateral in collaboration with Marketing and Practice leadership.

Consultative Selling & Technical Credibility

• Employ a consultative selling approach grounded in deep understanding of client operations, regulatory environments, and technical challenges across the life sciences value chain
• Maintain strong working knowledge of all PF practice areas and service offerings to credibly diagnose client needs, scope engagements, and articulate differentiated value
• Lead discovery conversations with client stakeholders at all levels—from site-level technical leaders to C-suite executives—to uncover root-cause challenges and frame solutions
• Translate complex technical and operational requirements into compelling proposals and value propositions that differentiate PF from competitors
• Stay current on industry trends, regulatory developments, and emerging client challenges to inform pursuit strategy and market positioning

Revenue Growth & Pipeline Conversion

• Drive new logo acquisition by identifying, qualifying, and converting prospects in target sectors including pharma, biotech, cell and gene therapy, and advanced manufacturing
• Set and achieve annual bookings and revenue targets as established by the SVP, Commercial Excellence.
• Maintain a robust pipeline of qualified opportunities that support forecast accuracy and revenue commitments.
• Conduct rigorous win/loss analysis on completed pursuits and apply lessons learned to continuously improve conversion rates.

Collaboration & Intelligence Sharing

• Partner closely with VP, Client Engagement team to ensure smooth transition of new accounts into long-term relationship management.
• Collaborate with Regional Vice Presidents and Practice Vice Presidents to align pursuit strategies with delivery capacity and regional priorities.
• Coordinate with Marketing on campaign execution, event planning, and demand generation initiatives.
• Share market insights and emerging client needs with internal teams to inform service development and strategic positioning.
• Mentor and coach business development team members on consultative selling techniques, pursuit strategy, and client engagement.
• Support the development and refinement of PF’s commercial playbooks, pursuit frameworks, and sales enablement tools.

Market Presence & Thought Leadership

• Represent Project Farma at industry conferences, trade shows, and professional associations (e.g., ISPE, PDA, INTERPHEX), and networking forums to generate leads and elevate brand visibility.
• Contribute to thought leadership initiatives including webinars, panel discussions, white papers, and social media engagement to position PF as a market leader.
• Monitor competitive landscape, market trends, and emerging opportunities within life sciences consulting, capital project delivery, and technical operations.
• Leverage digital selling platforms (e.g., LinkedIn, industry databased, intent data) to supplement traditional relationship-based prospecting.

Internal Governance & Commercial Operations

• Maintain accurate, real-time pipeline data within Salesforce CRM, including opportunity stage, probability, expected close date, and projected value.
• Execute disciplined sales reporting, forecasting, and pipeline reviews as required by the SVP, Commercial Excellence.
• Ensure sales presentations, pitch decks, and pursuit materials are current and aligned with PF’s brand and messaging standards.
• Participate in weekly business development meetings and contribute to commercial planning cadences.

Experience Required

• Education : Bachelor’s Degree in Life Science, Engineering, or related discipline (OR a combination of equivalent experience in CQV engineering, cGMP facility start-up, project management and/or comparable military experience).
• Industry Expertise : 20+ years in life sciences, biotech, or technical consulting with a strong understanding of regulatory environments, R&D, manufacturing, and commercialization.
• Client Leadership : Proven track record of managing $10M+ accounts with complex stakeholder ecosystems. Minimum 7 years of progressive business development, sales leadership, or client-facing commercial experience within consulting or professional services.
• Strategic Thinking : Ability to synthesize market trends, client needs, and internal capabilities into actionable strategies.
• Commercial Acumen : Deep experience in consultative selling, contract negotiation, and value-based pricing.
• Operational Excellence : Familiarity with delivery models, project governance, and performance metrics in a professional services context.
• Technology Proficiency : Experience with CRM/PSA platforms, data visualization tools, and collaboration platforms. Preferred experience with Salesforce and/or Kantata.
• Communication : Exceptional communication, negotiation, and executive presentation skills.
• Travel : Willingness to travel up to 50–75% or as required.

Other Preferred

• Advanced degree (MBA, MS, or PhD) in engineering, life sciences, or business.
• Prior consulting or project delivery experience within life sciences environments.
• Established professional network within pharmaceutical, biotech, or cell and gene therapy organizations.
• Experience with value-based or solution selling methodologies.
• Active participation in industry organizations such as ISPE, PDA, or RAPS.

Project Farma is committed to creating a diverse environment and is proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability status, age, or veteran status or any other characteristics protected by applicable law. PerkinElmer is committed to a culturally diverse workforce.

Applicants must be authorized to work in the United States on a full-time basis. We will not sponsor applicants for current or future work visas for this position. This position may require significant travel to support project and business needs. We cannot employ anyone with an invalid driver’s license.

The annualcompensation range for this full-time position is $200,000 - 250,000. The final base pay offered to the successful candidate will be determined by factors including internal equity, work location, as well as individual qualifications, such as job-related skills, experience, and relevant education or training.

PerkinElmer is committed to creating a diverse environment and is proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability status, age, or veteran status or any other characteristics protected by applicable law. PerkinElmer is committed to a culturally diverse workforce.