This is a full-time salaried position with Project Farma, a PerkinElmer company. The successful candidate will reside in a Project Farma market location and be willing to travel domestically, to meet client project requests.
-
Market locations include but are not limited to: Boston, Philadelphia, DMV, Northern New Jersey, Chicago, Indianapolis, Columbus, St Louis, Kansas City, Raleigh-Durham, Houston, Dallas, Boulder, Portland, San Fransisco, San Diego, and Los Angeles.
The Vice President of Client Engagement (VP, CE) is a senior executive responsible for the strategic growth, relationship management, and operational excellence of 2-3 globally significant accounts. This role is pivotal in ensuring the firm is positioned as a trusted advisor and supplier across client organizations. The VP, CE drives revenue growth, fosters deep client relationships, and ensures the successful delivery of services through executive-level engagement and cross-functional collaboration. The VP, CE brings deep credibility, extensive networks, and influence within the accounts they serve. They will work closely with regional leaders, Principal Consultants, and delivery teams to build trust, align services with client needs, and surface new opportunities. This role will be expected to be 20-40% billable on active projects within accounts to maintain visibility, support project launches, and guide executive-level touchpoints.
Key Responsibilities:
Strategic Account Leadership
-
Develop and execute multi-year strategic account plans aligned with client business objectives and industry trends.
-
Conduct quarterly SWOT analyses and competitive benchmarking to refine account strategies.
-
Establish and maintain executive sponsorship alignment between client and company leadership.
Client Engagement & Governance
-
Facilitate executive steering committees and governance forums to ensure alignment and transparency.
-
Implement structured feedback loops (e.g., Net Promoter Score, Voice of the Customer) to continuously improve service delivery.
-
Lead crisis management and issue resolution with a focus on preserving long-term relationships.
Revenue Growth & Pipeline Conversion
-
Set and achieve annual revenue targets for each account, with clear KPls for upsell and cross-sell initiatives.
-
Identify and pursue whitespace opportunities through proactive needs assessments and solution co-creation.
-
Lead strategic pursuits, including RFP responses, solution design, and executive presentations.
Collaboration & Intelligence Sharing
-
Chair regular account team meetings to align on goals, share insights, and coordinate execution.
-
Ensure knowledge transfer and best practices are documented and disseminated across teams.
-
Champion the use of CRM/PSA tools to maintain data integrity and visibility into account health.
Internal Governance & Program Participation
-
Actively contribute to company-wide strategic initiatives, including service innovation and market expansion.
-
Lead or participate in internal task forces focused on client experience, or operational excellence.
-
Mentor high-potential talent and contribute to succession planning efforts.
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.
-
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 Required:
-
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.
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 annual compensation 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.
