Director of Sales - Life Science​/MedTech - IOA​/BPO; Boston

Director of Sales - IOA (Intelligent Operations & Automation) - Life Sciences

Location:
Boston, MA or New Jersey

IOA Business Unit is one of Cognizant's highest growth businesses and a critical part of Cognizant's Digital imperatives in the market. North America is a high-growth region and IOA is looking at expanding its presence further. Life Sciences operations is one of the fastest growing service lines within IOA (Intelligent Operations and Automation).

To meet IOA's strategic growth objectives of LS operations we are looking for a highly accomplished, results-driven senior sales executive to originate, advance, and close large sales opportunities in outsourcing. This individual will be working with industry community (Client Partners, SLM (Service line managers) and IOA Leadership to drive sales and business development in a high growth and highly autonomous environment.

This role will have a visible presence within the Life Sciences/Medical Device industry representing Cognizant and our service offerings

Location - Boston, MA or New Jersey residents - USA (must live or be willing to relocate)

Travel - Travel will vary depending on customer and prospect requirements.

Summary Job Description:

Define and grow topline growth and improve the go-to-market plans, offerings, and value propositions in Med Tech and Health Sciences

Drive sales, P&L growth and pipeline across existing relationships and drive revenue growth and hunting for new logos, building and closing active pipeline on a quarter-on-quarter basis

Build strong internal relationships with IOA Commercial/Offshore Delivery Heads, Cognizant's Market Commercial & Delivery Unit) leadership, and other core leaders.

Key Accountabilities

Closing Sales - The main responsibility and focus of the role will be the growth of our IOA business within NA, Specifically, win new deals in customer account per pre agreed targets.

Sales Plan Creation - A critical early task will be developing and executing a quota growth plan for selected lines of business.

Pipeline Management - Among the critical tasks likely to be featured in the sales plans, are developing the opportunity pipeline, qualifying high priority deals and winning new business in line with agreed targets.

Demand Generation - To work with IOA and Life Sciences Commercial team to identify prospects, create marketing plans and take responsibility to engage new clients in conversation

Proposal Development - Understand customer needs and translate them into winning proposals for Cognizant and its customer in partnership with the presales and solution teams

Deal Shaping / Pricing Development - Develop creative deal shapes, commercial structures, and pricing proposals as part of a winning sales pursuit. Work closely with the business unit, Commercial Director, Bid Directors, and regional FP&A teams

Market Intelligence - Provide competitive intelligence associated with market pricing and specific competitor strengths, weaknesses, tactics, etc.

C-Level Client Relationship Building - Build relationships across CXO levels in client organizations and developing executive level relationships.

Regular Third-Party Intermediary Interaction - Participate in industry 3rd party seminars, meetings, analyst forums, Cognizant capability presentations, etc. to develop deeper industry connects in relation to our clients and key local IOA intermediaries.

Job Requirements:

Key Competencies

Life Sciences, Med Tech, Health Science, or consulting experience is required.

• Consistent record of growing business successfully over the years through strong client relationships and a deep understanding of the LS/Med Tech industry specifically Medical Device

• Demonstrated ability of building sales and account management teams.

• Deep understanding of IOA/BPO/LS and able to engage C-level executives in detailed LS deals, solution, transition, and transformation shaping discussions.

• Significant international experience required including being conversant in global service delivery models - both shared services and BPS.

• Well- developed "rolodex" as well as the…