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 IOAis 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
Role Summary
Title –Director of Sales/Service Line Sales Specialist (SLS)– IOA/BPO Transformation
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 MedTech 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, MedTech, 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/MedTech 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 demonstrated ability to create strategic partnerships with large and complex organizations.
Ability to operate in a fast-paced entrepreneurial and highly matrixed organization.
Validated ability to guide, influence and develop a wide range of professionals.
Strong problem solving and analytical skills and the ability to “roll up your sleeves” and work with a client to create timely solutions and resolutions.
Qualifications
· 10+ years of experience in Sales and Business development within Life Sciences, HealthTech, Medical Device industry
Bachelor’s/Master’s degrees in related field is preferred Global Business Services - Client-facing GBS project experience is preferred.
Professional Contacts - Existing strong relationships with third party advisors, industry analyst, and potential C-level buyers
Matrixed Organization- Experience working in a highly matrixed organization is preferred.
Preferred Experience
- MS or MBA degree preferred.
- Ability to contribute to new business development efforts and to lead multiple tasks in a dynamic environment.
- Must be detail oriented and able to manage and maintain all facets of complex assignments.
- Demonstrable problem-solving abilities with the skills to identify strategic solutions to business problems with enterprise-wide implications.
- Demonstrate the flexibility to work among diverse corporate environments, industries, and technical and non-technical audiences.
Top Reasons to Join Our Team
Excellent compensation/benefits. A strong financial incentive package that includes a solid base salary with a highly attractive commission plan. Further incentives include award programs, club trips, and excellent benefits package. Wide exposure to industry, product, and functional standard methodologies; as well as outstanding teams supporting your sales pursuits. Encouraging management team that rewards initiative & success. Exciting, industry leading practice where you can truly build a long-term career. Congenial, collaborative, and goal-oriented environment; the opportunity to work with and learn from a diverse, highly experienced team of business professionals. Tremendous opportunities for growth with a real career path promoting career advancement.
Salary and Other Compensation:
The annual base salary for this position is between $198,000 - $218,000 depending on the experience and other qualifications of the successful candidate.
This position is also eligible for Cognizant’s discretionary annual incentive program and stock awards, based on performance and subject to the terms of Cognizant’s applicable plans.
Benefits: Cognizant offers the following benefits for this position, subject to applicable eligibility requirements:
- Medical/Dental/Vision/Life Insurance
- Paid holidays plus Paid Time Off
- 401(k) plan and contributions
- Long-term/Short-term Disability
- Paid Parental Leave
- Employee Stock Purchase Plan
Disclaimer: The salary, other compensation, and benefits information is accurate as of the date of this posting. Cognizant reserves the right to modify this information at any time, subject to applicable law.
A Good fit for the Cognizant culture
A person who possesses a true passion for changing organizations for the better, and desires to do so within a goal, yet professional atmosphere filled with business professionals who all manifest a belief in partnership, innovation, and excellence. Our “Cultural Value Drivers” are well-known and clearly communicated within the organization: Open, Visible, Motivated, Empowered, Opportunity-Filled, Flexible & Collaborative.
Work Authorization
Must be legally authorized to work in the United States without the need for employer sponsorship, now or any time in the future.
We look forward to hearing from passionate professionals eager to make a difference.
