Senior Director, Portfolio Leadership

Key Responsibilities

Commercial Strategy & Growth

• Co-own revenue growth, contributing directly to pipeline development, deal strategy, and win execution
• Partner with Business Development (BD) and Subject Matter Experts (SME) to shape client opportunities into scalable, high-value solutions
• Actively participate in client engagements, proposals, and bid defenses as a solutions expert [AV1]
• Identify market trends and translate them into commercial offerings, differentiated capabilities, and repeatable solutions
• Partner with Business Development, Marketing, and Inside Sales to support market-facing content, campaigns, and outreach aligned to solution offerings

Solution Architecture & Offering Development

• Lead the design and evolution of integrated, client-centric solutions across PBS and other Cytel services
• Translate complex client needs into clear, executable solution frameworks that balance value, feasibility, and profitability
• Leverage the PBS and other Cytel service catalogues, ensuring offerings are modular, scalable, and commercially compelling solutions to meet customer needs
• Partner with Global Functional Heads (GFHs) to align capabilities with market demand and future growth areas

Portfolio Leadership & Value Delivery

• Oversee portfolio delivery to ensure alignment with commercial commitments and client outcomes
• Ensure strong linkage between solution design, scope, pricing, and delivery execution
• Drive financial performance, including margin optimization, forecasting accuracy, and resource efficiency
• Establish governance to proactively manage risk, scope evolution, and client satisfaction

Operating Model & Cross-Functional Integration

• Operate within an agile, commercially aligned model connecting BD, SAM, delivery, and functional SMEs
• Ensure seamless handover from sales to delivery, maintaining continuity of solution intent and client expectations
• Enable data-driven decision-making through KPIs tied to growth, profitability, and delivery performance

Client Engagement & Market Presence

• Serve as a senior point of contact for strategic clients, particularly in complex or high-value engagements
• Build Cytel’s reputation as a thought partner in advanced analytics, patient data, and real-world evidence, together with the SMEs in each of these spaces
• Represent capabilities externally through industry engagement, thought leadership, and client forums

KPIs & Success Metrics

Commercial Success KPIs

• Proposal volume (number of opportunities supported)
• Competitive hit rate (win rate vs competitors)
• New business awards (NBA) value at or above budget
• Revenue contribution from supported and influenced opportunities
• Pipeline value shaped through solution architecture engagement
• Growth in average deal size and multi-service solution adoption
• Gross margin performance aligned to targets

Customer Success KPIs

• Client satisfaction (CSAT/NPS) for supported programs
• Client retention and expansion within key accounts
• Upsell and cross-sell revenue contribution
• Delivery aligned to defined client outcomes

Operational Alignment KPIs

• Forecast accuracy between sold and delivered scope
• Quality of scope definition and change management
• Effectiveness of sales-to-delivery handover

[AV1] Just need to be careful they are not the SME, but overall solution

Qualifications

Education

• Bachelor’s degree required; advanced degree preferred

Experience

• 10+ years in life sciences services, clinical development, analytics, or consulting
• Demonstrated experience in solution design, commercial support, or complex deal shaping

Skills & Competencies

• Strong commercial acumen with understanding of pricing, margins, and deal strategy
• Expertise in solution architecture and consultative selling
• Ability to translate market needs into scalable service offerings
• Superb communication and client influencing skills
• Solutions thinking with ability to see operational impact clearly to ensure successful delivery can be met
• High emotional intelligence and stakeholder management
• Ability to lead through influence across global, matrixed organizations