Get the chrome extension Director, Business Development
Iovance Biotherapeutics
About Iovance Biotherapeutics, Inc.
Iovance Biotherapeutics, Inc. is the global leader in innovating, developing, and delivering tumor infiltrating lymphocyte (TIL) cell therapies for patients with solid tumors. Amtagvi® (lifileucel) is the first FDA-approved, one-time treatment for previously treated advanced melanoma, now approved in three global markets and available at more than 95 authorized treatment centers. The Iovance TIL platform spans registrational trials and next-generation programs in additional solid tumors, including gene-edited and IL-12 tethered TIL therapies, next-generation IL-2, and precision immuno-oncology approaches. As the first and only company to take TIL therapy from concept to a broadly accessible commercial treatment, Iovance operates as an end-to-end cell therapy company, anchored by fully owned, centralized U.S.-based manufacturing that is scaled to serve thousands of cancer patients worldwide each year. For more information, please visit .
Amtagvi® and its accompanying design marks, Proleukin®, Iovance®, and IovanceCares™ are trademarks and registered trademarks of Iovance Biotherapeutics, Inc. or its subsidiaries. All other trademarks and registered trademarks are the property of their respective owners.
Information on Iovance’s broad, industry-leading patent portfolio is available on the Intellectual Property page on .
Overview
The Business Development Director, Sales is a senior field leader who sets the account strategy and drives commercial growth across a large U.S. territory in support of Iovance Biotherapeutics’ goals. Reporting to the Vice President, US Sales, this role leads the company’s relationships with the most important oncology accounts, authorized treatment centers, health systems, and health care leaders in the assigned territory. The Director decides where to focus effort for the greatest impact, works to remove barriers to patient access and operational readiness for cell therapy delivery, and brings customer and market insights back to senior leadership to help guide national decisions.
Essential Functions and Responsibilities
Strategic Account Leadership and Business Growth
- Develop and own a multi-year business plan for the assigned territory that supports the national commercial strategy and sets clear priorities, goals, and resource needs.
- Lead the strategy for the highest-value oncology accounts, academic medical centers, health systems, and authorized treatment centers, and decide where to focus time and effort for the greatest impact.
- Build and maintain senior-level relationships with executives, department chairs, oncology and cell therapy program leaders, and other key decision makers.
- Identify and pursue new business opportunities, including activating new treatment centers and expanding work with existing ones, to grow appropriate product utilization.
- Monitor performance, account trends, referral patterns, and barriers to access across the territory, and make timely changes to plans. Report results, risks, and forecasts to the Vice President, US Sales.
- Maintain accurate and timely documentation of account activity, opportunities, risks, and follow-up actions.
Customer Education, Access, and Readiness
- Educate senior customers on approved product information, treatment logistics, patient identification considerations, and the end-to-end cell therapy process in a compliant manner.
- Partner with field reimbursement, market access, medical affairs, and patient services teams to resolve complex or escalated account-level access and operational barriers.
- Guide account readiness by working with internal teams on onboarding, referral workflows, and treatment center operations so that centers are prepared to deliver therapy.
- Share customer insights and market dynamics with the Vice President, US Sales, and other senior leaders to help shape national planning and priorities.
- Apply a strong understanding of payer dynamics, reimbursement pathways, and site-of-care considerations in oncology and cell therapy when advising on account strategy.
Leadership, Collaboration, and Compliance
- Work with the Vice President, US Sales, and the other Business Development Director to keep a consistent national approach to key accounts, share best practices, and align on priorities.
- Lead cross-functional account planning with marketing, market access, medical affairs, patient services, trade, and operations teams, and influence their priorities to support account objectives.
- Serve as a field leader and role model by sharing expertise and coaching field and home-office colleagues to improve execution and the customer experience.
- Represent Iovance professionally at executive customer meetings, regional programs, and approved conferences or educational events.
- Follow all company policies, applicable laws, industry guidelines, and compliance standards in every customer interaction, and model this behavior for others.
- Use business tools and data to plan effectively, prioritize accounts, and measure progress against goals.
- Must adhere to Iovance Biotherapeutics’ core values, policies, procedures, and business ethics.
- Perform miscellaneous duties as assigned.
Skills and Competencies
- Proven executive-level account management and consultative selling skills in oncology or another complex specialty area.
- Ability to build credibility and influence senior clinical, operational, and business leaders.
- Strong strategic thinking and business planning skills, including setting priorities and using resources wisely across a large geography.
- Ability to lead and influence cross-functional partners without direct authority.
- Excellent communication, presentation, negotiation, and active listening skills.
- Ability to analyze data, identify account and market trends, and turn insights into clear actions and recommendations.
- Comfort working in a fast-paced, evolving commercial environment and building a new role with sound judgment when direction is not fully defined.
- Strong collaboration skills and ability to work across field and home-office teams.
- High level of professionalism, judgment, integrity, and compliance awareness.
Required Education, Skills, and Knowledge
- Bachelor’s degree required; degree in life sciences, nursing, business, marketing, or a related field preferred. MBA or other advanced degree preferred.
- Minimum of 10 years of pharmaceutical, biotechnology, specialty, or oncology sales experience required, including at least 3 years in a senior account leadership role (for example, key account, strategic account, or regional business leadership).
- Oncology, hematology, immuno-oncology, cell therapy, or rare disease sales experience strongly preferred.
- Experience launching or growing a specialty or oncology product strongly preferred.
- Experience working with academic medical centers, large oncology practices, or authorized treatment centers preferred.
- Demonstrated success exceeding sales goals, leading complex accounts, and influencing cross-functional teams and senior stakeholders.
- Ability to travel frequently across the assigned territory, including overnight travel, customer meetings, and company events.
- Valid driver’s license and ability to meet company travel and fleet requirements, if applicable.
- In-depth knowledge of oncology care delivery, academic and community oncology account structures, and specialty treatment center operations.
- Understanding of how health systems and treatment centers make decisions, including the roles of committees, executives, and clinical leaders.
- Understanding of cell therapy, immuno-oncology, or other complex specialty treatment models preferred.
- Strong working knowledge of patient referral pathways, reimbursement processes, payer coverage, and access barriers.
- Thorough understanding of compliant pharmaceutical and biotechnology sales practices.
- Familiarity with customer relationship management systems, sales reporting tools, and business analytics.
Preferred Education, Skills, and Knowledge
- Patient-focused mindset and commitment to helping appropriate patients access innovative oncology treatments.
- Ability to navigate complex customer environments and engage senior leaders with confidence and professionalism.
- Strong ownership, follow-through, and adaptability in a growing organization, with a willingness to help shape how a new role works.
- Comfort learning scientific and operational details related to personalized cell therapy.
- Ability to represent Iovance Biotherapeutics’ mission and values in all customer and team interactions.
Physical Demands and Activities Required
The physical demands described here represent those an employee may encounter while performing the essential functions of this job. Reasonable accommodation may be provided to enable individuals to perform these functions.
- Ability to remain in a stationary position for extended periods
- Ability to move about within an office or remote workspace and exert up to 10 pounds of force occasionally
- Visual acuity sufficient for preparing and analyzing data, viewing computer screens, and extensive reading
- Repetitive motion involving wrists, hands, and/or fingers
- Ability to communicate effectively to exchange information
- Ability to engage in analytical, conceptual, and problem‑solving activities in a dynamic business environment
Mental: Clear and conceptual thinking ability; excellent judgment, troubleshooting, problem-solving, analysis, and discretion; ability to handle work-related stress; ability to handle multiple priorities simultaneously with a sense of urgency; and ability to meet deadlines
Work Environment
This job operates in a professional or remote office environment and requires operating standard office equipment and keyboards.
#li-remote
The annual base salary we reasonably expect to pay is listed. Individual pay decisions depend on various factors, such as primary work location, complexity and responsibility of the role, job duties/requirements, and relevant education, experience and skills.
The statements contained in this document are intended to describe the general nature and level of work being performed by a colleague assigned to this description. They are not intended to constitute a comprehensive list of functions, duties, or local variances. Management retains the discretion to add or to change the duties of the position at any time.
Iovance is committed to cultivating and offering a diverse and inclusive work environment. As an equal-opportunity employer, our employees and applicants will be considered without regard to an individual’s race, color, religion, sex, pregnancy, national origin, age, physical and mental disability, marital status, sexual orientation, gender identity, gender expression, genetic information, military and veteran status, and any other characteristic protected by applicable law. If you need assistance or accommodation to apply to one of our opportunities, please contact .
By voluntarily providing information and clicking “Submit Application”, you explicitly consent to the collection and use of your personal information for the purposes described above and in our Candidate Privacy Notice.
Originally posted on Himalayas
Director-Business Development Data Centers
Kimmel & Associates
About the Company
Our client is a leading provider of energy, infrastructure, and facility solutions, helping organizations improve the reliability, efficiency, and long-term performance of critical infrastructure.
With expanding capabilities in mission-critical environments, the company is investing heavily in the data center market and is seeking a senior business development leader to establish and accelerate its presence within this rapidly growing sector.
About the Position
The Director, Business Development – Data Centers will spearhead growth within the mission-critical data center market, developing relationships with hyperscalers, colocation operators, edge data center developers, enterprise users, and digital infrastructure owners.
This is a high-impact, entrepreneurial position responsible for developing market strategy, opening new sales channels, influencing key stakeholders, and creating pathways into complex data center buying organizations.
The Director will develop a multi-year pipeline focused on O&M programs, performance contracting, energy infrastructure upgrades, resiliency solutions, and multisite service opportunities.
Key Responsibilities
- Develop and own the company's go-to-market strategy for the data center segment, including hyperscale, colocation, enterprise, and hybrid environments.
- Identify trends involving power, cooling, redundancy, resiliency, and energy efficiency and translate them into business opportunities.
- Build and manage a multi-year pipeline aligned with strategic growth objectives.
- Develop relationships with data center developers, operators, site-selection teams, owner's representatives, engineering firms, and consultants.
- Establish strategic partnerships, alliances, and referral networks to accelerate market penetration.
- Position the company as a trusted advisor around operational resilience, energy efficiency, and integrated infrastructure services.
- Prospect, qualify, and secure major data center opportunities.
- Lead complex pursuits from initial strategy through proposal development, pricing, negotiations, and close.
- Collaborate with engineering, operations, finance, and executive leadership to develop competitive solutions.
- Build long-term relationships with executive, technical, and project stakeholders throughout the data center ecosystem.
- Conduct strategic briefings, investment discussions, and solution presentations tailored to mission-critical environments.
- Partner with marketing to develop data center-specific messaging, case studies, and thought leadership.
- Provide market intelligence and input into future products and solutions.
- Ensure internal teams understand evolving customer requirements and market opportunities.
Compensation
- Base Salary: $200,000–$275,000
- Sales Incentive: $300,000–$500,000+ potential
- Uncapped earning potential
Requirements
- Bachelor's degree in Engineering, Business, Energy Systems, Technology Infrastructure, or a related field.
- 7–10+ years of business development experience within mission-critical industries such as data centers, digital infrastructure, energy services, mechanical/electrical systems, or utility services.
- Proven success securing large-scale opportunities and multi-million-dollar projects.
- Deep understanding of data center buying processes, development considerations, and vendor ecosystems.
- Strong technical and financial acumen, including the ability to communicate ROI, lifecycle value, resiliency, and operational impact.
- Demonstrated ability to develop markets, establish sales channels, and execute growth strategies with minimal oversight.
- Strong executive-level communication, presentation, negotiation, and relationship-building skills.
- Ability to navigate large, complex decision-making organizations and influence multiple stakeholders.
- Strong problem-solving and strategic-thinking capabilities.
- Ability to qualify and prioritize opportunities based on strategic value and ROI.
- Willingness to travel approximately 25%–50%, including overnight and occasional weekend travel.
Preferred Qualifications
- Experience with data center resiliency planning or distributed energy resources.
- Established relationships with hyperscale or colocation providers.
- Experience selling O&M, performance contracting, energy infrastructure, or multisite service solutions.
Benefits
- $200,000–$275,000 base salary
- $300,000–$500,000+ sales incentive potential
- Uncapped earning opportunity
- Remote work environment with national responsibility.
- Comprehensive benefits package.
- High degree of autonomy and ownership over the data center market.
- Opportunity to work directly with hyperscalers, colocation providers, developers, and other mission-critical stakeholders.
- Professional growth and executive leadership opportunities.
- Opportunity to help build and scale a rapidly growing data center business platform.
Originally posted on Himalayas
Director, Business Development & Client Management - Level Dependent On Experien
CTI
This position is responsible for selling CTI clinical trial and regulatory and scientific affairs consulting services, including Phase I-III clinical trials and regulatory consulting services spanning pre-IND to NDA support offerings. As part of this role you will be responsible for identifying, contacting and cultivating new clients and serving as client manager for existing clients. In addition to the duties and responsibilities outlined in the job posting, a successful candidate will be able to demonstrate a record of progressive achievement in current and previous roles within the company, be a strategic thinker, possess resourceful networking skills, and have an unrelenting desire to deliver solutions that meet our clients’ challenges.
What You'll Do
- Secure and maintain relationships with qualified targets and decision makers within biotech and pharma, uncovering potential sales opportunities and developing effective sales strategies
- Work with targeted business development accounts to secure future business - explain, offerings and align CTI offerings to meet customer’s needs
- Work in collaboration with CTI’s proposal team to deliver budgets and proposals, including providing key direction on proposal text and budget scope.
- Develop and maintain excellent working relationships with key members of CTI’s clinical operational management and proposal/contracting teams
- Develop and implement specific disease strategies to drive awareness, lead generation and opportunity identification
- Attend therapeutically focused conferences as a representative of CTI and meet with prospective clients also in attendance
- Lead and participate in bid defense meetings, including leading the preparations, strategies, and follow-up efforts
- Lead and participate in capabilities discussions, including leading the presentation, strategies, and follow-up efforts
- Communicate with existing accounts and internal CTI representatives to ensure needs of accounts are being met
- Present sales opportunities to management and work with internal departments/team members to close complex sales
- Continuously monitor and update status of leads to ensure pipeline is maintained
- Communicate all account activity to sales leaders/CTI executives and maintain updates in CTI’s CRM system
- Manage sales departmental metrics
What You Bring
- Bachelor’s degree in business administration, marketing or physical/life science
- Sales experience (including account profiling, relationship development, needs assessment and account closing)
- 5+ years in pharmaceutical, clinical or related experience
Why CTI?
- Advance Your Career – We invest in your professional growth. Through a structured mentoring program, leadership development courses, and access to ongoing education and training opportunities, including tuition reimbursement, you’ll have the tools to achieve your goals. Our dedicated training department supports your successful career at CTI.
- Be Part of an Award-Winning Team – Join a global team spanning 60 countries, recognized for its award-winning culture that prioritizes people. We support your work-life balance with generous health benefits, vacation packages, hybrid work opportunities, and paid parental leave. Through our CTI Cares program, you’ll have opportunities to give back to your community and the world.
- Make a Lasting Impact – At CTI, your work directly contributes to advancing medicine. You’ll play a vital role in developing life-changing treatments for patients with chronic and critical illnesses. Together, we move medicine forward, making a difference for those who need it most
Important Note
In light of recent increase in hiring scams, if you're selected to move onto the next phase of our hiring process, a member of our team will reach out to you directly from an @ctifacts.com email address to guide you through our interview process. Please ensure you are applying for jobs directly on our website () or from our verified LinkedIn page.
Please Note
- We will never communicate with you via Microsoft Teams or text message
- We will never ask for your bank account information at any point during the recruitment process
Equal Opportunity Employer/Veterans/Disabled
Originally posted on Himalayas
Assoc Business Development Director - Safety Solutions
Lifelancer
Job Title: Assoc Business Development Director - Safety Solutions
Job Location: Wayne, Pennsylvania, United States of America
Job Location Type: Remote
Job Contract Type: Full-time
Job Seniority Level:
To be eligible for this position, you must reside in the same country where the job is located.
Associate Business Development Director – Safety & Regulatory Solutions
Location: US – Greater Boston area, NY/NJ, VA/DC Metro, CA areas
The Associate Business Development Director works collaboratively with other colleagues to increase sales of IQVIA’s Safety and Regulatory services and technology within the life sciences industry. Responsibilities include full cycle sales including: target identification, securing and managing client meetings, listening and understanding client needs, addressing client concerns/objections, managing Subject Matter Experts in defining opportunities, proposing solutions, negotiating, obtaining SOWs and closing the deal.
Our Sales Professionals are expected to quickly develop credibility with customers/prospects and build trust through professionalism and knowledge of services and products.
Essential Duties and Responsibilities:
Prospect accounts focusing on Safety and Regulatory products and services
Identify and develop new accounts and follow up on existing leads
Develop and maintain productive relationships with key target accounts
Manage assigned accounts to generate both incremental and repeatable annual business
Initiate and manage RFI and RFP process and negotiate terms for all account programs and projects
Work collaboratively with the Professional Services Organization to ensure a complete and professional delivery of software and service solutions
Expand sale of product portfolio in the Safety and Regulatory market
Collaborate with Executives and SMEs to maximize account coverage
Maintain knowledgeable understanding of changing regulatory guidelines and mandates affecting the industry community
Job Experience:
Must demonstrate a sustained (6+ years) and successful track record selling professional services to Pharmaceutical, Biotech, Medical Device, and/or Clinical Research Organizations
Demonstrated track record of success working with senior level management in a fast-paced growth environment is essential
Full sales cycle experience is required: Prospect, Identify Opportunities, Propose Solutions (writing proposals), Negotiate, Close
Strong written and verbal English skills, quality-oriented proposal writing and proposal management experience
Ambitious, driven and self-motivated personality adaptable to a fast-paced high volume and high velocity sales organization
Bachelor’s degree or higher required
Willing to travel throughout the US, estimated up to 50%
Reside in the greater Boston area, NY & NJ area, VA/DC metro area or CA
-
Highly preferred capabilities:
Possess an understanding of the regulatory pharmacovigilance process for both pre-marketed and post-marketed stages of a product
Selling drug safety consulting services and products
Experience working with Regulatory Affairs Departments, Product Safety related departments, or Regulatory Submissions.
Background in Software as a Service (SaaS) market
Experience with data-mining or statistical signal detection products
IQVIA is a leading global provider of clinical research services, commercial insights and healthcare intelligence to the life sciences and healthcare industries. We create intelligent connections to accelerate the development and commercialization of innovative medical treatments to help improve patient outcomes and population health worldwide. Learn more at
IQVIA is proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, status as a protected veteran, or any other status protected by applicable law.
IQVIA is committed to integrity in our hiring process and maintains a zero tolerance policy for candidate fraud. All information and credentials submitted in your application must be truthful and complete. Any false statements, misrepresentations, or material omissions during the recruitment process will result in immediate disqualification of your application, or termination of employment if discovered later, in accordance with applicable law. We appreciate your honesty and professionalism.
The potential base pay range for this role, when annualized, is $89,900.00 - $250,400.00. The actual base pay offered may vary based on a number of factors including job-related qualifications such as knowledge, skills, education, and experience; location; and/or schedule (full or part-time). Dependent on the position offered, incentive plans, bonuses, and/or other forms of compensation may be offered, in addition to a range of health and welfare and/or other benefits.This job is curated by Lifelancer.
Lifelancer is a talent-hiring platform in Life Sciences, Pharma and IT. The platform connects talent with opportunities in pharma, biotech, health sciences, healthtech and IT domains.
Please apply via Lifelancer platform to get connected to the application page and to find similar roles.
Originally posted on Himalayas
Associate Business Development Director
Lifelancer
Job Title: Associate Business Development Director
Job Location: Chicago, Illinois, United States of America
Job Location Type: Remote
Job Contract Type: Full-time
Job Seniority Level:
To be eligible for this position, you must reside in the same country where the job is located.
Job Overview
Secure and retain business through professional, consultative, proactive sales activities directed at decision-makers and decision influencers at existing and new clinical sponsors.
Essential Functions
Actively prospect and leverage potential new business opportunities within specified customer account(s).
Cultivate strong, long-term relationships with key decision-makers within Account and develop in-depth knowledge of the customer organization.
Maintain general knowledge of all IQVIA services for appropriate cross-sell opportunities.
Aggressively pursue awareness of competitive activities, positioning and pricing, which includes specific reasons for awards and non-awards.
Identify and respond to customer needs in order to define potential opportunities. Propose appropriate strategy/solution to customer.
Coordinate with contracts/proposals to develop proposal.
Work with operations and functional managers to identify sales team and prepares and leads the sales presentation. Educate team participants in customer culture, operational needs/methods and sales techniques needed to close the sale.
Handle follow-up related to the sale and drive completion of contractual documents.
Adapt successful strategies and tactics to meet market demands and financial targets.
Maintain high visibility within customer organization. Monitor customer satisfaction by communicating regularly with customer.
Establish and execute a comprehensive sales plan for each target account. Ensure appropriate strategy/solution is proposed to customer. Monitor actions and results against plans.
Analyze potential opportunities and develop sales plans for each target account. Ensure appropriate strategy/solution is proposed to customer.
Monitor actions and results against plans.
Record all customer sales related activities in CRM system.
Prepare sales activity report for Sales Management as required.
Serve as a liaison between the customer and technical and operational groups at IQVIA, Inc.
Qualifications
Bachelor's Degree in Business Management Req
10 years related experience, including 3 years of relevant industry (CRO/Pharmaceutical) and/or sales experience Req Or
Equivalent combination of education, training and experience Req
Proven track record at mid-level and high-level contacts
Strong organizational, planning, project management skills
A developing record of customer contacts at the outsourcing, procurement and mid - management level
Excellent Business/Industry awareness and a thorough understanding of industry trends and impact on the business
Excellent analytical skills in assessing and interpreting customer business data
Ability to maintain demanding timelines
Ability to influence others internally and externally
Adaptability and flexibility to changing priorities
Demonstrated ability to work creatively in a fast-paced environment
Exceptional attention to detail and ability to work simultaneously on multiple priorities
Ability to work independently and as a team player
Excellent skills using Microsoft Office Suite: MS PowerPoint, MS Word, and MS Excel
Excellent oral and written communication skills
Ability to establish and maintain effective working relationships with coworkers, managers and clients
30-40% travel is required (based on location).
To be eligible for this position, you must reside in the same country where the job is located.
IQVIA is a leading global provider of clinical research services, commercial insights and healthcare intelligence to the life sciences and healthcare industries. We create intelligent connections to accelerate the development and commercialization of innovative medical treatments to help improve patient outcomes and population health worldwide. Learn more at
IQVIA is proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, status as a protected veteran, or any other status protected by applicable law.
IQVIA is committed to integrity in our hiring process and maintains a zero tolerance policy for candidate fraud. All information and credentials submitted in your application must be truthful and complete. Any false statements, misrepresentations, or material omissions during the recruitment process will result in immediate disqualification of your application, or termination of employment if discovered later, in accordance with applicable law. We appreciate your honesty and professionalism.
The potential base pay range for this role, when annualized, is $89,900.00 - $250,400.00. The actual base pay offered may vary based on a number of factors including job-related qualifications such as knowledge, skills, education, and experience; location; and/or schedule (full or part-time). Dependent on the position offered, incentive plans, bonuses, and/or other forms of compensation may be offered, in addition to a range of health and welfare and/or other benefits.This job is curated by Lifelancer.
Lifelancer is a talent-hiring platform in Life Sciences, Pharma and IT. The platform connects talent with opportunities in pharma, biotech, health sciences, healthtech and IT domains.
Please apply via Lifelancer platform to get connected to the application page and to find similar roles.
Originally posted on Himalayas
Head of Consultant Relations
Employer Direct Healthcare
About Lantern
Lantern is the specialty care platform connecting people with the best care when they need it most. By curating a Network of Excellence comprised of the nation's top specialists for surgery, cancer care, infusions and more, Lantern delivers excellent care with significant cost savings to employers and their workforces. Lantern also pairs members with a dedicated care team, including Care Advocates and nurses, for the entirety of their care journey, helping them get back to good health, back to their families and back to work. With convenient access to specialists nationwide, Lantern means quality care is within driving distance for most. Lantern is trusted by the nation's largest employers to deliver care to more than 6 million members across the country. Learn more about us at lanterncare.com.
Head of Consultant Relations
The Head of Consultant Relations will be responsible for executing Lantern's consultant relations strategy through named ownership of our major consulting and brokerage house relationships. This team both educates on the Lantern value proposition and differentiators for our surgery, cancer, and infusion care products, while simultaneously gathering insight and feedback to help Lantern continuously refine our messaging and support for our consultant partners. The team also partners closely with leaders from Sales and Client Success on relevant consultant-led client growth and expansion opportunities.
Consultant Relations creates value primarily by being embedded in live deals and by building deep, durable relationships at both the national and local level — not by generating outreach volume on its own. The Head of the Consultant Relations team will continue to build out the account ownership model, metrics, supporting processes, and roles and responsibilities for the function based on business needs, and will be accountable for the success of the function. They are responsible for ensuring we build and execute on named account plans and coverage across the major houses, that escalations are routed appropriately so the team's capacity is focused on proactive relationship management, and that we have a regular cadence to report out on results against the plan to the Commercial Leadership Team.
Location: Remote, USA (50% Travel)
Responsibilities:
The Consultant Relations function is instrumental to winning in the marketplace and to the quality of Lantern's deals, not just their volume. Through named ownership of major consulting and brokerage houses, and by staying embedded in active deals through the sales lifecycle, the team builds the trust that makes our consultant/brokerage channel a top referral source. Key responsibilities for the team include:
- Owning named house relationships: building deep, accountable relationships at both the national and local market level — with clear, named ownership of each major house, generally capped at 1–2 houses per person — allowing us to influence and educate the intellectual capital point of view while driving business referrals locally.
- Staying embedded in deals: relationship value is realized by being part of live deals alongside Sales and Solutions Consulting — tailoring deal strategy and leveraging consultant/broker relationships to gain insight and influence decision factors — rather than through standalone outreach.
- Developing content: in partnership with the product marketing and sales enablement team, specific to consultants in general and further tailored to each firm when relevant.
- Educating the marketplace: building awareness around the category (surgery COEs and cancer support) and how to evaluate solutions in this space.
- Growing the business: improving Lantern's win rate with each consulting/brokerage firm and the quality of opportunities they bring to the table, not simply the number of proposals generated.
- Closing active coverage gaps: building out dedicated coverage in currently underserved segments, including Texas/Southeast and public sector/labor.
- Managing escalations deliberately: partnering with Sales and Client Success so that reactive, non-strategic escalations are routed outside CR — freeing the team's bandwidth for proactive house management.
- Identifying opportunities for improvement: both within and outside of the consultant relations mandate, and where appropriate, how to address them.
- Establishing strong cross-functional relationships: by working closely with sales, solutions consulting, client success, analytics, clinical, marketing, network, member services and other related functions to ensure a “one team” approach.
Goals and Metrics
Success for the function is measured primarily by the health and outcomes of named house relationships — not by top-of-funnel activity volume.
- Relationship health and account coverage: success will be measured by the depth, breadth, and health of named relationships across our major consulting and brokerage houses.
- Deal outcomes: win rate and deal quality on opportunities where CR is embedded, alongside overall net ACV growth across both net-new logos and existing business expansion.
- Escalation load: a declining share of the team's time spent on reactive escalations, freeing capacity for proactive relationship-building.
Other metrics will include engagement and impact on qualified opportunities for new and existing clients, and the team's progress building out a durable, outcome-based measurement framework.
Ideal Candidate Qualities
The candidate is required to meet the below requirements:
- 15+ years of professional experience working with employer health care benefits, either in health and benefits consulting and/or in a client- or consultant-facing role within a health care solution/vendor.
- Strong management experience with the demonstrated ability to build, mentor and lead a high performing team, and to foster a culture of continuous improvement, professional development, and accountability.
- Deep relationships and credibility across one or more of the top consulting/brokerage firms, ideally from having already done a CR-type, consultant-facing role (not solely a background in consulting itself) — our experience is that this profile builds a network and sales instinct that a straight consulting-to-CR conversion often lacks.
- Experience designing or operating a named-account or portfolio-ownership model — with clear accountability per account or territory — in a relationship-management or sales function.
- Ability to influence client and consultant points of view and decisions with a thoughtful, data-driven perspective, supported by real-life experience.
- Experience in consultative sales or business development.
- Strong communication skills, both written and verbal, with the ability to confidently convey complex information and messages to a broad and diverse audience, both internal and external.
- Clear understanding of the mechanics of self-funded medical plans and the relationships between health plans/third party administrators, health care providers, and plan sponsors.
- Effective interpersonal skills with the ability to work independently and within a team environment, both externally facing and behind the scenes.
- Comfortable working in a high-growth, fast-changing environment; organized, adaptable, diligent, and self-motivated.
- Passion for Lantern's mission and collaborating with others.
- Bachelor's degree required.
Preferred qualifications include:
- 5-10 years as a health and benefits consultant within one of the top consulting/brokerage firms.
- Strong analytical skills, including experience working with medical claims data to project savings/program impact.
- Knowledge of the broader ecosystem of point solutions and health care disruptors selling to self-funded employers.
- Experience building outcome-based (rather than activity-based) performance metrics for a relationship-management or sales team.
- Ability to adopt a continuous improvement mindset and actively contribute to the processes and procedures of the larger Commercial team.
- Experience in an early / growth stage business.
Benefits
- Medical Insurance
- Dental Insurance
- Vision Insurance
- Short & Long Term Disability
- Life Insurance
- 401k with company match
- Paid Time Off
- Paid Parental Leave
Compensation: Base salary range: $225k–$275k, depending on relevant experience, location, and qualifications.
About You:
- You use LOGIC in your decision making and understand that progress is critical to making change. You focus on the execution of your content while balancing a fast-paced environment and you take the time to celebrate both the small & big wins.
- INCLUSION is a core tenant of your personal beliefs. A diverse and inclusive environment is incredibly important to you. You understand and desire to be a part of a diverse team with different experiences and perspectives & you cherish the differences in each individual that you interact with.
- You have the GRIT, drive and ambition to tackle big problems. Big problems require big ideas and a team that supports new ideas.
- You care deeply for your customers are driven to keep HUMANITY in all decisions. Your customers aren’t just the individuals using your product. They are the driving factor in your motivation to make a change.
- Integrity guides you in life. Focusing on the TRUTH vs. giving people the answers they want to hear.
- You thrive in a Team Environment. Collaboration is key in innovation and creating change.
These pillars of LIGHT are a reminder to our team that we are making a difference by providing guidance and support in navigating the often complex and confusing landscape of healthcare. We hope that through this LIGHT, individuals can find their way to the best care, resources, and support they need to get back to life.
If this sounds like you, we would love to connect to speak further about career opportunities at Lantern.
Please apply to our role & someone from our Talent Acquisition Team will reach out to help you navigate our interview process.
Lantern does not discriminate on the basis of race, sex, color, religion, age, national origin, marital status, disability, veteran status, genetic information, sexual orientation, gender identity or any other reason prohibited by law in provision of employment opportunities and benefits.
Originally posted on Himalayas