About GPI

GPI is a market leader in analytics and innovative solutions for pharmaceutical pricing, market access and commercial strategy. Headquartered in London, with offices in Cambridge and Mumbai, GPI support price decision-making throughout the lifecycle and help the industry achieve day-to-day operational improvement and market access excellence.

As a business, we support our clients through a suite of technology and service offerings:

• GPI pulse™: a cloud-based business intelligence platform
• GPI Connect: seamless data integration via API
• GPI Horizon: an innovative value-based price forecasting methodology, powering a variety of tools, services, and technology
• GPI consulting: bespoke engagements with a focus on strategic pricing, market access excellence, and commercial strategy

We are in a pivotal phase of building our business with immense opportunity for growth, of which we believe the VP, Commercial Development will play a crucial role. At GPI, we are a close knit and nimble team, looking for talented and ambitious individuals to join us on our journey.

The Head of Sales will play a valuable role in driving global business growth and scalability by owning the customer lifecycle. This team member will oversee and help to develop the integration between new business development, key account management, and customer success, ensuring close collaboration that drives optimal value for the client base and sustainable growth for GPI. This role will also lead GPI expansion to the US, creating a base for GPI and replicating the scalable commercial model achieved in the UK.

In addition to the above, the Head of Sales will foster a positive and integrated working environment with a focus on mentoring and coaching their teams, helping them build and execute effective strategies. As part of the role, this individual will also contribute to the management and development of enterprise client relationships, working across the entire GPI portfolio.

Requirements

• 10+ years of experience in sales leadership
• Excellent understanding of SaaS and past achievement in SaaS business growth, preferably in the life sciences sector
• Past success managing multiple commercial functions (i.e. sales, customer success, and account management)
• Strong ability to work cross-functionally and in fruitful collaboration with other teams
• Outstanding skills in negotiation, multi-stakeholder conversations, expectation management
• Strategic thinker and ability to translate ideas into clear objectives and tactics
• Agile with a willingness to learn and sometimes wear multiple hats in a fast-paced and growing environment
• Some travel required for industry events and sales activity

Desirable

• Experience in market access and pricing within life sciences
• Proactive and confident leadership experience
• A can-do attitude, always looking for opportunities to drive the organisation forward through collaborating with the rest of the team and our partners
• Self-Driven to exceed expectations and able to inspire others along to perform at similar levels
• An accomplished communicator at all levels of the business. Able to adjust their messaging accordingly.
• An understanding of communication needs to the executive board, commercial teams and clients

Responsibilities and Duties

• Foster a collaborative culture across new business development, account management, and customer success
• Drive and support operational excellence, implementing process, standardization, and best practices within the team
• Own customer lifecycle from prospecting, opportunity development, negotiation, closing, customer success, renewal, and expansion
  • Working cross functionally, build steady pipeline in line with overall commercial targets
  • Build strong client relationships
  • Identify opportunities to up-sell and cross-sell
  • Provide professional after sales support, including internal/external alignment, managing issues, etc.
  • Understand client needs, become a trusted partner, and lead account management and customer success strategy to retain and grow accounts
  • Training and coaching relevant team members on the above
• Collaborate with business partners’ (e.g. Model N) sales teams, to enable smooth lead generation and joint sales process
• Represent GPI at relevant industry conferences
• Work closely with Head of Commercial Strategy, Solutions Team, and Marketing to develop sales enablement materials and align on strategic campaign planning
• Learn and understand all GPI product and services with the ability to clearly communicate value
• Expectation to expand GPI commercial team and presence to the US market
• Able to measure, report on, and deliver on KPIs around revenue, renewal rates, up-sell/cross-sell, NPS, conversion rates together with team leads (to be determined with leadership)