Life at Mars

Job Title

Project Leader

Functional Area

The Project Leader is accountable for successful delivery of assigned products, solutions, consulting engagements, innovation initiatives, and strategic projects.

This role is responsible for achieving agreed scope, schedule, budget, quality, and business objectives while coordinating cross-functional teams and maintaining alignment with customer and organizational priorities.

The Project Leader serves as the execution leader for assigned initiatives, driving accountability, facilitating decisions, removing barriers, and ensuring projects deliver measurable business value.

Education Requirements

Bachelor of Science degree or equivalent in computer science, engineering, or science related field

Technical Skills Requirements

·       Project planning, scheduling, and execution management

·       Scope, budget, timeline, and resource management

·       Risk, issue, dependency, and change management

·       Project governance, reporting, and performance tracking

·       Cross-functional team leadership and coordination

·       Client relationship management and stakeholder communication

·       Requirements translation into executable work plans

·       Resource forecasting and capacity planning

·       Process improvement and operational excellence methodologies

·       Quality management and delivery assurance

·       Microsoft Office Suite (Excel, PowerPoint, Word), Microsoft Project, Smartsheet, Jira/Azure DevOps, Teams, SharePoint, and collaboration tools

·       Ability to leverage AI-enabled project management and productivity tools

Experience requirements

• 5–10 years project/program leadership.
• Scope, budget and schedule management.
• Risk management.
• Client communication.
• Matrix leadership.
• Delivery accountability.

Responsibilities

Project Delivery Leadership

Responsible for successful delivery of assigned initiatives.

• Develop and maintain project plans
• Define scope, milestones, deliverables, and timelines
• Drive execution against agreed objectives
• Deliver projects on schedule
• Deliver projects within budget
• Deliver agreed scope and quality outcomes
• Monitor progress and performance
• Ensure projects remain on schedule
• Ensure deliverables meet quality expectations

Delivery Leadership & Accountability

Responsible for creating momentum, accountability, and execution discipline.

• Improve project predictability
• Establish clear ownership across teams
• Drive timely decisions
• Challenge delays and bottlenecks
• Facilitate issue resolution
• Hold teams accountable for commitments
• Maintain focus on business outcomes

Financial & Resource Management

Responsible for ensuring projects are delivered within approved financial and resource expectations.

• Develop and maintain project budgets
• Monitor effort and costs against plan
• Forecast resource needs
• Track budget variances
• Recommend corrective actions
• Escalate financial risks

Stakeholder Engagement, Governance & Communication

Responsible for maintaining alignment, transparency, and project control.

• Engage project stakeholders and clients
• Facilitate project team meetings and working sessions
• Ensure Client is proactively informed of project status and delivery plans
• Support steering committee and governance activities
• Provide project status updates
• Manage risks, issues, decisions, and action items
• Maintain appropriate project documentation and controls
• Manage delivery-related client expectations

Business Outcome & Adoption Support

Responsible for ensuring projects deliver intended customer and business value.

• Align project activities with intended outcomes
• Support transition to operational use
• Identify adoption risks and barriers
• Partner with Product Owners and Account Leads to support value realization
• Monitor achievement of expected benefits

Relationship & Interactions

• Projects consistently meet scope, schedule, budget, and quality commitments.
• Teams execute with accountability and urgency.
• Client and leadership stakeholders have confidence in delivery status.
• Meetings result in decisions and action.
• Risks are identified and managed proactively.
• Projects deliver intended business value.

Reporting to

Head Solutions/Product Development and Delivery

Job Title

Senior Project Leader

Functional Area

The Senior Project Leader is accountable for successful delivery of complex, high-impact strategic initiatives, product and solution development programs, consulting engagements, client co-creation efforts, and cross-functional transformation projects.

This role serves as a strategic execution leader responsible for achieving business objectives through disciplined planning, delivery oversight, financial stewardship, stakeholder alignment, and organizational delivery excellence.

The Senior Project Leader is entrusted with initiatives of significant commercial, customer, operational, and strategic importance and plays a key role in strengthening MARS/GenInvo's overall execution capability.

Education Requirements

Bachelor of Science degree or equivalent in computer science, engineering, or science related field.

Technical Skills Requirements

·       Management of large, complex, multi-workstream programs and strategic initiatives

·       Program governance, portfolio oversight, and executive reporting

·       Financial management including budgeting, forecasting, and commercial oversight

·       Advanced risk management, mitigation planning, and decision support

·       Organizational change management and implementation leadership

·       Executive stakeholder engagement and client governance

·       Delivery operating model design and continuous improvement

·       Resource strategy, workforce planning, and delivery optimization

·       Agile portfolio management and scaled delivery frameworks

·       KPI development, performance analytics, and executive dashboards

·       Vendor, partner, and cross-functional delivery management

·       Microsoft Office Suite (Excel, PowerPoint, Word), Microsoft Project, Smartsheet, Jira/Azure DevOps, Power BI, Teams, SharePoint, and enterprise collaboration platforms

·       Ability to apply AI-enabled project management, reporting, and workflow automation tools to improve delivery performance

Experience requirements

• 10–15+ years complex programs.
• Multi-workstream leadership.
• Organizational transformation.
• Executive governance.
• Portfolio oversight.
• Mentoring project leaders.

Responsibilities

Strategic Program Leadership

Responsible for successful delivery.

• Lead strategic program planning
• Define execution strategies
• Establish governance structures
• Coordinate complex workstreams
• Drive achievement of business objectives
• Ensure initiatives remain on track

Delivery Leadership & Accountability

Responsible for driving execution excellence across programs.

• Establish accountability across teams
• Drive timely decisions
• Remove organizational barriers
• Challenge delays and inefficiencies
• Ensure delivery commitments are achieved
• Promote execution discipline
• Deliver strategic initiatives successfully
• Achieve scope, schedule, budget, and quality objectives

Financial & Resource Stewardship

Responsible for managing program financial and resource performance.

• Develop and monitor program budgets
• Forecast resource and funding requirements
• Achieve / Improve resource utilization
• Monitor actual costs against plan
• Address budget variances
• Support profitability objectives
• Optimize resource utilization

Stakeholder Engagement, Governance & Communication

Responsible for executive alignment, transparency, and program control.

• Engage senior leadership and client stakeholders
• Facilitate governance and steering committee reviews
• Ensure Client is proactively informed of project status and delivery plans
• Manage executive communications
• Coordinate program reporting
• Manage risks, issues, dependencies, and decisions
• Maintain appropriate governance documentation
• Support strategic decision making

Organizational Delivery Excellence

Responsible for improving project delivery capability across MARS/GenInvo.

• Develop delivery standards and best practices
• Improve governance frameworks
• Support portfolio visibility
• Mentor Project Leaders
• Recommend process improvements
• Strengthen execution maturity

Business Outcome & Value Realization

Responsible for ensuring initiatives deliver intended business, customer, operational, and commercial outcomes.

• Align programs with strategic objectives
• Monitor realization of expected benefits
• Support adoption and implementation activities
• Challenge work that does not create value
• Support achievement of commercial and customer goals

Relationship & Interactions

• Leadership entrusts you with the company's most critical initiatives.
• Strategic programs consistently achieve intended business outcomes.
• Scope, schedule, budget, and quality commitments are achieved.
• Client and executive stakeholders have confidence in delivery plans and forecasts.
• Teams execute with discipline, accountability, and urgency.
• Organizational delivery capability improves because of your leadership.
• Revenue-generating opportunities reach market faster because of your influence.

Reporting to

Head Solutions/Product Development and Delivery

Job Title

Service Delivery Director

Functional Area

The Service Delivery Director is responsible for strategic leadership, growth, operational performance, and client success across one or more Functional Service Provider (FSP) or staffing service delivery programs (Service Delivery).

This role serves as the senior operational leader for assigned portfolios and is accountable for client satisfaction, workforce strategy, financial performance, resource planning, delivery excellence, talent development, and long-term program growth.

The Director partners with client leadership, Strategic Account Leads, recruiters, and internal leaders to ensure Service Delivery programs deliver exceptional value while supporting sustainable growth for MARS/GenInvo.

The role is also expected to identify opportunities to expand client partnerships, broaden service offerings, and contribute to the sustainable growth of the  Service Delivery business.

Education Requirements

Bachelor's degree in Life Sciences, Healthcare, Business, Technology, or related discipline.

Technical Skills Requirements

·       Strategic leadership of large-scale service delivery organizations and client portfolios

·       Delivery operating model design and organizational optimization

·       Multi-client portfolio governance and executive client management

·       Financial leadership including P&L management, forecasting, utilization, and profitability

·       Workforce strategy, organizational capacity planning, and succession planning

·       Service delivery transformation and operational excellence

·       Enterprise quality management and delivery governance

·       Executive stakeholder management and business partnership development

·       Performance analytics, KPI strategy, and executive dashboard development

·       Continuous improvement, automation, and AI-enabled service delivery

·       Vendor and partner management across global delivery teams

·       Microsoft Office Suite (Excel, PowerPoint, Word), Power BI, enterprise reporting platforms, resource management systems, CRM platforms, Teams, SharePoint, and operational analytics tools

·       Strong understanding of cloud-based collaboration platforms, AI-enabled operations, and enterprise delivery ecosystems

Experience requirements

• 12–20+ years pharmaceutical, CRO, healthcare, consulting, or related experience
• Experience leading large client-facing programs or operational organizations
• Demonstrated leadership of managers and large teams
• Strong financial and operational management experience

Desirable requirements

• Experience managing global FSP / Service Delivery programs
• Experience working with large pharmaceutical sponsors
• Experience leading multi-functional service organizations
• MBA or advanced degree desirable

Responsibilities

The Service Delivery Director is expected to:

• Maintain strong strategic client relationships
• Achieve portfolio growth objectives
• Improve workforce retention and engagement
• Improve utilization and financial performance
• Strengthening leadership capability
• Expand client partnerships
• Improve scalability and operational effectiveness

Strategic Client Partnership & Governance

• Build relationships with client leadership
• Lead executive governance discussions
• Conduct business reviews
• Support workforce planning discussions
• Act as senior escalation point
• Develop strategic relationships that broaden service offerings, increase portfolio penetration, and strengthen long-term client partnerships.
• Identify opportunities for growth and expansion

Portfolio Leadership & Delivery Excellence

• Oversee performance of assigned  Service Delivery programs
• Establish operational priorities
• Ensure delivery consistency and quality
• Monitor portfolio health and client satisfaction
• Drive operational improvement initiatives

Workforce Strategy & Talent Leadership

• Develop workforce and capacity plans
• Support succession planning
• Drive retention initiatives
• Build leadership capability
• Develop career pathways for Service Delivery staff and managers

Financial & Business Performance

• Monitor revenue, utilization, and profitability
• Support forecasting and business planning
• Monitor attrition and vacancy trends
• Improve operational efficiency
• Support achievement of financial objectives

Growth & Organizational Development

• Partner with Strategic Account Leads on account growth
• Champion account development strategies that drive incremental revenue, cross-functional service expansion, and long-term portfolio growth.
• Support proposal and expansion activities
• Mentor Service Delivery Managers
• Establish best practices and governance standards
• Strengthen organizational capability

Relationship & Interactions

• Clients view you as a trusted strategic partner.
• Programs consistently exceed client expectations.
• Workforce plans anticipate future client needs.
• Growth opportunities are identified proactively.
• Service Delivery Managers seek your mentorship and guidance.
• Governance discussions focus on strategy and growth.
• Leadership relies on your insights to scale the business.

Reporting to

Head Solutions/Product Development and Delivery

Job Title

Service Delivery Manager

Functional Area

The Service Delivery Manager is responsible for successful delivery and management of assigned Functional Service Provider and / or staffing service engagements (Service Delivery) across one or more clients.

This role serves as the primary operational leader for assigned programs and is accountable for client satisfaction, workforce planning, staffing, employee engagement, delivery performance, and ongoing program governance.

The Service Delivery Manager partners with clients, recruiters, Strategic Account Leads, and internal functional leaders to ensure the right talent is deployed at the right time while maintaining high levels of quality, utilization, retention, and customer satisfaction.

The role is also expected to identify opportunities to expand client partnerships, broaden service offerings, and contribute to the sustainable growth of the Service Delivery business.

Education Requirements

Bachelor's degree in Life Sciences, Healthcare, Business, Technology, or related discipline

Technical Skills Requirements

·       Operational service delivery management across multiple projects and client engagements

·       Resource planning, workforce management, and capacity optimization

·       Client relationship management and operational governance

·       Service level agreement (SLA) and KPI management

·       Quality management and continuous process improvement

·       Delivery performance monitoring and operational reporting

·       Financial management including utilization, revenue, and margin awareness

·       Talent development, coaching, and performance management

·       Risk identification, issue resolution, and escalation management

·       Process standardization and operational excellence methodologies

·       Cross-functional collaboration across sales, delivery, HR, finance, and technology teams

·       Microsoft Office Suite (Excel, PowerPoint, Word), Power BI, Microsoft Project/Smartsheet, Teams, SharePoint, CRM, and resource management platforms

·       Ability to leverage AI-enabled workforce planning, reporting, and operational management tools

Experience requirements

• 7–12 years pharmaceutical, CRO, healthcare, or related experience
• Experience managing client-facing programs or personnel
• Strong communication and leadership skills
• Experience supporting workforce planning and staffing activities

Desirable requirements

• Experience managing Service Delivery programs
• Experience within one or more clinical development functions (i.e. clinical operations, study management, Data management, programming, biostatistics, medical writing, etc)
• Experience leading client governance discussions
• Experience managing distributed or global teams

Responsibilities

The Service Delivery Manager is expected to:

• Maintain high client satisfaction
• Achieve staffing and deployment objectives
• Improve employee engagement and retention
• Maintain utilization targets
• Deliver operational excellence
• Support revenue growth and account expansion
•  

Client Partnership & Program Governance

• Serve as primary operational contact for assigned Service Delivery programs
• Lead governance meetings and operational reviews
• Manage client requests and escalations
• Maintain strong client relationships
• Identify opportunities to expand services, increase resource deployment, and support growth within assigned client accounts.
• Support client satisfaction and retention

Workforce Planning, Staffing & Resource Management

• Forecast staffing needs
• Coordinate hiring and onboarding activities
• Support candidate selection and deployment
• Monitor utilization, capacity, and staffing levels
• Ensure timely fulfillment of client requirements

Employee Leadership & Talent Development

• Conduct performance discussions
• Coach and mentor assigned staff
• Support employee engagement and retention
• Address performance concerns
• Facilitate career development discussions

Delivery & Operational Performance

• Monitor delivery performance and service quality
• Identify risks and staffing challenges
• Coordinate issue resolution
• Ensure compliance with program commitments
• Drive continuous improvement initiatives

Financial & Business Management

• Monitor utilization and staffing metrics
• Partner with Strategic Account Leads to identify account development opportunities and contribute to revenue growth and portfolio expansion.
• Support revenue forecasting
• Track vacancy and attrition trends

Support achievement of program financial objectives

Relationship & Interactions

• Clients view you as a trusted operational partner.
• Staffing needs are anticipated and fulfilled quickly.
• Employee engagement and retention remain high.
• Delivery issues are resolved proactively.
• Governance meetings focus on solutions and continuous improvement.
• Clients continue to expand their use of MARS/GenInvo resources.

Reporting to

Head Solutions/Product Development and Delivery

Job Title

Senior Solution Owner

Solution & Product Leader

Functional Area

The Senior Solution Owner serves as the business leader for a strategic solution, product, capability, or portfolio of offerings.

This role is responsible for identifying market opportunities, shaping innovative solutions, driving commercialization, influencing investment priorities, and ensuring offerings remain aligned with evolving customer and industry needs.

The Senior Solution Owner acts as the General Manager of assigned offerings and plays a critical role in shaping the future growth, differentiation, and market relevance of MARS/GenInvo solutions.

Education Requirements

12-20+ years pharmaceutical, CRO, consulting, technology, product or solution leadership experience

Technical Skills Requirements

·       Enterprise solution architecture and business capability design

·       Product strategy, roadmap development, and portfolio management

·       Executive presentation development, proposal support, and commercial solution design

·       Digital transformation and operating model redesign

·       AI strategy, automation, and intelligent workflow implementation

·       Complex requirements management and cross-functional solution integration

·       Technology evaluation, vendor assessment, and platform selection

·       Data strategy, analytics, KPI design, and executive dashboards

·       Agile product governance and scaled delivery methodologies

·       Systems thinking across business processes, technology, and organizational change

·       Regulatory, quality, security, and compliance considerations in solution design

·       Executive-level business case development and investment prioritization

·       Microsoft Office Suite, Jira, Azure DevOps, Miro, Visio, Power BI, and enterprise collaboration platforms

·       Strong understanding of cloud-based applications, SaaS platforms, APIs, and modern digital ecosystems

Experience requirements

• Deep domain expertise – clinical development design and delivery. 
• Experience with solution design, process improvement, technology, AI / Automation, or Solution initiatives
• Strong customer-facing and market-facing experience
• Demonstrated cross-functional leadership capability

Responsibilities

The Senior Solutions Owner is expected to:

• Drive growth of strategic offerings
• Increase adoption and market penetration
• Create new revenue opportunities
• Improve competitive differentiation
• Influence company growth strategy
• Expand market presence
• Create scalable, repeatable solutions

Solution & Solution Strategy

Responsible for defining long-term vision and direction.

• Define product and solution strategy
• Establish market positioning
• Identify growth opportunities
• Develop investment recommendations
• Build business cases
• Define future roadmap direction

Strategic Solution Development

Responsible for identifying, incubating, and scaling new offerings.

• Identify emerging customer needs
• Develop new solution concepts
• Consult / create new solutions based on client needs
• Evaluate market potential
• Guide pilot initiatives
• Support commercialization planning
• Recommend strategic investments

Responsible for leading commercialization strategy and solution development for strategic client opportunities and enterprise pursuits.

·       Partner with Strategic Account Leads to shape commercial strategy for high-value strategic opportunities.

·       Lead solution strategy for complex consulting, technology, AI, and managed service pursuits.

·       Translate executive client challenges into differentiated, integrated business solutions.

·       Lead executive solution workshops and facilitate collaborative solution design sessions.

·       Develop executive presentations, business cases, demonstrations, and strategic proposals.

·       Guide Solution Owners and SMEs in creating consistent, compelling client materials.

·       Ensure proposed solutions align with product strategy, delivery capabilities, and long-term roadmap.

·       Represent MARS/GenInvo as the senior solution authority during executive client meetings, conferences, and strategic discussions.

·       Capture emerging client needs and convert commercial insights into future products, capabilities, and investments.

Market Leadership & Competitive Intelligence

Responsible for understanding and influencing market direction.

• Monitor competitive landscape
• Identify emerging trends
• Conduct market assessments
• Develop thought leadership content
• Influence future company offerings

Customer Success & Value Realization

Responsible for ensuring offerings create measurable business value.

• Monitor customer outcomes
• Support strategic deployments
• Drive adoption strategies
• Establish reference customers
• Identify opportunities to expand customer value

Portfolio Leadership & Governance

Responsible for balancing customer needs, investments, and company objectives.

• Prioritize investments
• Guide resource allocation recommendations
• Lead governance reviews
• Align offerings with company strategy
• Influence portfolio decisions

Cross-Functional Leadership

Responsible for leading through influence.

• Lead cross-functional teams
• Coordinate commercial and delivery priorities
• Mentor Solution Owners
• Support organizational capability development
• Influence executive decision making

Relationship & Interactions

• Customers view you as an innovation partner
• New offerings are launched because of your leadership
• Strategic Account Leads involve you early in opportunities
• Solutions become recognized market differentiators
• Solution investments generate measurable value
• Leadership relies on your market insights and recommendations
• You influence the future direction of the company

Reporting to

Head Solutions/Product Development and Delivery

Job Title

Solution Owner

Solution & Product Leader

Functional Area

The Solution Owner is responsible for the growth, adoption, customer value, and evolution of assigned Solutions, solutions, capabilities, and offerings.

The Solution Owner serves as the bridge between customer needs, domain expertise, technology capabilities, and commercial opportunities. This role partners closely with clients, commercial teams, domain experts, delivery teams, and technology teams to create differentiated solutions that address meaningful business challenges and deliver measurable customer outcomes.

The Solution Owner acts as the voice of the customer and business, ensuring offerings remain relevant, valuable, scalable, and aligned with the strategic growth objectives of MARS/GenInvo.

Education Requirements

7-12 years pharmaceutical, CRO, consulting, technology, or related experience

Technical Skills Requirements

Customer & Market Understanding

Responsible for understanding customer needs, industry trends, and emerging opportunities.

• Conduct customer discovery activities
• Participate in client workshops
• Gather customer feedback and requirements
• Understand customer workflows and challenges
• Identify unmet market needs
• Monitor industry trends and emerging technologies
• Maintain awareness of competitive offerings

Solution Innovation & Co-Creation

Responsible for partnering with clients and internal teams to design and evolve solutions that solve meaningful business problems.

• Participate in solution discovery workshops
• Support co-creation initiatives with clients
• Translate customer challenges into scalable offerings
• Identify opportunities to combine Solutions, services, consulting, and AI capabilities
• Evaluate solution viability and market potential
• Contribute to creation of new offerings and business models

Solution & Roadmap Ownership

Responsible for defining, prioritizing, and managing Solution evolution.

• Maintain roadmap and enhancement priorities
• Define business requirements
• Prioritize backlog items and enhancement requests
• Coordinate releases and improvements
• Support validation and user acceptance activities
• Balance customer needs with business objectives
• Business process analysis and solution design
• Product lifecycle management and feature prioritization
• Requirements gathering and functional specification development
• Digital transformation and workflow optimization
• AI-enabled solution identification and process automation
• User story development and backlog management
• Agile project delivery methodologies (Scrum/Kanban)
• System integration concepts and API-enabled ecosystems
• Data analysis, reporting, and dashboard interpretation
• User experience (UX) and customer journey design principles
• Software development lifecycle (SDLC) knowledge
• Microsoft Office Suite, Jira, Azure DevOps, Miro, Visio, and project collaboration tools
• Ability to rapidly learn and evaluate emerging technologies and AI platforms

Experience requirements

• Deep domain expertise – clinical development design and delivery. 
• Strong customer-facing skills
• Experience with solution design, process improvement, technology, AI / Automation, or Solution initiatives
• Strong communication and prioritization capabilities

Responsibilities

The Solutions Owner is expected to:

• Increase adoption and utilization
• Improve customer satisfaction
• Delivering meaningful enhancements and innovations
• Support commercialization efforts
• Improve customer outcomes
• Contribute to company growth
• Help transform customer needs into scalable offerings

Solution Adoption & Customer Success

Responsible for ensuring customers achieve measurable value.

• Monitor adoption and utilization
• Support onboarding and implementation activities
• Identify barriers to adoption
• Gather customer feedback
• Partner with delivery teams to improve outcomes
• Drive continuous improvement efforts

Responsible for supporting commercialization and business growth by providing solution expertise throughout the client engagement and opportunity lifecycle.

·       Partner with Account Leads and Strategic Account Leads to understand client challenges, strategic priorities, and business objectives.

·       Translate client requirements into differentiated solution approaches that combine consulting, technology, AI, and service capabilities.

·       Lead or participate in solution discovery workshops with clients and internal SMEs.

·       Develop solution concepts, workflows, use cases, demonstrations, and value propositions for client meetings.

·       Create and continuously enhance presentation materials, demonstrations, proposals, and supporting collateral.

·       Participate as the solution expert during client meetings, workshops, demonstrations, and proposal discussions.

·       Support development of implementation approaches, assumptions, scope, and effort estimates.

·       Capture client feedback throughout the pursuit process and incorporate insights into future solution enhancements.

Cross-Functional Leadership

Responsible for influencing stakeholders without direct authority.

• Partner with technology teams
• Partner with delivery teams
• Engage domain experts
• Coordinate stakeholder alignment
• Support leadership discussions

Drive consensus around priorities

Relationship & Interactions

• Customers view you as a trusted Solution and solution expert
• Customer ideas become scalable offerings
• Solution adoption continues to grow
• Solutions solve meaningful business problems
• Sales and account teams actively seek your involvement
• Enhancements create measurable customer value

Reporting to

Head Solutions/Product Development and Delivery

Job Title

Account Lead

Functional Area

The Account Lead is responsible for leading commercial opportunities from initial engagement through contract execution by coordinating internal experts, developing integrated client solutions, managing opportunity pursuits, and expanding strategic customer relationships. The role serves as the primary commercial integrator across business development, solution development, delivery, and executive leadership to maximize win probability and long-term client growth.

Education Requirements

Bachelor's degree in Life Sciences, Healthcare, Business, Technology, or related discipline, or equivalent professional experience.

Technical Skills Requirements

·       Strategic account planning and account growth management

·       Client relationship development and executive stakeholder engagement

·       Consultative selling and solution-based business development

·       Opportunity identification, qualification, and pipeline management

·       Proposal development, pricing, and commercial negotiations

·       Cross-functional solution development with delivery and product teams

·       Contract management and Statement of Work (SOW) development

·       Customer success, satisfaction, and account retention strategies

·       Market intelligence and competitive analysis

·       Sales forecasting, CRM management, and performance reporting

·       Financial acumen including revenue forecasting and profitability awareness

·       Microsoft Office Suite (Excel, PowerPoint, Word), CRM platforms (Salesforce, HubSpot, or equivalent), Microsoft Teams, SharePoint, and proposal management tools

·       Ability to leverage AI-enabled sales, CRM, and customer engagement platforms

Experience requirements

• 5-10 years of experience within pharmaceutical, biotechnology, CRO, clinical technology, consulting, healthcare, or related industries.
• Demonstrated experience working directly with clients, customers, or external stakeholders.
• Strong understanding of clinical development, healthcare, technology-enabled services, consulting solutions, or related business environments.
• Experience in business development, account management, client services, project delivery, consulting engagements, or commercial activities.
• Strong communication, relationship-building, and presentation skills.

Desirable requirements

• Experience within pharmaceutical R&D, clinical development, clinical operations, data management, biometrics, medical writing, pharmacovigilance, or clinical technology functions.
• Experience supporting proposal development, solution design, or commercial pursuits.
• Understanding FSP, consulting, managed services, or technology-enabled service delivery models.
• Experience working within matrixed organizations and cross-functional teams.
• Exposure to CRM tools, account planning, or pipeline management processes.

Responsibilities

The Account Lead is expected to:

• Generate qualified business opportunities
• Expand client relationships
• Lead Commercial Solution Development activities
• Increase account revenue
• Client satisfaction
• Support retention and renewal efforts
• Expand awareness of MARS/GenInvo capabilities
• Strengthen market presence

Business Development & Market Development

Responsible for identifying, developing, and cultivating new business opportunities.  Accountable for defined business development, pipeline generation, account growth, and revenue objectives / targets established through annual goals

• Identify prospective clients and market opportunities
• Build and maintain professional networks
• Conduct outreach and relationship-building activities
• Participate in conferences, industry meetings, and networking events
• Support lead generation and opportunity qualification
• Schedule and support introductory meetings
• Partner with leadership on opportunity pursuit strategies
• Contribute to pipeline creation and growth

Opportunity Leadership & Commercial Solution Development

·       Lead end-to-end opportunity strategy from qualification through client decision.

·       Translate client business challenges into integrated commercial solutions.

·       Coordinate cross-functional pursuit teams including Solution Owners, SMEs, delivery leaders, finance, marketing, technology, and executive leadership.

·       Facilitate solution design workshops to align proposed capabilities with client priorities.

·       Drive development of compelling executive presentations, proposals, value propositions, business cases, and demonstration materials.

·       Ensure all pursuit materials present a consistent, differentiated story and commercial strategy.

·       Coordinate internal review cycles to ensure quality, alignment, and timely delivery of client materials.

·       Lead pursuit planning meetings and maintain pursuit action plans, responsibilities, milestones, and deadlines.

·       Identify competitive positioning, differentiators, risks, and win strategies for each opportunity.

·       Drive proposal refinement based on client feedback throughout the sales cycle.

·       Coordinate client follow-up activities after meetings, workshops, and proposal submissions.

·       Maintain overall ownership of pursuit momentum until commercial decision.

Account Growth & Relationship Management

Responsible for expanding existing client relationships and increasing client value.

• Develop trusted relationships across assigned accounts
• Understand client objectives and business priorities
• Identify opportunities to expand products and services
• Support proposal development and opportunity pursuit
• Maintain account growth plans and stakeholder maps

Client Success & Value Realization

Responsible for helping ensure clients achieve value from MARS/GenInvo solutions.

• Monitor account health and client satisfaction
• Maintain awareness of active engagements
• Facilitate resolution of delivery challenges
• Ensure client expectations remain aligned with delivery performance
• Identify risks and escalate to resolution

Relationship & Interactions

• Clients trust your recommendations
• New opportunities are regularly identified
• Prospects become active relationships
• Clients expand use of products and services
• Internal teams view you as a connector and collaborator
• You actively contribute to company growth

Reporting to

Chief Growth Officer

Job Title

Strategic Account Lead

Functional Area

The Strategic Account Lead is responsible for leading complex strategic pursuits, shaping enterprise-level client solutions, coordinating executive stakeholders across MARS/GenInvo, and driving transformational opportunities from initial strategy through commercial close. The role ensures the right combination of consulting, technology, products, services, and subject matter expertise are brought together to solve client problems and accelerate company growth.

The Strategic Account Lead serves as a Strategic Growth Leader who expands MARS/GenInvo's market presence through new and existing clients, develops executive partnerships, and creates opportunities that drive sustained company growth.

Education Requirements

Bachelor's degree in Life Sciences, Healthcare, Business, Technology, or related discipline; advanced degree preferred.

Technical Skills Requirements

·       Enterprise account strategy and executive relationship management

·       Multi-year account growth planning and portfolio expansion

·       Executive consultative selling and strategic opportunity development

·       Complex solution development across consulting, technology, and services

·       Commercial strategy, pricing, contract negotiation, and business case development

·       Client governance, executive business reviews, and strategic planning

·       Cross-functional leadership across sales, delivery, product, and operations

·       Financial management including revenue forecasting, profitability, and account investment planning

·       Market analysis, industry trends, and strategic partnership development

·       Strategic account performance measurement and executive reporting

·       Organizational change and executive influence within client organizations

·       Microsoft Office Suite (Excel, PowerPoint, Word), Salesforce or equivalent CRM, Power BI, Teams, SharePoint, proposal management platforms, and customer analytics tools

·       Ability to utilize AI-enabled CRM, account intelligence, and sales analytics platforms to drive account growth

Experience requirements

• 10-15+ years of experience within pharmaceutical, biotechnology, CRO, clinical technology, consulting, healthcare, or related industries.
• Demonstrated success developing executive-level relationships and influencing senior stakeholders.
• Proven track record supporting business growth, client expansion, strategic partnerships, or commercial success.
• Deep understanding of clinical development, healthcare services, technology-enabled solutions, consulting, or related business environments.
• Strong presentation, negotiation, communication, and relationship management skills.

Desirable requirements

• Experience working with pharmaceutical, biotechnology, or CRO leadership teams.
• Experience selling or supporting products, services, consulting solutions, FSP models, managed services, or technology platforms.
• Experience leading strategic account planning activities.
• Experience developing new business opportunities and expanding existing client relationships.
• Experience participating in industry conferences, networking events, and thought leadership initiatives.
• Advanced degree (MBA, MS, MPH, PharmD, PhD) desirable but not required.

Responsibilities

The Account Lead is expected to:

·       Acquire new strategic clients

• Expand strategic account revenue
• Build executive sponsorship
• Create enterprise opportunities
• Establish long-term partnerships
• Expand market influence
• Contribute to company growth strategy

Strategic Business Development

Responsible for creating and developing strategic growth opportunities.

Accountable for defined strategic business development, strategic account growth, new client acquisition, pipeline creation, and revenue objectives established through annual goals.

• Develop relationships and business development opportunities with prospective clients
• Expand executive network across target organizations
• Identify emerging market opportunities
• Create opportunities before formal procurement processes begin
• Lead strategic client pursuit activities
• Participate in industry forums and leadership events
• Support partnership development initiatives

Opportunity Leadership & Commercial Solution Development

·       Lead end-to-end opportunity strategy from qualification through client decision.

·       Translate client business challenges into integrated commercial solutions.

·       Coordinate cross-functional pursuit teams including Solution Owners, SMEs, delivery leaders, finance, marketing, technology, and executive leadership.

·       Facilitate solution design workshops to align proposed capabilities with client priorities.

·       Drive development of compelling executive presentations, proposals, value propositions, business cases, and demonstration materials.

·       Ensure all pursuit materials present a consistent, differentiated story and commercial strategy.

·       Coordinate internal review cycles to ensure quality, alignment, and timely delivery of client materials.

·       Lead pursuit planning meetings and maintain pursuit action plans, responsibilities, milestones, and deadlines.

·       Identify competitive positioning, differentiators, risks, and win strategies for each opportunity.

·       Drive proposal refinement based on client feedback throughout the sales cycle.

Coordinate client follow-up activities after meetings, workshops, and proposal submissions

Strategic Account Leadership

• Develop and execute strategic account plans
• Build executive-level relationships
• Establish trusted advisor status
• Expand relationships across functions and business units
• Create multi-year growth strategies

Strategic Client Success & Value Realization

• Maintain executive oversight of account health
• Ensure delivery performance supports relationship growth
• Sponsor resolution of critical client issues
• Lead value realization discussions
• Drive long-term partnership success

Market Leadership & Thought Leadership

• Represent MARS/GenInvo in industry forums
• Share market insights internally
• Establish thought leadership presence
• Identify emerging industry trends
• Support strategic positioning efforts
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Relationship & Interactions

• Clients seek your advice before decisions are made
• Opportunities are created before RFPs exist
• Executive sponsors advocate for MARS/GenInvo
• New strategic accounts are acquired
• Multiple products and services are adopted
• You influence company growth strategy
• You are viewed as a market leader by clients and colleagues

Reporting to

Chief Growth Officer