Covance Deal Architect (Corporate Development/ Strategic Deal Development) in Research Triangle Park, North Carolina

Job Overview

The Deal Architect reports to the Global Head of Strategic Deal Development and is a member of the corporate development and enterprise partnering team responsible for the creation and development of strategic partnership and growth opportunities. This position addresses all phases of the strategic deal development process, including initial lead and opportunity support, market/competitive customer intelligence, business systems intelligence, and design/architect of partnership and other strategic engagements. This position plays a critical role in facilitating communication across the Enterprise and ensures all internal customers have the support they need to structure non-traditional partnership models.

  • Works with Operations, Finance, Contracts, Legal, Account Executives, and others across multiple service lines (“Deal Team”) to develop partnership and commercial proposals both for proactive client development and client issued Request for Proposals (RFPs)

  • Integrate with deal team members to gain an understanding of the procurement, competitive landscape, firm positioning, likely procurement structure, and overall bid health

  • Responsible for drafting and developing:

  • Partnership model cost and savings estimates supported by client provided information, competitive intelligence, Covance pricing model outputs as well as data driven decision support tools, analytic techniques and strategy discussion outcomes

  • Commercial structures, including accountability and risk sharing arrangements, cost reduction constructs, including but not limited to, discount/rebate structures, efficiencies and strategies in rules of engagement, innovation and model design

  • Pricing for partnership functional service provider (FSP) RFPs considering cost of client model, competitive intelligence and margin expectations

  • Analyzes internal and external data in order to maximize new business creation while also managing to margin targets

  • Responsible for coordination of Executive Deal Reviews including training deal teams on review format and content and working to ensure proper representation of Executives by closely coordinating with Executive Administrative support.

  • Reviews client RFPs to identify specifications that impact cost and risk, identify discrepancies in RFP documents and generate questions for operational teams and clients

  • Attends and participates in proposal strategy and core team meetings for assigned engagements

  • Interact with the Proposal Team to ensure consistency between the written proposal document and the desired commercial positioning or commercial structure if one is provided

  • Empowers sales functions through effectively communicating details of an approved commercial offering and ensuring needs of clients are met in the bidding process

  • Mentors and trains new starters within the group

  • Requires limited management oversight

  • Works closely with the deal team around final negotiations with the sponsor to develop agreed solution as quickly as possible. May involve face to face negotiations

  • Initiates and supports the development of Client Service process improvements and enhancements for partnerships including costing tools and contracting templates

  • Participates in external client discussions related to partnering, commercial structures and pricing models

Education/Qualifications

Bachelors degree in a scientific, business or related field (or equivalent work experience)

MBA Preferred

Experience

Minimum Required:

  • 6+ years of direct CRO/pharma or other business-related experience preferred

  • Excellent customer service skills, attention to detail and ability to be persistent while maintaining tact

  • Demonstrated computer skills – requires excellent MS Office experience (specifically Excel, PowerPoint, Word and Outlook)

  • Demonstrated ability to plan, multi-task and prioritize

  • Demonstrated teamwork, communication (written and verbal), and organizational skills

  • Experience in a scientific or logistics environment is a plus

  • Proven ability to work independently

  • Knowledge of other software applications (i.e. SFDC) preferred

  • Ability to work to deadlines

  • Strong analytical skills

  • Ability to communicate appropriately and effectively with clients

  • Positive attitude and sense of urgency

  • Advanced Excel skills (algorithms, macros, pivot tables, etc)

Comfortability managing and analyzing large data sets through statistical techniques

Job Number 2018-18371

Job Category Client Services

Position Type Full-Time

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