Responsibilities

This is a full-time role with Project Farma, a PerkinElmer company. Candidates' MUST be local to the Raleigh-Durham area.

The Vice President of Client Solutions (VP, CS) is a senior executive responsible for strategic growth, relationship management of internal and external stake

The Vice President, Client Solutions (VP, CS) is a senior executive responsible for driving strategic growth, developing new business opportunities, and strengthening client relationships across Project Farma’s life sciences consulting portfolio in the Southeast region. This role is pivotal in ensuring the firm is positioned as a trusted advisor and supplier across client organizations.

The VP, Client Solutions operates as a consultative seller with deep technical credibility in life sciences engineering and operations. The VP, Client Solutions drives revenue growth, fosters deep client relationships, and builds our sales pipeline, through uncovering potential leads, nurturing those leads and closing qualified opportunities. The VP, Client Solutions, brings deep credibility, extensive networks, and influence within the accounts they serve. They will work closely with Client Engagement (key account management), regional leaders, Principal Consultants, and delivery teams to build trust, align services with client needs, and surface new opportunities to position Project Farma as a trusted advisor within pharmaceutical, biotech, and advanced therapy organizations. They report to the SVP, Commercial Excellence and are a key contributor to the firm’s overall commercial strategy and revenue targets.

Key Responsibilities

Strategic Account Leadership

• Own and lead all client development activities within the Southeast Region, including prospect identification, qualification, and early-stage engagement.
• Reactivate dormant client accounts through strategic outreach, relationship rebuilding, and identification of new entry points within previously served organizations.
• Lead or support proposal development, including scope definition, pricing strategy, team selection, and presentation preparation.
• Coordinate cross-functional pursuit teams—drawing on Practice Vice Presidents, Principal Consultants, and regional delivery leaders—to develop technically sound and commercially competitive proposals.
• Lead client presentations, bid defenses, and scope negotiations with executive presence and professionalism.
• Develop and maintain a library of case studies, capability statements, and pursuit collateral in collaboration with Marketing and Practice leadership.

Consultative Selling & Technical Credibility

• Employ a consultative selling approach grounded in deep understanding of client operations, regulatory environments, and technical challenges across the life sciences value chain
• Maintain strong working knowledge of all PF practice areas and service offerings to credibly diagnose client needs, scope engagements, and articulate differentiated value
• Lead discovery conversations with client stakeholders at all levels—from site-level technical leaders to C-suite executives—to uncover root-cause challenges and frame solutions
• Translate complex technical and operational requirements into compelling proposals and value propositions that differentiate PF from competitors
• Stay current on industry trends, regulatory developments, and emerging client challenges to inform pursuit strategy and market positioning

Revenue Growth & Pipeline Conversion

• Drive new logo acquisition by identifying, qualifying, and converting prospects in target sectors including pharma, biotech, cell and gene therapy, and advanced manufacturing
• Set and achieve annual bookings and revenue targets as established by the SVP, Commercial Excellence.
• Maintain a robust pipeline of qualified opportunities that support forecast accuracy and revenue commitments.
• Conduct rigorous win/loss analysis on completed pursuits and apply lessons learned to continuously improve conversion rates.

Collaboration & Intelligence Sharing

• Partner closely with VP, Client Engagement team to ensure smooth transition of new accounts into long-term relationship management.
• Collaborate with Regional Vice Presidents and Practice Vice Presidents to align pursuit strategies with delivery capacity and regional priorities.
• Coordinate with Marketing on campaign execution, event planning, and demand generation initiatives.
• Share market insights and emerging client needs with internal teams to inform service development and strategic positioning.
• Mentor and coach business development team members on consultative selling techniques, pursuit strategy, and client engagement.
• Support the development and refinement of PF’s commercial playbooks, pursuit frameworks, and sales enablement tools.

Market Presence & Thought Leadership

• Represent Project Farma at industry conferences, trade shows, and professional associations (e.g., ISPE, PDA, INTERPHEX), and networking forums to generate leads and elevate brand visibility.
• Contribute to thought leadership initiatives including webinars, panel discussions, white papers, and social media engagement to position PF as a market leader.
• Monitor competitive landscape, market trends, and emerging opportunities within life sciences consulting, capital project delivery, and technical operations.
• Leverage digital selling platforms (e.g., LinkedIn, industry databased, intent data) to supplement traditional relationship-based prospecting.

Internal Governance & Commercial Operations

• Maintain accurate, real-time pipeline data within Salesforce CRM, including opportunity stage, probability, expected close date, and projected value.
• Execute disciplined sales reporting, forecasting, and pipeline reviews as required by the SVP, Commercial Excellence.
• Ensure sales presentations, pitch decks, and pursuit materials are current and aligned with PF’s brand and messaging standards.
• Participate in weekly business development meetings and contribute to commercial planning cadences.

Experience Required

• Education: Bachelor’s Degree in Life Science, Engineering, or related discipline (OR a combination of equivalent experience in CQV engineering, cGMP facility start-up, project management and/or comparable military experience).
• Industry Expertise: 20+ years in life sciences, biotech, or technical consulting with a strong understanding of regulatory environments, R&D, manufacturing, and commercialization.
• Client Leadership: Proven track record of managing $10M+ accounts with complex stakeholder ecosystems. Minimum 7 years of progressive business development, sales leadership, or client-facing commercial experience within consulting or professional services.
• Strategic Thinking: Ability to synthesize market trends, client needs, and internal capabilities into actionable strategies.
• Commercial Acumen: Deep experience in consultative selling, contract negotiation, and value-based pricing.
• Operational Excellence: Familiarity with delivery models, project governance, and performance metrics in a professional services context.
• Technology Proficiency: Experience with CRM/PSA platforms, data visualization tools, and collaboration platforms. Preferred experience with Salesforce and/or Kantata.
• Communication: Exceptional communication, negotiation, and executive presentation skills.
• Travel: Willingness to travel up to 50–75% or as required.

Other Preferred

• Advanced degree (MBA, MS, or PhD) in engineering, life sciences, or business.
• Prior consulting or project delivery experience within life sciences environments.
• Established professional network within pharmaceutical, biotech, or cell and gene therapy organizations.
• Experience with value-based or solution selling methodologies.
• Active participation in industry organizations such as ISPE, PDA, or RAPS.

PerkinElmer/Project Farma is committed to creating a diverse environment and is proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability status, age, or veteran status or any other characteristics protected by applicable law. PerkinElmer/Project Farma is committed to a culturally diverse workforce.

Applicants must be authorized to work in the United States on a full-time basis. We will not sponsor applicants for current or future work visas for this position. This position may require significant travel to support project and business needs. We cannot employ anyone with an invalid driver's license.

The annual compensation range for this full-time position is $180,000 - 240,000. The final base pay offered to the successful candidate will be determined by factors including internal equity, work location, as well as individual qualifications, such as job-related skills, experience, and relevant education or training.