Senior Client Partner Strategic Accounts

Overview

Lightship is a clinical trials service provider leading in increasing access and choice in taking part in research to improve equity for all. We design and conduct studies in partnership with biopharmaceutical companies to accelerate bringing new therapies to market. Our approach is to engage people where they are and support them across their journey in a clinical trial, from first contact to study completion. We work to make it easy, convenient, and safe for people to take part by offering visits in clinic, at home, using our mobile research units, and digital health tools. By transforming the way, we conduct clinical research, we can decrease study timelines and reduce dropouts to accelerate development of better therapies.

The Senior Client Partner, Strategic Accounts contributes to Lightship’s ongoing growth by supporting the design and implementation of solutions that increase patient access and choice in clinical trials. This individual is highly motivated and has an extensive understanding of clinical research from the perspective of clients, partners, and Lightship clinical teams. Additionally, the Senior Client Partner, Strategic Accounts is well-versed in technologies and systems used in clinical research. This individual leads the development of Lightship design concepts, study assessments, pricing development, and continued client engagement once a program or study has launched to ensure, measure, and manage project success.  The individual, as required by the business, leads strategic client accounts and relationships to identify, develop and grow business with pharmaceutical and biotech companies.

Given Lightship’s distributed model and the remote nature of this position, the Senior Client Partner, Strategic Accounts must possess a willingness and desire to work independently without significant oversight. Lightship expects each individual to anchor their availability in the standard operating hours for their geographic location, however, true to our values of inclusion and flexibility, this role, along with all others at Lightship, may be asked to flex work hours to accommodate US West Coast, US East Coast, and UK-based time zones, based on business and/or patient needs. In practice, this may translate to days that have a slightly earlier start or evenings that have a slightly later end. Culturally, we aim to balance the ability to operate across time zones with respect for each individual's daily life.  Additionally, this position will require significant travel for client visits and key meetings.

Senior Client Partner, Strategic Accounts is responsible for:

• Driving strategic client relationships from both a business and delivery perspective. Forging new relationships and developing existing relationships with Pharmaceutical, Biotechnology and CROs
• Leading efforts to design, assess, price, and contract Lightship projects, while working cross-functionally with internal teams and externally with sponsors, partners, and vendors, ensuring seamless communication and collaboration among all parties
• Carrying out market research and analysis to inform design concepts at program and study levels
• Developing, leading, and improving client interactions, engagement, and presentations
• Leading consultations with client study teams to result in contracted Lightship projects which meet client expectations and operational commitment on deliverables
• Build and maintain a business development funnel of opportunities through a solid understanding of strategy, industry and competitive landscape.
• Supporting efforts to complete program assessments and capability building programs with clients
• Continuously developing and evaluating opportunities to improve, enhance, or expand Lightship services, offerings, and client engagement
• Engaging clients once a study has launched to ensure customer success, identify opportunities for process improvement, contract amendments, and communicate feedback effectively to internal stakeholders
• Partnering with clinical operations to ensure that design of each program or study opportunity includes development of study-level metrics, clinical trial processes, guidelines, and requirements which can be followed throughout the trial lifecycle
• Partnering with proposals and budget team to develop proposal responses and budgets
• Lead and/or participate in bid defense meetings with clients
• Supporting Lightship’s various business units in assessing potential success factors and risks, including risk management plans for proposed trials
• Assisting in development of clinical budget, expense review strategies, and other tools/processes for commercial team
• Participating in development and review of Lightship’s Standard Operating Procedures (SOPs), guidelines, and training materials; assessing training program needs for various Lightship trials
• Other duties as assigned

Senior Client Partner, Strategic Accounts has:

• Required knowledge, skills, and abilities:
  • Ability to successfully manage people and projects
  • Ability to build and lead collaborative research teams, with team members from various Lightship departments and outside organizations, including sponsors, partners, and vendors
  • Ability to adapt to a fast-paced start-up environment
  • Ability to critically review and assess protocols identifying opportunities to innovate
  • Ability to collaborate cross functionally with ease
  • Ability to influence others and drive clarity in ambiguity
  • Expertise in clinical operations and advanced knowledge of clinical research
  • Critical thinking and problem-solving abilities
  • Strong verbal and written communication skills; strong presentation skills
  • Strong negotiation skills
    
    
• Education and experience
  • 10+ years of clinical operations, project management, client relationship and alliance management experience and / or clinical research background
  • 7+ years of management experience
  • Experience in Phases I-IV of clinical trials
  • Management experience in a clinical field
  • Bachelor’s Degree, required; advanced degree in healthcare-related field or MBA, preferred
  • Requisite combination of education, training, and experience

We would like to offer you:

• An opportunity to help re-envision how clinical research is executed with inclusivity, increased diversity and accessible at the core
• The chance to work with a patient-centered, clinically-oriented, collaborative team to support in the delivery of enterprise grade virtual-first clinical research solutions at scale
• An unmatched opportunity to grow as part of an established startup with industry veterans, high-caliber investors, and a massive market opportunity
• Great compensation

Generous benefits package, including:

• Top notch healthcare (medical, dental, and vision) for you and your family.
• Unlimited Paid Time Off (PTO), plus paid holidays and bereavement to help support work life balance.
• A 100% 401(k) company match for up to 4% of eligible contributions with an immediate vesting.
• A home office stipend to set yourself up for success in our distributed working environment
• Company provided laptop, your choice of a PC or a Mac
• Monthly stipend for internet and phone expenses
• Generous paid parental leave
• Short & long-term disability
• Life insurance and More!

The base salary range for this role is dependent on education, skills, and experience.  To determine our compensation, we use a market-based approach that is geographically neutral. We believe that this demonstrates our company value of ‘believing in people’ – valuing the outputs and performance of each team member.

Please note: For the safety of our patients and each other, all positions at Lightship that require travel, in-person participation, or are patient-facing, do require vaccination against COVID-19.

Our commitment to diversity & inclusion:

Lightship is an equal opportunity employer and promotes a diverse and inclusive workplace. Lightship considers all applicants without regard to race, color, religion, creed, national origin, age, sex, marital status, ancestry, disability, veteran status, gender identity, genetic information, sexual orientation, or any other status protected by applicable law.  EEO is the Law

Lightship is an E-Verify employer. Find out more here: Right to Work Poster E-Verify Participation Poster

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