Point B is a consulting firm that is trusted by the world’s leading organizations and specializes in business transformation and technology services. We are committed to making an impact for our customers and leveraging technology to unlock human potential. We help accelerate our customers' progress toward meaningful outcomes by bringing together cross-industry expertise, proven process, and transformative technology to activate shared potential.
Our diverse set of experts spans 13 U.S. locations, with international reach via our partnership with Nextcontinent. We're united by our desire to help our customers succeed, wherever they do business.
Point B has been consistently recognized as one of the best places to work by Fortune® magazine, The Wall Street Journal, Consulting® magazine, BuiltIn, Vault.com®, and many others.
The Customer Director (CD) is responsible for working closely with the Growth Leadership team to drive Point B’s success across their portfolio of strategic customers. The CD is responsible for growing and managing revenue and profitability for a customer by partnering with a cross-functional team of across the sales and delivery lifecycles.
The CD will bring leading edge client, strategic, commercial and operational skill sets to a critical customer. The CD is a proven leader in the industry of their customer, brings C-suite relationships and cutting-edge industry depth and is an advisor to senior leaders about trends, challenges, and business opportunities. The CD internalizes, upholds and models our leadership and culture tenets in all interactions internally and externally. The CD will have likely contributed to a large client relationship across business consulting service lines, selling to C-suite buyers and growing a significant business to the scale of $5m+ annual revenue.
WHAT YOU’LL GET TO DO:
Partners with Growth Leadership and enablement teams to develop account growth plans across their portfolio
Grows revenue and profitability of the assigned customers within a portfolio across diversified revenue streams of Point B’s offerings
Understands customers’ strategic roadmap and long-term vision and supports sales efforts to appropriately match business needs
Shares the customers most strategic challenges and opportunities with key Growth partners and enablement functions to develop pursuit plans that position Point B to sell and deliver high-value, outcomes based work for our customers
Maintains deep industry perspective and eminence in the market and utilizes that perspective to drive customer’s thinking and strategies
Informs offering development strategy based on known and observed customer needs within Industry
Actively engages in community and industry organizations relevant to the customer
Responsible for Life Sciences Customer Growth (existing and new customers), including solutions sales, profitability, and customer relationship management
Provides industry subject matter expertise to customers
Acts as a peer to C-suite executives
Serves as a member of the Life Sciences and Health & Life Sciences Leadership team
Ultimately accountable for meeting revenue and solution growth targets across portfolio of accounts
Builds and nurtures employees on the Point B Team in line with our Point B values
Serves as escalation point for customers and Delivery Excellence Leaders on their account
Delivers advisory-level subject matter expertise, as needed
Coaches, develops and supports Delivery Excellence Leaders and others, engages in Point B people processes, including performance management, compensation decisions, promotions, etc.
Actively engages in Point B’s Diversity, Equity and Inclusion (DEI) efforts
WHAT WE OFFER:
The ability to chart your career path based on your expertise and passions
An environment that encourages you to identify new opportunities and supports you in reaching your goals
The opportunity to build and be part of a fun and collaborative culture with teams that are as passionate about their communities as they are about their clients
A comprehensive, flexible Total Rewards program that supports and recognizes each’s unique needs and contributions to the firm
WHAT WE EXPECT YOU’VE ALREADY DONE:
B.A. or B.S. degree required. MBA encouraged
15+ years of experience in a senior consulting and Client leadership role
Minimum of 15 years in relevant industry
Deep knowledge of a customer or industry segment proven strong networking ability
Existing relationship and ability to build new relationships with the strategic customers/targets, with a focus on C-level and SVP relationships at the client
Proven track record in business development $10-20m+ revenue per year
Proven ability to design and sell outcome-based engagements, including the development of pricing models of deals $1m+
Business management experience, including growing and managing a large customer with profit/loss responsibility, and strategic planning at the customer and/or portfolio level
Provided expertise and strategic insight to solving complex business problems, transformational initiatives and executive leadership
Worked as an effective leader across multiple industries and business areas
Experience developing others
Strong business community relationships specific to a Point B, Inc strategic customer/target
Demonstrated experience growing customer business in within the range of professional services
Point B offers Solid working knowledge of strategic, budgeting and sales planning
Demonstrates strong ability in deal shaping and negotiation, including complex procurement cycles
JOB SPECIFIC REQUIREMENTS:
Big Pharma and/or mid-market BioTech/BioPharma focus
Profit/loss responsibility for a book of business in segment
Track record of growing sustainable business within segment (growing wallet share and diversifying at existing customers and new client development)
Experience selling large-scale solutions and outcomes based offerings in the industry
Has served as an executive peer and thought partner to C-suite executives in segment, in advisory capacity
Strong, active executive network in segment
Ability to travel 80% of time
Ability to work from home
Ability to work non-standard work hours as necessary
THE KIND OF PEOPLE WE LOOK FOR:
Innate problem solvers who want to grow in a flexible, collaborative culture
Those who have a growth mindset regarding training, practice, and evolving their skills
Versatile people who thrive on variety and challenge
Successful in ambiguous environments
Desire to and ability to learn
Passion for Point B’s Mission, Vision, Values & Culture
Gets it done brand and attitude
COMPENSATION AND BENEFITS:
The estimated base salary range for this role is $208,000 - $286,000 USD per year with a target incentive of 45% of base salary with significant upside potential. This salary range is provided as required by local and state law as applicable. Individual salaries vary on a number of factors including but not limited to geography, skills, education, experience and unique qualifications where applicable.
Bonuses are awarded at Point B’s discretion and are based upon individual contributions and overall firm performance.
INTRIGUED TO LEARN MORE?
When you apply for this role, your information will be personally reviewed by our talent acquisition team (not by a robot). You can expect to hear back from us with feedback if we think there could be a fit and what next steps look like.
WHAT MAKES POINT B DIFFERENT?
Our Founding Purpose and Values. Because our teams help organizations solve their greatest challenges, we've created an inclusive culture that attracts and retains the world’s best talent. Be part of a collaborative culture where we build lasting relationships with each other, our customers, and our communities.
Benefits – Point B rewards high performance with a total rewards approach that includes competitive base pay, benefits, and short-and long-term incentives — as well as flexibility, leadership development opportunities, and a culture designed to help our diverse team of individuals flourish.
Employee Ownership – We give employees a voice in directing their careers and the growth of our firm. Our Employee Stock Ownership Plan is a non-contributory retirement vehicle that grows over time from annual allocations (based on individual compensation) and the value of our company.
Award winning – We are proud to be named a Best Workplace in the US by Fortune magazine, Best Workplaces for Millennials, and Best Workplaces for Women in addition to other awards regarding our workplace inclusivity.
Point B is an equal-opportunity employer committed to a diverse workforce. We provide equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws. You can read more about our commitment to diversity on our website.
Point B is committed to providing equal opportunities for persons with disabilities or religious observances, which includes providing reasonable accommodation for in any individuals with disabilities or for religious purposes. Applicants with disabilities may contact our Accommodations team at [email protected] or 206-517-5000 to request and arrange for accommodations through the application and/or recruiting process. If you need assistance to accommodate a disability or religious observance, you may request an accommodation at any time. Please note: This mailbox is only for accommodation requests or questions. Please use the Contact Us form for any recruiting inquires.
Legal Information for Job Seekers can be accessed on our Careers Website.
Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.
What We Do
Point B is a global consulting firm. We solve the world’s most complex business challenges through leading industry expertise and capabilities. Our groundbreaking solutions are steeped in technology and help organizations realize their vision during times of dramatic change. Taking a people-centered approach, we give our customers a clear path to an inclusive and sustainable future. The firm’s diverse set of industry, capability and technology experts can be found across the United States, with international reach via our partnership with Nextcontinent.
Why Work With Us
Point B is a place of growth. We’re a multifaceted, award-winning firm made up of people who want to make an impact on the world. We’re dedicated to flexibility—offering a hybrid workplace and a variety of opportunities to develop your skillsets and grow your career by following your passions.
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