Job Description

Position Summary:

The Director, Client Finance (ES) serves as the senior, strategic finance leader and partner for the Engagement Solutions service line. The Director will oversee key financial controls, lead high-performing teams, and ensure financial integrity throughout the project lifecycle from client RFP to project setup to revenue recognition, to project invoicing to backlog reporting to project closeout—while fostering strong client relationships and enabling the PMG Operational teams with key project metrics. This role reports directly to the Senior Director, AQ Client Finance, and partners closely with ES leadership, FP&A, Accounting, and Business teams.

As the service‑line finance leader, the Director is responsible for building scalable client finance operating models, establishing governance, operating cadences, decision frameworks, and executive‑level insight that enable consistent performance and profitable growth. The role operates primarily at the Director level: setting standards, ensuring accountability, and driving outcomes through a team of Client Finance Managers.

Success in this role is measured by leverage, forecast accuracy, client profitability, control integrity, and team effectiveness.

Essential functions of the job include but are not limited to:

• Finance Governance - Act as the senior finance escalation point for ES Client Finance, owning pipeline‑to‑revenue frameworks, business team finance standards, and month‑end outcomes for the service line. Client Finance Managers are responsible for day‑to‑day account execution, with the Director engaged for escalations, complex issues, and strategic decision‑making.
• Revenue Oversight & Financial Integrity - Own ES revenue governance, including forecast accuracy, revenue recognition guardrails (T&M, fixed fee/milestone), and bookings‑to‑billings‑to‑cash conversion. Monitor margin leakage, change orders, and scope controls. Partner with Accounting on close accuracy and AR on DSO reduction and cash collections. Establish and enforce revenue recognition and accounting guardrails aligned with GAAP. Provide oversight and escalation for complex or high‑risk matters; partner with Accounting to resolve issues while ensuring teams are trained and accountable for compliant day‑to‑day execution.
• Performance Management & Profitability – Monitor project budget health across the ES portfolio, identify margin improvement opportunities, and communicate risks to senior leadership. Participate in contract reviews and negotiations for MSAs, IPAs, standalone agreements, and pricing structures. Partner with FP&A and senior leaders to identify trends and recommend actions; enable Client Finance Managers to execute corrective actions through standardized tools, targets, and accountability. Present consolidated insights to senior leadership, focused on performance drivers and actions.
• Close & Reporting Governance – Own the monthly close process, controls, timelines, and review protocols for the ES service line. Ensure Client Finance Managers and analysts are accountable for timely, accurate preparation and reconciliation, with clear escalation and resolution of issues.
• Operating Model & Leadership Leverage – Build standardized dashboards, variance analysis templates, and playbooks that enable finance and engagement leaders to spend more time on decisions and less on manual work. Establish operating cadences (weekly flash, MBRs, QBRs) and clear escalation paths for risks, opportunities, resourcing, and scope changes. Provide forward‑looking views, rolling forecasts, and scenario analyses to support growth, capacity, and pricing strategies.
• Team & Stakeholder Leadership- Lead and develop a team of Client Finance Managers who own day‑to‑day financial management of the Engagement Solutions client portfolio. Deliver concise, insight‑led readouts to senior leadership covering performance vs. plan, drivers, risks, opportunities, and actions. Build leverage through people, process, and systems to scale responsibly. Build and maintain strong relationships with clients and internal teams to ensure alignment and transparency. Effectively and clearly communicate with clients, staff, operations, functional teams and leadership to ensure collaboration and clarity.

Qualifications:

Minimum Required:

• 10+ years of progressive finance experience in pharma services services/agency environments.
• 5+ years in a supervisory role
• Bachelor’s in Finance/Accounting or related; advanced degree.
• Proven success managing a team or a large client portfolio within an agency or services organization.
• Deep experience working with multiple stakeholders across FP&A, Accounting, Sales Ops, BD, and Delivery in a matrixed setting.
• Strong command of revenue mechanics (T&M, fixed‑fee/milestone), backlog, and cash conversion.
• Builder mindset: able to standardize, automate, and scale processes, dashboards, and KPIs.
• Exceptional communication—clear executive narratives, crisp variance storytelling, and actionable recommendations.
• Strategic thinker with exceptional analytical and problem-solving skills.
• Excellent communication and presentation skills for diverse audiences.
• High degree of professionalism, self-motivation, and ability to lead independently.
• Commitment to continuous improvement and operational efficiency.

#LI-REMOTE

Position Summary

The VP Business Development (BD) for Precision AQ (PAQ) Services and proprietary PAQ Products is a high-impact, revenue-driving role focused on aggressively expanding PAQ’s footprint within the life sciences sector. This position demands a proactive, results-oriented professional with exceptional business acumen and a relentless drive to win new business.

The ideal candidate thrives on identifying and pursuing high-value opportunities within small to midsize pharma & biotech, building strategic relationships with key decision-makers, and consistently opening doors to new accounts. Acting as a true sales hunter, this individual will prospect, qualify, and close new revenue streams by promoting the full suite of PAQ Agency, Consultancy/HEOR and proprietary PAQ Products through both point solution and cross selling efforts.

In addition to driving new client acquisition, the Director/VP will collaborate closely with internal subject matter experts (SMEs) to craft compelling solutions and accelerate deal progression. Success in this role requires a competitive mindset, strong negotiation skills, and the ability to convert opportunities into long-term partnerships.

This position reports to the PAQ SVP of Strategic Business Development

This position is accountable for:

• Developing and executing a strategic Territory Business Plan (codified annually) to drive new revenue and sales growth of all PAQ Agency, Consultancy/HEOR and proprietary PAQ Products in collaboration with identified SMEs and as measured by sales bookings – and directly accountable for a select group of prioritized accounts. This plan is considered the key playbook and is updated on a monthly basis to drive accountability and focus
• Collaborating with PAQ Practice Areas to identify, coordinate and advance go to market motions (what and how we sell) and expand PAQ market share within targeted accounts
• Building and maintaining relationships with clients (especially at the senior executive level), and leveraging these relationships to generate new business opportunities and drive revenue growth
• Managing client opportunities from prospecting, solution development input with emphasis on tying back to voice of the customer and SOW finalization.  Once successfully sold, transitioning the client to PAQ Service and/or Product Teams
• Promoting PAQ capabilities and solutions through coordinated lead generation activities (e.g., conferences, trade shows, webinars, etc.) individually and in conjunction with PAQ’s Marketing/Lead Generation Team
• Providing competitive intelligence to broader Sales and Marketing Teams

Essential Business Development functions of the job include but are not limited to:

• Developing and executing on annual strategic Territory Business Plan on a monthly basis and during 1:1 sessions with manager to drive new revenue and sales growth of all PAQ Agency, Consultancy/HEOR and proprietary PAQ Products as measured by sales bookings
• Create ongoing client-specific development strategies and plans to achieve annual business development and sales targets by client
• Collaborate with PAQ Chief Business Office, Sale Operations and Practice Areas to inform budgets, forecasts, competitive intelligence and metrics
• Building and maintaining relationships with clients (especially at the senior executive level), and leveraging these relationships to generate new business opportunities and drive revenue growth
• Engage life science clients – either individually or in group presentations – to create and cultivate new relationships that lead to additional revenue opportunities
• Managing client opportunities from prospecting, solution development, SOW finalization, and successful transition of client to PAQ Practice Area Teams
• Actively manage the client sales cycle including prospecting, stakeholder meetings, proposal development, proposal delivery, pipeline management, and transition to implementation
• Anticipate client needs and prepare executive summaries and presentations that cultivate opportunities and demonstrate the value of PAQ solutions
• Negotiate client deliverables and development/maintenance of value-based pricing
• Maintain and update client records in Salesforce in a timely manner
• Collaborating with PAQ Practice Areas to coordinate and advance cross-selling opportunities and expand PAQ market share within prioritized accounts
• Communicate client needs, feedback and recommendations with PAQ Practice Areas
• Initiate PAQ-wide communications and collaboration to further the PAQ value and foothold within the client
• Coordinate with PAQ Marketing and Sales Operations to inform strategic marketing and lead generation activities
• Promoting PAQ capabilities and solutions through involvement in lead generation activities (e.g., conferences, trade shows, webinars, virtual meetings, etc.)
• Represent existing engagement resources and innovation by presenting at conferences and trade shows
• Expertly manage subsequent relationships as part of the selling process
• Directing analysis to identify trends, competitive landscape and potential opportunities
• Contribute to pricing and competitive positioning for PAQ Services and Products
• Be a student of the life science marketing industry knowledgeable of new products, platforms, and Products
• Spearhead competitive assessment by tracking competitors and their initiatives and analyzing competitive threats from within and outside the market
• Travel up to 50%

Qualifications

• Required
• BS in business and/or marketing, or similar
• 10+ years of experience, optimally in life sciences company sales and marketing positions, or professional Products firms selling products and/or consultancy to life science companies
• Successful track record in driving revenue growth, achieving business results
• Expertise in consultative, insight-focused account-based selling approach
• Comprehensive understanding of life science customer experience and engagement strategies and tactics
• Demonstrated broad influence leading cross-functionally in organizations
• Computer applications: MS Office applications
• Preferred
• MBA/MS in business and/or marketing, or similar
• Computer applications: Salesforce.com

Skills

• Communication: Excellent communication and people skills, with the ability to articulate complex ideas and solutions in a clear and compelling manner.
• Project Management & Collaboration: Strong project management skills, with the ability to manage multiple projects simultaneously and to work effectively with cross-functional teams.
• Sales: Ability to identify, hunt, qualify, and negotiate effectively with clients to close business deals. Experience with consultative, insight-focused account-based selling approach
• Analysis: Strong analytical skills and the ability to use data and metrics to drive decision-making and measure the success of business development efforts.

Competencies

• Strategic Thinking: Ability to think creatively and strategically, to identify and pursue new business opportunities, develop effective business plans, and achieve organizational goals.
• Relationship-building: Ability to build and maintain strong relationships with clients (especially at the senior executive level), and to leverage these relationships to generate new business opportunities and drive revenue growth.
• Industry Knowledge: Strong understanding of the consulting Products and life sciences industries, including market trends, competitive landscape, and emerging opportunities.
• Adaptability: Ability to adapt to changing market conditions, client needs, and business priorities, and to pivot strategies and tactics as needed to achieve business goals.
• Results-orientation: Track record of success in driving revenue growth, achieving business targets, and delivering results.