London Office - Pharmaceutical Account Business Development Manager (Life Sciences Practice)

LEK; London; On-site; GBP 60,000 - 100,000

Job description

London Office - Pharmaceutical Account Business Development Manager (Life Sciences Practice)

Location: London

About L.E.K. Consulting

L.E.K. Consulting is a global strategy consulting firm that addresses the most critical commercial issues for the leaders of some of the world's most successful businesses. Clients come to us time and again because we are proven to act as an insightful expert and a trusted partner. We are uncompromising in our approach to help clients make better decisions at crucial moments, changing the trajectory of their enterprise, delivering improved business performance and creating greater shareholder returns.

Our teams combine our core capabilities of research, benchmarking, modelling, data & analytics and strategy development to create game-changing insights and practical solutions that seize competitive advantage and unlock new growth opportunities. We enable clients to make critical decisions with greater certainty and empower them to master their moments of truth.

With more than 2,300 professionals located across five continents, L.E.K. specialises in Strategy and Mergers & Acquisitions (M&A) support with clients across the full range of corporates and private equity. We are expert in a wide range of industries, including Life Sciences and healthcare, retail and consumer, financial services, industrials, energy and transportation.

The Large Pharma Accounts Business Development Manager (LPA BDM) plays a crucial role in supporting the LS Partner team by generating business through consistent and meaningful engagement with a broad network of senior executives and decision-makers within the pharmaceutical industry. This role requires a strong track record in cultivating high-value relationships with top-tier pharmaceutical companies, and the ability to strategically position L.E.K. as a trusted advisor. The LPA BDM will also be responsible for nurturing and growing existing large Pharma accounts, ensuring sustained business growth and client satisfaction.

This role is critical to ensure we are engaging with existing and potential clients on strategic issues where we have experience and are well-positioned to provide support. The individual will communicate directly with clients as well as manage processes and initiatives that facilitate client communication via the LS Partner team. The LPA BDM will report to the European Chief Commercial Officer and work closely with the LS Partner team, the Healthcare Practice Head, the Marketing team, peer BDMs in other sectors, and other critical functions that support the practice. This is a full-time position preferably based in London, but qualified candidates based in greater Paris or Munich areas could be considered. The role will have responsibility across L.E.K.’s European region regardless of primary location.

Responsibilities:

Client Relationship Management:

• Maintain and grow the LS Practice’s contact network, managing account information with dynamic prioritization and outreach timing.
• Communicate with senior executives through direct outreach and coordination with practice leaders, aiming to secure meetings and strengthen relationships.
• Develop and execute comprehensive account plans for large Pharma accounts, including growth strategies, relationship-building activities, and revenue targets.
• Conduct stakeholder mapping to identify and engage key decision-makers within target organizations.
• Monitor and manage account progress, ensuring proactive engagement and responsiveness to client needs.
• Use L.E.K. articles, IP, and other content to enhance client communication and improve outcomes.
• Track and capitalize on individual movements within organizations to recognize and act on new business opportunities.

Business Development & Strategy:

• Identify new organizations and roles where L.E.K. can develop business based on an understanding of the Life Sciences sector and its challenges.
• Support the development and execution of sales strategies at the sector sub-category and service line levels.
• Assist Account Leads in managing day-to-day client interactions, ensuring alignment with client expectations and project goals.
• Support the development of account strategies and tactical plans to drive account growth and client satisfaction.
• Collaborate with Account Leads to prepare and deliver client presentations, proposals, and reports.
• Assist in tracking account performance metrics, identifying areas for improvement, and implementing corrective actions as needed.
• Qualify incoming opportunities and direct them to the appropriate team members with the right expertise.

Sales Operations & Process Management:

• Assign business development tasks to LS Partners, ensuring clear communication of status and accountability.
• Track, analyze, and report on business development metrics, extracting insights and suggesting actions where appropriate.
• Manage the pipeline of live opportunities in CRM, ensuring data is current and accurate.
• Ensure accuracy of CRM data through collaboration with EAs, Marketing, IT, Sector Team, and peer BDMs from other sectors.
• Guide the senior team on adherence to best sales practices, fostering a commercial mindset across the LS team.

Marketing & Content Collaboration:

• Collaborate with the Marketing team to ensure that content development plans for the Practice are relevant and impactful.
• Optimize outcomes from LS practice events and conferences by tracking participants from planning through follow-up.
• Track media and press releases for developments that provide credible reasons to engage with clients.

Team Leadership & Development:

• Encourage a commercial mindset within the wider LS team, supporting network building for potential future leaders and enhancing executive communications.

Knowledge, Skills, and Attributes:

• A commercial mindset with high client empathy, prolific client engagement, and a sales focus.
• An understanding of the Life Sciences sector, including familiarity with its segments, organizational structures, value drivers, and the strategic issues organizations face.
• Demonstrated experience with direct outreach to senior executives, up to and including C-suite.
• Strong interpersonal and communication skills, with the ability to convey complex information in a clear and structured manner.
• Comfort with long selling cycles.
• Excellent organizational skills and the ability to juggle a high volume of relationships.
• Highest attention to detail.
• High level of maturity and adaptability to maintain poise under pressure, advise senior executives and manage competing priorities.
• Highly collaborative.

Education and Experience:

• Bachelor’s degree in a business and/or biological sciences discipline; advanced degree in either area of study a plus.
• 3+ years of experience in the Life Sciences sector, preferably in a business setting, and ideally with experience selling business-to-business services / intangibles.
• Demonstrated experience in the development and management of large Pharma accounts, with a strong track record of building and sustaining high-value client relationships.
• Experience using CRM systems, preferably Salesforce.
• Comfort with Microsoft Office Suite (Word, PowerPoint, Excel).
• Additional fluency in French, or German highly desirable; Spanish a plus.

Diversity and inclusion at L.E.K.

Here at L.E.K., we appreciate the value of a diverse and inclusive workforce and are committed to a culture that is inclusive and accepting of all people. Above all, we are committed to ensuring that all employees are treated with respect and dignity. L.E.K. Consulting is an Equal Opportunity Employer.

We have several affinity groups to support and enrich our employees and in addition, our Diversity and Inclusion committee celebrate events throughout the year with a focus on awareness and education.

For further information on the L.E.K. career journey:

https://www.lek.com/join-lek/the-lek-career