Vice President, Commercial Enablement
CTI Clinical Trial Services, Inc.
Covington, KY
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JOB DETAILS
JOB TYPE
Full-time
SKILLS
Analysis Skills, Biology, Blog, Brand Marketing (Branding), Business Administration, Business-to-Business (B2B), Campaigns, Channel Sales, Communication Skills, Computer Telephony Integration (CTI), Conference Management, Conferences, Consultative Sales, Content Development, Contract Research Organization (CRO), Cross-Functional, Customer Relations, Customer Relationship Management (CRM), Data Quality, Design Document, Establish Priorities, Event Strategy Development, Field Sales, Finance, Follow Through, Inside Sales, Lead Generation, Leadership, LinkedIn, Marketing, Marketing Communications, Marketing/Sales Collateral, Medicine, Microsoft Product Family, Pager, Performance Analysis, Performance Metrics, Proposal Writing, Purchasing/Procurement, Reporting Dashboards, Request for Proposals (RFP), Return on Investment (ROI), Revenue Growth, Sales, Sales Campaigns, Sales Operations, Sales Proposals, Sales Prospecting, Sales Qualification, Sales Support, Short Messaging Service (SMS), Strategic Planning, Target Marketing, Technology Sales, Thought Leadership, Time Management, Webinar, Website Conversion, White Papers
LOCATION
Covington, KY
POSTED
30+ days ago
The VP oversees Inside Sales and content operations with subject matter experts (SMEs). This includes designing scalable, multi‑channel sales campaigns, improving the use of sales enablement technology, and maximizing ROI from conferences and events. The VP partners closely with Marketing to ensure targeted campaigns are deployed through the right channels and supported with consistent messaging.
Success in this role requires strong collaboration across Marketing, SMEs, Sales, and executive leadership to ensure commercial initiatives are aligned, coordinated, and impactful across the organization.
What you'll do:
- Commercial & Top-of-Funnel Strategy
- Partner with the CCO to translate the commercial strategy into clear, actionable top-of-funnel plans focused on RFP volume and revenue growth.
- Define what "good" looks like for lead generation, nurturing, and qualification within CTI's commercial model.
- Establish performance targets and KPIs for top-of-funnel activities (e.g., MQLs/SQLs, RFPs, conversion rates, campaign ROI), own the commercial attribution model, and ensure robust tracking and reporting of performance across channels.
- Lead Generation & Campaign Design
- Develop and own a cohesive lead generation strategy, in alignment with CCO direction, focused on priority therapeutic areas and service lines.
- Design and oversee repeatable, turnkey sales campaigns-delivered by Inside Sales and Marketing-that can be activated and scaled across regions and segments.
- Ensure campaigns are multi-channel (e.g., email, digital, events, webinars, targeted outreach) and tightly aligned with sales priorities.
- Build simple, documented processes for campaign planning, launch, monitoring, and optimization so teams understand how to execute and what success looks like.
- Content Operations & Therapeutic Thought Leadership
- Address the current gap in regular, valuable therapeutic content that supports CTI's core growth areas.
- Establish a content operations model that engages SMEs to produce consistent, high-value content (e.g., articles, whitepapers, webinars, case studies) that supports commercial goals.
- Prioritize content themes based on therapeutic area growth strategies and pipeline needs.
- Partner with marketing and communications resources to ensure content is visually on‑brand, with Marketing responsible for deploying that content into directed channels (e.g., website, blog, LinkedIn, email, and other digital and sales channels).
- Sales Collateral & Proposal Writing Support
- Provide strategic direction to the Proposal Writing group, ensuring the team produces high-quality, compelling proposal content that clearly articulates CTI's differentiation.
- Standardize and maintain a library of sales collateral and core content (e.g., proposal boilerplates, case studies, capabilities decks, one-pagers, bios, therapeutic overviews) that can be reused and tailored.
- Provide structured support for sales teams in building presentations, RFP responses, and client-facing materials.
- Work closely with the broader Proposals organization (which reports elsewhere) to ensure smooth handoffs and alignment.
- Inside Sales & Sales Enablement
- Oversee the Inside Sales team, ensuring clear objectives, workflows, and performance metrics tied to pipeline generation.
- Align inside sales activities with campaigns, events, and priority accounts to maximize impact.
- Define and continuously refine processes for prospecting, follow‑up, lead qualification, and handoff to field sales/BD.
- Ensure sales teams are equipped with the right tools, content, and messaging at each stage of the buyer journey.
- Sales Campaign Process & Deployment
- Design and document an end-to-end sales campaign process (from idea and content identification through launch, follow-up, and measurement).
- Create simple, repeatable playbooks so that once content is created, it can be quickly deployed through defined channels without "reinventing the wheel."
- Partner with marketing and inside sales to ensure campaigns are coordinated, timely, and consistent across regions.
- Conferences, Events & ROI
- Own and manage the commercial conference and event strategy in collaboration with marketing and sales.
- Define criteria for conference selection and presence (e.g., sponsorship, speaking, booths, side events) based on commercial priorities.
- Build pre‑, during‑, and post-event processes (outreach, meetings, follow-up campaigns) to maximize qualified leads and RFP opportunities.
- Establish a systematic approach to measuring ROI from conferences and events and using insights to refine future investments.
- Marketing will own execution of conference and event plans, with the Conferences & Events (C&E) lead remaining within the Marketing organization.
- Sales Enablement Technology & Data
- Lead and guide the use of existing sales enablement and CRM technologies to better support campaigns, inside sales, and proposals.
- Identify gaps in how tools are currently leveraged and propose pragmatic improvements.
- Work with internal stakeholders (e.g., IT, Sales leadership, Marketing Ops) to ensure data integrity, reporting, and visibility into funnel performance.
- Cross-Functional Collaboration & Governance
- Collaborate closely with marketing leadership to align on messaging, branding, and content priorities, while respecting existing structures and roles.
- Partner with operations, finance, and delivery leaders to ensure commercial strategies reflect CTI's capabilities and capacity.
- Provide clear, structured communication to senior leadership on progress, risks, and opportunities within the commercial funnel.
What you'll bring:
- 10 years of experience in commercial, sales enablement, or marketing leadership roles within CRO, life sciences, or related B2B services environments.
- Proven track record of building and scaling lead generation and sales enablement programs in complex, consultative selling environments.
- Experience working closely with proposals, inside sales, and subject matter experts to create differentiated content and campaigns.
- Demonstrated ability to design and implement processes and playbooks that can be used by geographically distributed teams.
- Strong analytical mindset with experience using KPIs and dashboards to guide decisions.
- Excellent communication and influencing skills, with comfort working in matrixed environments and alongside existing marketing leadership.
- MBA is preferred
Why CTI?
- Advance Your Career - We support career progression through a structured mentoring program and leadership courses that provide the support needed to grow. We also value ongoing education and training through tuition reimbursement and a dedicated training department.
- Join an Award-Winning and Valued Team - We have an award-winning, unparalleled culture that can be felt by our employees across 60 countries. We support a work-life balance and the importance of time with family by offering generous health benefits and vacation packages, hybrid work-from-home opportunities, and paid parental leave. We also encourage care for the world around us through our unique CTI Cares program.
- Make a Lasting Impact - We focus on moving medicine forward by working on treatments for chronically and critically-ill patients, who depend on us to bring life-changing therapies to market.
Important NoteIn light of recent increase in hiring scams, if you're selected to move on to the next phase of our hiring process, a member of our team will reach out to you directly from an @ctifacts.com email address to guide you through our interview process. Please ensure you are applying for jobs directly on our website ( www.ctifacts.com ) or from our verified LinkedIn page.
Please Note
- We will never communicate directly with you via Microsoft Teams Messaging or by text message
- We will never ask for your bank account information at any point during the recruitment process
Equal Opportunity Employer/Veterans/Disabled
About the Company
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