CLSA JOB DESCRIPTION
Job Title: Vice President, Business Development and Strategy
Job Level: Vice President
Location: South San Francisco
Reports to: President & CEO
FLSA Status: Exempt
Travel: Approximately 40%
About California Life Sciences Association (CLSA)
California Life Sciences Association (CLSA) is the state’s largest and most influential life sciences advocacy and business leadership organization. With offices in Sacramento, San Diego, South San Francisco, Los Angeles and Washington DC, CLSA works closely with industry, government, academia and others to shape public policy, improve access to innovative technologies and grow California’s life sciences economy. CLSA serves biotechnology, pharmaceutical, medical device and diagnostics companies, research universities and institutes, investors and service providers throughout the Golden State. CLSA was founded in 2015 when the Bay Area Bioscience Association (BayBio) and the California Healthcare Institute (CHI) merged.
The Vice President, Business Development and Strategy is responsible for the recruitment and retention of membership including active personal involvement with high-value prospects and members and leadership of our business development team. As part of this role the Vice President will create and implement programs that enhance membership engagement and value and establish and manage partnerships and strategic alliances.
- Create and implement short- and long-term strategies for CLSA membership and revenue growth, with a focus on the priorities identified by CLSA’s Board Development Committee.
- Execute plans to enhance the recruitment and retention of members including the development of account plans to maximize engagement and growth with a high-level of personal involvement for each high-value member and prospect.
- To be credible with many of our key members and prospects, maintain an understanding of current advocacy initiatives and developments.
- Serve as lead CLSA team member for CLSA’s Board Development Committee.
- Ensure and manage smooth, well-functioning sales and renewal processes for all types of members.
- Oversee the collection of data on prospects in SalesForce and the assignment of prospects to BD team and business partners with a focus on high membership and revenue growth, and the development and delivery of well-written and persuasive dues and sponsorship proposals.
- Close membership agreements and achieve membership revenue goals.
- Assure the smooth on-boarding of new members by creating and maintaining an effective new member welcome process.
- Ensure effective membership engagement including regular communication with members throughout the year, in coordination with the marketing/events team.
- Communicate to internal CLSA team members and CLSA’s Board Development Committee regarding changes in membership status for new, current, and declining members.
- Develop and report metrics to measure effectiveness of membership and overall business development activities.
- In coordination with the accounting and finance team, forecast annual membership and purchasing programs revenue, manage invoice collections and report on uncollectible invoices.
- Develop and maintain strategic alliances with CLSA members, other non-profit organizations, and other trade associations to support membership value propositions and revenue growth.
- Oversee CLSA’s Member-to-Member Program and CLSA’s relationship with BIO Business Solutions and strive for maximum effectiveness of these programs for CLSA, CLSA members and CLSA business partners.
- In coordination with CLSA business partners, develop strategies to increase membership usage of purchasing and Benefits Advantage Trust (health benefits offering) programs.
- Achieve annual purchasing programs revenue goals.
Sponsorship Revenue Management
- In coordination with the events & marketing team, develop and produce the annual sponsorship brochure and adjust CLSA sponsorship offerings as needed throughout the year.
- Take primary responsibility for selling sponsorships.
- Close sponsorship agreements and achieve annual sponsorship revenue goals.
- Develop customer needs assessments and lead strategic analyses to identify emerging trends within the CLSA membership and key prospects.
- Ensure CLSA’s value proposition meets and exceeds members’ needs and expectations.
- Lead landscape analyses and strategic planning to identify the best ways for CLSA’s scope of membership to change and grow.
- Create and execute new programs for specific sectors of the membership including, for example, emerging companies, professional service firms, and academia.
- Attend and speak at CLSA and other community events as an ambassador for CLSA, building awareness and promoting the organization to current and potential members and partners.
- Provide oversight and direction to team members in the business development department in accordance with the organization's policies and procedures.
- Coach, mentor, and develop team members, including overseeing job specific onboarding training and providing career development planning.
- Empower team members to take responsibility for their actions and goals; delegate and expect accountability and regular feedback.
- Foster a spirit of teamwork and unity among department members that allows for disagreement over ideas, conflict and expeditious conflict resolution.
- Encourage and role-model team appreciation of cohesiveness, supportiveness, and working effectively together to enable each team member and the department as a whole to succeed.
- Provide effective performance feedback through team member recognition, rewards, and disciplinary action, with the assistance of HR, when necessary.
- Maintain transparent communication; appropriately communicate organization information through department meetings, 1:1 discussions, and regular interpersonal communication.
- Controls and directs a significant function with significant C-suite interaction.
- Responsible for generating membership, purchasing programs and sponsorship revenue.
- Develops proposed budget and manages to budget once approved.
- Develops long-range functional objectives and strategies; and translates functional strategies into operational plans.
- Prioritizes the initiatives for the function to optimize success.
- Initiates new business ideas.
- Impact of decisions is significant.
- Handles complex issues with significant impact on the organization and team members.
- Works with decision makers in member and business partner organizations and in key prospects.
- Provides reports and presents results directly to the board of directors.
- Directly supports revenue generation by participating in key recruitment and engagement activities and leveraging professional network.
- Has director or manager level direct reports; may manage consultants.
- Participates and contributes in management team meetings.
- Sets the priorities for direct reports and models a management style in alignment with CLSA’s values including: a disciplined focus, integrity, teamwork, respect, quality of work, and ownership.
- Attracts, evaluates, motivates and rewards team members in functional area.
Background and Experience
- Minimum of M.A. or M.S. degree in a related field; PhD preferred.
- Twelve to fifteen or more years of directly-related industry experience in a life sciences, non-profit, or in a like organization. Minimum of five years managing professional-level team members and influencing teams.
- Experience building and maintaining relationships with customers and partner organizations including senior C-suite executives; and strong influencing and negotiating skills.
CLSA currently offers a full suite of team-member benefits including medical, dental, and vision insurance, LTD, STD and Group Life insurance, 401(k) plans with matching, FSA and HSA options, and a generous paid time off and paid holiday schedule.
California Life Sciences Association is an Equal Opportunity Employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. All employment is decided on the basis of qualifications, merit and business needs.