Director - Business Development, Pharmaceutical and MedTech

Nuance is the pioneer and leader in conversational artificial intelligence (AI) innovations that bring intelligence to everyday work and life. We deliver solutions that understand, analyze, and respond to people, amplifying human intelligence to increase productivity and improve security. With decades of both domain and AI expertise, we work with thousands of organizations across a wide range of industries. 

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Join our team! At Nuance, we are constantly reinventing how people connect with technology and with each other. Our AI-powered solutions empower organizations to transform “business as usual.” For decades, the world’s leading financial, healthcare, telecommunications, retailers, and government organizations have trusted Nuance to bring them award-winning solutions that deliver more meaningful outcomes and empower a smarter, more connected world. From clinical speech recognition technologies that free physicians to spend more time caring for patients to real-time intelligence that powers billions of customer interactions, we’re deeply committed to helping organizations push the boundaries of what’s possible.

The Director - Business Development, Pharmaceutical & MedTech will report directly to the SVP & General Manager and be responsible for the design and launch of this key business unit within the organization. The Director will actively contribute to building Nuance’s global reputation as a partner-of-choice in identifying and delivering on innovative opportunities. S/he will have the complete support of the commercial organization to achieve our internal goal of executing 10+ new business development deals by 2023, including end-to-end responsibility in overseeing all project stages from market mapping, commercial viability, due diligence, forecasting; through to and including, internal deal approval, in/out/partnership licensing negotiations and deal execution/alliance management. The Director will be responsible for building relationships and executing transactions across the global healthcare ecosystem, including partnerships with pharmaceutical and biotechnology companies, medical device, academic-medical centers, research institutions, and AI/machine learning aided diagnosis platforms. The scope of potential opportunities could include pre-clinical, clinical, and commercial-stage asset acquisitions and strategic partnerships, leaning into rare or orphan disease markets. S/he will also have full accountability for leading, managing and enhancing alliances and partnerships, to ensure maximum impact and a collaborative spirit.

Key responsibilities include, but are not limited to:

• Due diligence, ecosystem, product, and partnership evaluation
  • Clinical/scientific assessments; establishing commercial opportunity; analysis of competitive landscape, and financial modeling.
• Partnering internally and externally to develop valuation models and lead/manage internal due diligence process, interacting with clinical, non-clinical, commercial, regulatory, finance, and legal roles.
• Researching and qualifying leads obtained via LinkedIn, Web, CRM, trade shows and events, marketing, etc.
• Attending scientific, medical, and financial conferences to represent Nuance and identify and develop relevant business relations.
• Consolidating a base of contacts within the Life Science industry.
• Engaging with major Pharma/MedTech clients across multiple stakeholder groups including but not limited to C-Suite Executives, Therapeutic leadership teams, Bioinformatics, IT, Purchasing, R&D and Data Science Teams.
• Securing strategic new business (closure of high value and complex technology and/or solution sales while growing existing accounts).
• Tracking and gauging the effectiveness of activities, reporting on metrics.
• Communicating with existing clients to understand their needs and communicating Nuance’s value-proposition to potential customers.
• Providing recommendations on product roadmaps to advance partnership ecosystems.

As a key member of the Commercial Leadership team, the Director of Business Development will partner closely with their sales, marketing, and commercial operations counterparts.  This role will require a dynamic leader with strong executive presence that is able to work effectively in a highly matrixed organization, comfortable both engaging multiple levels of leadership within Nuance and Alliance partners.  This is a highly visible, high impact role within a dynamic organization that will require great technical, leadership, and collaboration skills to be successful.  

To be well positioned for this role, you must have:

• A solid foundation of BD&L practices, including:
  • Either pharma or med device term sheets and deal structures
  • Valuation methods
  • Forecasting
  • Negotiation
  • Product management for BD&L.
• Owned or led a successful BD deal.
• Produced high quality assessments and deal thesis which you have defended at the executive leadership level.
• Possess strong business acumen, strategic thinking, direct and indirect leaderships skills necessary to drive multi-disciplinary teams in a highly matrix organization effectively to achieve project timelines and goals.
• Strong networking skills to reach out to a broad range of industry decision makers and stay ahead of emerging opportunities.
• Demonstrated negotiation, problem solving and influencing skills.

Requirements

• Bachelor’s degree; Advanced degree (MBA, Ph.D., or M.D.) is preferred.
• Minimum of 10 years relevant business development experience within healthcare with Pharma or biotech BD experience.
• Strong understanding of the drug/medical device development process, lifecycle management, and product commercialization.
• Strong understanding of the specialty, rare/orphan disease market (HCP/pt journeys, treatment flows, forecast models).
• Strong analytic and strategic skills.
• Ability to build and own a deal model, forecasting, and analyses.
• Leadership skills and ability to collaborate across functions and organizations in a highly complex and dynamic environment.
• Strong executive presence, direct and in-direct influencing skills to generate commitment and constructively resolve issues while supporting multiple projects simultaneously.
• Ability to thrive in ambiguity, with an entrepreneurial mind-set and a track record of results.
• Resourceful, decisive, and proactive approach to managing multiple priorities in a fast-growing organization.
• Strong communication, negotiation, and presentation skills.

Additional Information

Nuance offers a compelling and rewarding work environment. We offer market competitive salaries, bonus, equity, benefits, meaningful growth and development opportunities and a casual yet technically challenging work environment. Join our dynamic, entrepreneurial team and become part of our continuing success.

Nuance celebrates diversity and is proud to be an equal employment opportunity and affirmative action workplace. We consider all qualified applicants without regard to race, color, religion, sex (including pregnancy), sexual orientation, gender identity or expression, national origin, military and veteran status, disability, genetics, or any other category protected by law or Nuance policy.  If you need an accommodation because of a disability for any part of the employment process, please call 781-565-5086 and let us know.