Director - Business Development, Pharmaceutical and MedTech

| Burlington

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. 

 

Check out our team Life at Nuance!

 

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.

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Location

Our headquarters is in Burlington, 30 minutes from downtown Boston, right off 128 and across the street from Wayside Commons (hello, shopping!).

An Insider's view of Nuance

What’s the vibe like in the office?

I enjoy being part of our diverse team. There are more than 20 nationalities represented, and we have quite different educational backgrounds and roles, like speech scientists, engineers and business people. We expanded the Vienna office in the last few years, and we cover all ages and levels of experience.

Gerhard

Senior Director Engineering - Dragon Medical One

What does your typical day look like?

On the Digital team, we work with the world’s most prominent and trusted brands, every day. Those brands depend on us every day to delight their consumers. We’re a true partner in their success; and we do it with the world’s brightest minds, and some really cool technology. Nuance truly empowers its people to change the world we live in.

Ben

Director, Software Development

How does the company support your career growth?

Career mobility ties into career development. You bring these core skill sets into these different roles, but what are the skills you want to expand on and grow? How does that fit into your overall career plan? Nuance is a place where you can try on different hats by sitting on different teams, or even just trying them on in your current role.

Michele

Program Manager, R&D Transformation Initiatives

How do you empower your team to be more creative?

We unlock the creative potential in everyone by creating an environment where people can trust each other and express their views freely. We follow three principles: focus on the customer and empathize to understand their needs, encourage risk taking, and create a platform to share the stories outlining creative ways teams solved problems.

Raghu

Vice President, Engineering

What projects are you most excited about?

I'm most excited about how we will take our expertise gained in the Voice channel to help customers deliver the same frictionless, yet highly secure experiences via Digital Web and Mobile channels.

Danny

Fraud and Biometric Sales Executive

What are Nuance Perks + Benefits

Nuance Benefits Overview

Our success as a company is made possible by our employees. Your passion, curiosity, and tenacity propel us forward and produce more value for our customers and stakeholders. In turn, we're committed to taking care of you with our comprehensive benefits and awards.

There's nothing more important than the wellbeing of your and your family. Our medical, dental, vision and financial health plans provide peace of mind now and in the future. Your family and friends will enjoy spending time with you thanks to our generous paid time off and flexible work benefits. And you will feel empowered to be your best self by utilizing our fitness and wellness offerings.

Culture
Volunteer in local community
The Nuance Cares program offers employees up to 16 volunteer hours of paid volunteer time off each year supporting a qualified non-profit organization of their choice.
Partners with Nonprofits
Friends outside of work
Eat lunch together
Intracompany committees
Open door policy
Team owned deliverables
Team based strategic planning
Group brainstorming sessions
Pair programming
Open office floor plan
Diversity
Documented equal pay policy
Dedicated Diversity/Inclusion Staff
Highly diverse management team
Unconscious bias training
Diversity manifesto
Someone's primary function is managing the company’s diversity and inclusion initiatives
Mean gender pay gap below 10%
Diversity Employee Resource Groups
Hiring Practices that Promote Diversity
Health Insurance & Wellness Benefits
Flexible Spending Account (FSA)
Nuance employees can contribute up to the IRS maximum annually to their FSA.
Disability Insurance
Short-term disability insurance covers 100% of annual salary for a 26-week maximum. Nuance also offers long-term disability.
Dental Benefits
Our dental plan covers $2,500 of expenses.
Vision Benefits
The vision benefits plan covers 100% for annual eye exams with $150 for glasses and contact lenses.
Health Insurance Benefits
Life Insurance
Pet Insurance
Wellness Programs
Onsite Gym
Team workouts
Nuance's team fitness initiatives include in-office yoga classes and sponsorship of a race team for the J.P. Morgan Corporate Challenge.
Mental Health Benefits
Retirement & Stock Options Benefits
401(K)
Nuance offers a 401(K) plan through Fidelity Investments.
401(K) Matching
Nuance provides employees with a 401(k) matching plan managed by Fidelity. We match 100% of the first 3% of eligible compensation and contributions up to 50% of the next 2% for a maximum of 4%.
Company Equity
Employee Stock Purchase Plan
Performance Bonus
Match charitable contributions
We match dollar-for-dollar for a maximum of $1,000 annually.
Child Care & Parental Leave Benefits
Child Care Benefits
Generous Parental Leave
We provide up to 12 weeks of parental leave for the primary and secondary caretaker.
Flexible Work Schedule
Remote Work Program
Family Medical Leave
We provide up to 12 weeks of paid leave to care for a family member with a serious medical condition
Adoption Assistance
We reimburse up to $10,000 for eligible adoption expenses and 12 weeks of paid leave.
Return-to-work program post parental leave
Company sponsored family events
Fun and exciting bring your child to work program.
Vacation & Time Off Benefits
Generous PTO
Nuance employees receive between 20 and 25 days per year of paid time off based on years of service. We also provide 11 paid company holidays annually.
Paid Volunteer Time
Paid Holidays
Paid Sick Days
Nuance proudly includes Paid Sick Days as part of our overall Paid Time Off policy.
Perks & Discounts
Casual Dress
Commuter Benefits
We offer pre-tax commuter benefits for all employees.
Game Room
Stocked Kitchen
Nuance offers unlimited free style soda machine, Bevi drinks, cold brew coffee, iced coffee, specialty coffees including Dunkin & Starbucks.
Parking
We offer employees Free on-site parking including car pool spots, expectant mothers and electrical charging stations.
Relocation Assistance
Fitness Subsidies
Nuance reimburses its employees up to $150 annually for many of the most common health and fitness services and activities.
Home Office Stipend for Remote Employees
Professional Development Benefits
Job Training & Conferences
Nuance offers employees professional development opportunities like Annual individual budget for training, Onsite training courses, The ability to attend job related conferences and seminars.
Tuition Reimbursement
Our tuition reimbursement plan offers an annual max of $5250.
Diversity Program
Lunch and learns
Nuance hosts lunch and learn meetings on occasion.
Cross functional training encouraged
Promote from within
Mentorship program
Continuing Education stipend
Time allotted for learning
Online course subscriptions available
Customized development tracks
Paid industry certifications
Nuance funds business relevant certifications.

Additional Perks + Benefits

Nuance supports our Employee Resource Groups (ERGs): Nuance Pride, Women in Nuance (WIN), Multicultural Association for Diversity Empowerment (MADE). These groups sponsor internal and external events and activities to create awareness, provide resources and foster relationships across the globe.
We provide a choice of two medical plans. With our High Deductible Health Plan, Nuance provides a company contribution to the Health Savings Account.
We provide access to thousands of discounts and access to voluntary benefits such as pre-paid legal insurance, identity theft protection and long term care insurance
We also now reimburse up to $10,000 for surrogacy.

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