VP of Pharma Services
Analytical/Bioanalytical CRO – USA
The Brief
A specialist CRO operating across both small molecule and biologics sought a new Vice President of Pharma Services to lead growth strategy and elevate service delivery across multiple business units. The Chief People Officer engaged us to identify a leader who could unify commercial, operational, and scientific teams under a single strategic vision. The brief was to find an executive capable of improving scalability, deepening client partnerships, and positioning the business for its next stage of growth while maintaining technical excellence in analytical and bioanalytical services.
The Challenge
The role demanded a rare combination of skills. The incoming VP needed deep technical knowledge of analytical and bioanalytical methodologies, proven commercial leadership experience, and a track record of managing divisional P&L in a fast-paced CRO environment. Given the company’s growth stage, the right hire also needed to balance credibility with top pharma clients while remaining hands-on enough to support daily operational challenges during a period of rapid transition. Leaders with strong technical expertise were often less seasoned in business development or P&L accountability, while senior commercial executives sometimes lacked the functional fluency required to engage credibly with client scientific teams. This narrowed the available candidate pool and increased the importance of targeted outreach.
Our Approach
We conducted a retained search focused on executives with experience building service lines and expanding revenue across early- and late-phase analytical support. Over 110 target candidates were mapped across the United States, with outreach strategies emphasising both direct engagement and referral-led introductions. Candidates were assessed against four core criteria: leadership capability to unify cross-functional teams, regulatory acumen to ensure compliance in client-facing delivery, client relationship depth with pharma decision-makers, and functional fluency in methods such as LC-MS/MS, ELISA, and other cornerstone techniques. The evaluation process included structured interviews and reference checks to confirm each candidate’s ability to combine strategic vision with operational execution.
Outcome
Within 52 days, we secured a Vice President who had previously held divisional P&L responsibility at a larger CRO and who brought established industry relationships with top 25 pharma clients. Since the appointment, the business has launched new service capabilities, improved cross-functional alignment, and begun exploring international expansion opportunities. For the leadership team, the hire provided both immediate operational stability and the strategic foresight to scale services in line with growing client demand, positioning the CRO for sustained growth in a competitive market.
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