The posting
We are seeking an experienced and commercially driven Head of Manufacturing- Scientific Informatics to lead and grow our Manufacturing Informatics business across sales, business development, solutioning, delivery, and operations.
The role will be responsible for developing the market strategy, building executive-level relationships with pharmaceutical, biotechnology, and life sciences manufacturing organizations, identifying and converting new business opportunities, and ensuring successful execution of Manufacturing Informatics programs.
The leader will own the complete business lifecycle—from market development and pipeline creation through solution development, contracting, delivery, customer success, and account expansion.
The ideal candidate will combine strong knowledge of pharmaceutical manufacturing processes and manufacturing informatics with demonstrated experience in commercial leadership, consulting, solution sales, program delivery, and team management.
Key Responsibilities
1. Business Strategy & Growth
- Define and execute the Manufacturing Informatics business strategy aligned with company growth objectives.
- Develop a differentiated market proposition across MES, EBR, Manufacturing Intelligence, Digital Manufacturing, LIMS/ELN integration, OT/IT integration, and Industry 4.0.
- Identify target markets, accounts, partnerships, and emerging opportunities within the pharmaceutical and biotechnology industry.
- Build and manage a healthy sales pipeline and revenue forecast.
- Establish annual bookings, revenue, margin, and growth targets for the business.
- Develop go-to-market strategies for new services, solutions, and accelerators.
- Identify opportunities for geographic expansion and new customer segments.
- Build strategic partnerships with technology vendors, system integrators, and manufacturing technology providers.
2. Sales & Business Development
- Own the Manufacturing Informatics sales lifecycle, from lead generation through contract closure.
- Develop and maintain relationships with C-level and senior stakeholders including CIO, CDO, COO, VP Manufacturing, VP Digital, QA, IT, Engineering, and Operations leaders.
- Lead customer discovery sessions and understand manufacturing transformation priorities.
- Develop account strategies and identify cross-sell and up-sell opportunities.
- Lead RFP/RFI responses, proposals, presentations, solution workshops, and commercial negotiations.
- Partner with sales teams to qualify opportunities and establish winning strategies.
- Develop compelling value propositions and business cases demonstrating measurable customer outcomes.
- Build relationships with strategic accounts and establish long-term managed-service and transformation engagements.
- Represent the organization at industry conferences, customer forums, and executive meetings.
3. Manufacturing Informatics Solution Leadership
Provide thought leadership and oversight across:
- MES strategy and implementation
- Electronic Batch Records (EBR)
- MES selection and vendor evaluation
- Manufacturing process assessment and digital transformation
- Manufacturing requirements and business process design
- Recipe and master data management
- Manufacturing intelligence and analytics
- LIMS/ELN/MES integration
- ERP–MES–LIMS integration
- OT/IT integration
- Serialization and track & trace
- Digital manufacturing and Industry 4.0
- Manufacturing data platforms
- Cloud and hybrid manufacturing architectures
- AI/ML applications in manufacturing
The leader should be capable of connecting business manufacturing needs, technology strategy, regulatory requirements, and implementation execution.
4. People & Organization Leadership
- Help Build and lead a high-performing Manufacturing Informatics organization.
- Develop organizational structure, competency models, career paths, and succession plans.
- Recruit and retain experienced MES, EBR, manufacturing technology, solution architecture, and consulting professionals.
- Develop future leaders and technical SMEs.
- Establish a culture focused on customer value, innovation, accountability, quality, and commercial performance.
- Balance utilization, employee development, and business growth.
- Promote collaboration across Sales, Delivery, Technology, Quality, and other business functions.
5. Innovation & Digital Transformation
- Define the organization's Manufacturing Informatics innovation roadmap.
- Identify opportunities to leverage AI, automation, analytics, digital twins, cloud technologies, and intelligent manufacturing.
- Develop reusable accelerators, frameworks, and intellectual property.
- Explore AI-enabled manufacturing use cases such as:
- Batch record review
- Manufacturing deviation analysis
- Manufacturing knowledge assistants
- Electronic batch record intelligence
- Process analytics
- Predictive maintenance
- Manufacturing data contextualization
- Automated documentation
- Manufacturing investigation support
- Ensure emerging technologies are evaluated for business value, cybersecurity, GxP compliance, data integrity, and operational risk.
6. Financial & Business Management
- Own or contribute to the Manufacturing Informatics P&L.
- Establish and manage revenue, bookings, margin, utilization, and profitability targets.
- Develop annual operating plans and budgets.
- Monitor sales pipeline, backlog, revenue forecast, and resource demand.
- Drive improvements in gross margin and delivery efficiency.
- Evaluate investments in people, technology, partnerships, and accelerators based on ROI.
- Provide regular business performance updates to executive leadership.
Key Performance Indicators
Success in this role will be measured through a balanced set of commercial, operational, and customer metrics, including:
Growth
- Revenue growth
- New bookings
- Sales pipeline and pipeline coverage
- New logo acquisition
- Existing account expansion
- Average deal size
Profitability
- Gross margin
- EBITDA / contribution margin
- Revenue realization
- Delivery productivity
- Resource utilization
Customer
- Customer satisfaction / NPS
- Renewal rate
- Account penetration
- Executive relationships
- Referenceable customers
Requirements
- 15+ years of experience in Manufacturing Informatics, MES, Digital Manufacturing, Life Sciences IT, Manufacturing IT, or related consulting/services environments.
- Demonstrated experience working with pharmaceutical, biotechnology, or other regulated manufacturing organizations.
- Significant experience in MES/EBR and manufacturing digital transformation.
- Proven track record in business development and consultative selling.
- Experience managing large and complex manufacturing technology programs.
- Demonstrated ability to build and manage senior customer relationships.
- Experience managing geographically distributed teams and global delivery models.
- Experience with financial management, forecasting, utilization, margins, and P&L/business-unit management is strongly preferred.
- Experience with RFPs, proposals, solution architecture, commercial negotiations, and contract management.
- Strong understanding of GxP, CSV/CSA, data integrity, cybersecurity, and regulated manufacturing environments.
Preferred Technical Knowledge
Strong understanding of one or more of the following platforms and ecosystems:
- Siemens Opcenter
- Rockwell FactoryTalk / PharmaSuite
- Körber Werum PAS-X
- Emerson Syncade
- MasterControl
- SAP Digital Manufacturing
- SAP ERP
- Oracle Manufacturing
Benefits
CURIOSITY DRIVEN, SCIENCE FOCUSED, EMPLOYEE BUILT. Our culture is unlike any other, one where we debate, challenge ourselves, and interact with all alike. We are a curious bunch, characterized by our passion to learn and spirit of teamwork. Zifo is a global R&D solutions provider focused on the industries of Pharma, Biotech, Manufacturing QC, Medical Devices, specialty chemicals and other research-based organizations. Our team’s knowledge of science and expertise in technology help Zifo better serve our customers around the globe, including 18 of the Top 20 Biopharma companies.
We look for Science – Biotechnology, Pharmaceutical Technology, Biomedical Engineering, Microbiology etc. We possess scientific and technical knowledge and bear professional and personal goals. While we have a “no doors” policy to promote free access within, we do have a tough door to walk in. We search with a two-point agenda – technical competency and cultural adaptability.
We offer a competitive compensation package including accrued vacation, medical, dental, vision, 401k with company matching, life insurance, and flexible spending accounts.
If you share these sentiments and are prepared for the atypical, then Zifo is your calling!
Zifo is an equal opportunity employer, and we value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.
