Head of Onomi Congress Solutions

Mission – Why we exist, what we do, and why we need you

SpotMe/Onomi exists to make pharma and event engagement work better. We give life sciences teams one solution to run their in-person and virtual engagements while capturing every interaction in their CRM. By making events easier to manage and measure, we help pharma create better experiences for healthcare professionals, at a lower cost. Our solution turns complex congress engagements, webinars, standalone meetings, advisory boards and field-led meetings into meaningful connections that drive results for commercial and medical teams.

Events are one of the richest channels for HCP omnichannel engagement and yet, one of the most neglected in life sciences. Across the board, investments in medical congresses and conferences are increasing, with 6- to 8-figure spending on a single congress becoming the norm. Agencies, consulting firms and tech companies are rushing to benefit from this investment wave with a primary focus on hospitality, exhibit experience, and business meetings.

We believe this focus is short-sighted and our thesis is that pharma companies need to radically pivot their congress strategy and create their own complete digital layer to deploy at congresses of all sizes, to deliver an HCP 360 event platform, omnichannel engagement, event management and engagement, MLR tools and real-time data management & reporting. This is what OnomiCongress does.

Your role will be to lead our OnomiCongress ecosystem investment that will span new product development and extensions, development of congress services with implementation, managed services, project management and onsite services, go-to-market development with partnerships and event & content marketing. You will expand our congress solutions and you will be responsible for growing the congress solutions revenue segment - with software and services sales with existing and new customers. This is a business development role, with a revenue target and reporting to the CEO. In your role you will:

1. [10%] Market and customer research: maintain target logo list tiered and mapped against key congress; define buying center and persona; design overall offering by tier, map competitors/alternatives including service providers
2. [30%] Lead congress product squad and congress product development: with a product manager and a software engineer reporting to you, develop and quickly iterate our congress product on the following 4 pillars: HCP touchpoints & activations, planner enablement, rep enablement, and reporting
3. [30%] Services development & operationalization: specify software and services packages, define SOP for services team, train & certify services team; agency enablement & certification;  go onsite and operationalize congress deployment and make sure the solution is fully utilized by commercial and medical teams and reported to leadership
4. [20%] Congress sales enablement and solution consulting: support pre-sales customer acquisition by joining and running demos and scoping calls, support implementation program managers post-sales to unblock progress and provide support on compliance questions
5. [10%] Marketing and business development: provide content and editorial direction for marketing asset production related to OnomiCongress (website, webinar) and support recruitment of external contributors to feed our content machine (e.g. webinar speakers, 3rd party event contributors); establish new partnerships with medical communications and logistics agencies, exhibit vendors, tech providers ; keep an open dialogue with medical societies

Objectives - The problems you will solve

In your first 2 months, you will onboard, get hands-on with our product, become fluent in our key industries, get up to speed with our teams, processes and systems and make an initial diagnosis:

• Learn our product by getting certified with our SpotMe Academy and by operating it by embedding yourself in all our remote and onsite services teams on congress projects.
• Conduct in-depth market and customer research, maintaining a prioritized list of 500 life sciences target logos mapped to 1,000 congresses.
• Develop a clear understanding of the buying centers and personas within these organizations, define the key persona contacts for the 500 target accounts.
• Begin designing a tiered offering for OnomiCongress, including initial mapping of competitors and alternatives.
• Align with internal teams, including product management and software engineering, to outline the short-term and long-term roadmap for the congress product development.
• Prepare an analysis and execution plan for OnomiCongress product development, business development and revenue growth, and present early findings to executive team and board.

After 4 months, you will

• Launch the first iteration of our congress offering, including new service packages, new SOW template, congress sales playbook, pricing strategies, and SOPs for the services team.
• Have 3 marketing campaigns/business development initiatives in execution phase, and initiated 5 new partnerships with agencies, exhibit vendors and tech providers.
• Actively participate in pre-sales and solution consulting, supporting account executives with demos, scoping calls, and compliance-related queries, and having secured your first 3 customer acquisitions.

After 12 months, you will have grown OnomiCongress acquisition and expansion revenues by 30% and services revenues by 20%.

SpotMe recruits, compensates, and promotes regardless of race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, parental status, or veteran status.