When our values align, there's no limit to what we can achieve.
The Senior Consultative Sales Director within our Emerging & Growth Accounts team will work closely with Commercial Operations, SBU Delivery, Solutions Consultants, and Clients and Partners.
Key Accountabilities:
New Business Acquisition:
1. Actively and aggressively prospect and leverage potential new business opportunities within specified customer account(s)
2. Analyze and prioritize potential opportunities and develop strategic sales plans for each target account
3. Ensure appropriate strategy/solution is proposed to customer
4. Lead proposal strategy and development in collaboration with Business Operations to ensure client needs are addressed and resourcing/pricing is appropriate to win the business and meet margin targets
5. Work with Solutions Consultant and Finance to agree on appropriate pricing strategy
6. Educate team participants in bid pursuit on customer culture, operational needs/methods and sales techniques needed to close the sale
7. Adapt successful strategies and tactics to meet market demands and financial targets
Client Prospecting:
Client
8. Actively maintain territory account plan with break-in strategies
9. Understand the clients’ development and commercial strategy, product development portfolio, and pain points
10. Project confidence and expertise in the approach and engagement with key decision makers
11. Proactively engage clients across all key functions up and down the sponsor organization; maintain high visibility within client organization and become the trusted advisor
12. Develop a strong understanding of clients’ organizational structures and key stakeholders
13. Anticipate client questions; uncover clients’ unique needs and become the focal point for discussing, representing and selling PAREXEL’s integrated solutions across all SBUs
Competition
14. Collaborate with marketing, inside sales, Solution Consultants, and commercial operations to obtain thorough knowledge of the competitive landscape and high priority opportunities
15. Aggressively pursue awareness of competitive activities, positioning and pricing, which includes specific reasons for awards and non-awards
Parexel
16. Maintain solid knowledge of all Parexel services and value propositions for appropriate cross-selling opportunities
17. Collaborate with Solution Consultants to identify appropriate, integrated solutions
Client Relationship Management
18. Ensures appropriate hand-off to delivery team liaising with Project Integrator Role or Project Leader to transfer knowledge on client needs and expectations
19. Maintain close relationships with delivery teams for identification of new opportunities to ensure account growth
Skills:
20. Proven sales track record of achieving/surpassing sales goals
21. Ability to work independently and as team player; including complex, dynamic teams
22. Excellent business/industry awareness and a thorough understanding of industry trends and impact on the business
23. Strong consultative skills
24. Solid understanding of commercialization and the principles of drug discovery and development
25. Excellent analytical skills in assessing and interpreting customer business data
26. Demonstrated ability to build relationships and to communicate at senior management level
27. Demonstrated ability to influence others internally and externally
28. Ability to establish and maintain effective working relationships with coworkers, managers, clients and customers
29. Ability to maintain demanding timelines
30. Adaptability and flexibility to changing priorities
31. Demonstrated ability to work creatively in a fast-paced environment
32. Attention to detail and ability to work simultaneously on multiple priorities
33. Willingness to travel 50% of time as client needs dictate
Knowledge and Experience:
34. Multiple years demonstrated success in B2B sales role within the CRO environment
35. Experience selling phase II/III clinical services is required
Education:
36. BS degree required. Advanced degree preferred.