The Senior Consultative Sales Director within our Emerging & Growth Accounts team will work closely with Commercial Operations, SBU Delivery, Solutions Consultants, Clients and Partners.
Key Accountabilities
- Actively and aggressively prospect and leverage potential new business opportunities within specified customer account(s)
- Analyze and prioritize potential opportunities and develop strategic sales plans for each target account
- Ensure appropriate strategy/solution is proposed to customer
- 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
- Work with Solutions Consultant and Finance to agree on appropriate pricing strategy
- Educate team participants in bid pursuit on customer culture, operational needs/methods and sales techniques needed to close the sale
- Adapt successful strategies and tactics to meet market demands and financial targets
Client Prospecting
Client
- Actively maintain territory account plan with break-in strategies
- Understand the clients’ development and commercial strategy, product development portfolio, and pain points
- Project confidence and expertise in the approach and engagement with key decision makers
- Proactively engage clients across all key functions up and down the sponsor organization; maintain high visibility within client organization and become the trusted advisor
- Develop a strong understanding of clients’ organizational structures and key stakeholders
- 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
- Collaborate with marketing, inside sales, Solution Consultants, and commercial operations to obtain thorough knowledge of the competitive landscape and high priority opportunities
- Aggressively pursue awareness of competitive activities, positioning and pricing, which includes specific reasons for awards and non-awards
Parexel
- Maintain solid knowledge of all Parexel services and value propositions for appropriate cross-selling opportunities
- Collaborate with Solution Consultants to identify appropriate, integrated solutions
Client Relationship Management
- Ensures appropriate hand-off to delivery team liaising with Project Integrator Role or Project Leader to transfer knowledge on client needs and expectations
- Maintain close relationships with delivery teams for identification of new opportunities to ensure account growth
Skills
- Proven sales track record of achieving/surpassing sales goals
- Ability to work independently and as team player; including complex, dynamic teams
- Excellent business/industry awareness and a thorough understanding of industry trends and impact on the business
- Strong consultative skills
- Solid understanding of commercialization and the principles of drug discovery and development
- Excellent analytical skills in assessing and interpreting customer business data
- Demonstrated ability to build relationships and to communicate at senior management level
- Demonstrated ability to influence others internally and externally
- Ability to establish and maintain effective working relationships with coworkers, managers, clients and customers
- Ability to maintain demanding timelines
- Adaptability and flexibility to changing priorities
- Demonstrated ability to work creatively in a fast-paced environment
- Attention to detail and ability to work simultaneously on multiple priorities
- Willingness to travel 50% of time as client needs dictate
Knowledge and Experience
- Multiple years demonstrated success in B2B sales role within the CRO environment
- Experience selling phase II/III clinical services is required
Education
- BS degree required. Advanced degree preferred.
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