Job Description

The Consultative Sales Director is responsible for identification, targeting, and securing new business across all SBUs, through professional, consultative, proactive sales activities directed at decision-makers and decision influencers. Drives the entire sales process in close collaboration with the Solutions Consultants and Commercial Operations, and ensures smooth transition to delivery. S/he will execute on her/his territory/Account sales strategy to gain market share and build high levels of customer satisfaction and loyalty.

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

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' unique needs and become the focal point of discussing, presenting and selling Parexel's integrated solutions across all business units.

Aggressively pursue awareness of competitive activities, positioning and pricing, which includes specific reasons for awards and non-awards

Maintain solid knowledge of all PAREXEL services and value propositions for appropriate cross-selling opportunities

Collaborate with Solution Consultants to identify appropriate, integrated solution

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

Qualifications

Skills, qualification:

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 previous experience in B2B sales role, preferably in a CRO, Life Sciences Company or Consulting background specializing in Life Sciences

Education:

BS degree required. Advanced degree preferred.Why Work at Parexel

There are pivotal moments in every career: Sharing new treatments. Improving processes. Delivering life-saving advances. The people who succeed are the ones who make the journey go further and faster every time. What if you had a partner to support you as you reach the next level in your professional path? A partner who believes a collaborative environment is key to achieving your goals? A partner who is dedicated to your health and wellness so you can help make a difference in the lives of millions worldwide?

That's Parexel. We're a diverse team of professionals focused on one goal: getting treatments into the hands of those who need them most. Working together, the results we bring to our clients and the opportunities we bring to our team get better with every step.

How can we help you on your journey? Find your path, and learn more on LinkedIn, YouTube, Facebook, Twitter, and Glassdoor.