Parexel

Client Relationship Director

Company
Parexel
Location
United Kingdom
Salary
Competitive
Posted
15 Feb 2021
Closes
06 Mar 2021
Ref
66333BR
Hours
Full Time
Contract Type
Permanent
Experience Level
Experienced (non-manager)
Job Description

The Client Relationship Director (CRD) is responsible for sales growth, profitability and building relationships within a specific set of accounts (determined by region, therapeutic area or service line). The CRD supports the Global Enterprise Account Leader in development, implementation, and achievement of the business vision, strategy, plan, financial metrics and execution for the account.

Commercial Leadership:
  • Support Account Leader in therapeutic area, service line or region-specific account plans
  • Direct responsibility for assigned Accounts including NBA growth, Bid pursuit, commercial negotiation of contracts
  • Lead activities that accelerate growth and profitability
  • Develop or contribute to account plans
  • Working in a consultative manner, identify opportunities and collaborate with Account Leader to develop winning and integrative solutions across SBUs
  • Develop proposal narratives and executive summaries
  • Lead bid pursuit meeting
  • Lead and sign off proposal strategy and development in collaboration with cross functional colleagues
  • Ensure that pricing is appropriate to win the business and meet financial targets, including profitability, contractual terms and business risk
  • Pursue awareness of competitive activities, position and pricing, including reasons for awards and non-awards
  • Account Leadership:
  • Understand the clients' development and commercial strategy, product development portfolio, and pain points
  • Develop a strong understanding of clients' organizational structures and key stakeholders
  • Identify client needs and develop creative solutions for projects, leveraging expertise, operational capabilities and technologies
  • Maintain high visibility within client organization (e.g., therapeutic area, service line, region)
  • Maintain solid knowledge of all Parexel services and value propositions for appropriate cross-selling opportunities
  • Be the senior point of escalation for delivery/operational issues and arrange for follow through of resolutions via the appropriate departments
  • Maintain positive client relationships to drive repeat business
  • 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:
  • Strategic and/or consulting skills in helping clients maximize short- and long-term drug development goals
  • Ability to build relationships and to communicate at senior management level
  • Solid understanding of the principles of drug discovery and development
  • Demonstrated commercial acumen
  • Ability to influence and maintain effective working relationships with coworkers, managers, clients and customers
  • Experience in presenting, packaging and proposing integrated solutions to demonstrate value and potential return on investment to clients
  • Demonstrates an entrepreneurial drive blending urgency, strategic thinking, and an awareness of influencing behavior in a global environment
  • Highly effective communicator at all levels with both clients and internally. Must be open and direct with strong oral and written communication skills
  • Must be comfortable operating in a demanding, fast paced environment and be capable of reacting swiftly to changing business demands
  • Should be driven to deliver quality results on time and in a highly ethical and professional manner
  • Knowledge and Experience:
  • At least 8 yearsof previous experience in working in pharmaceutical services environment, preferably in a CRO, Life Sciences Company or Consulting background specializing in Life Sciences.
  • Preferred experiences in both sales and delivery
  • 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.