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Vice President, Enterprise Accounts

Employer
Parexel
Location
Germany
Salary
Competitive
Start date
25 Mar 2019
Closing date
24 Apr 2019

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Discipline
Sales / Commercial, Business Development
Hours
Full Time
Contract Type
Permanent
Experience Level
Experienced (non-manager)
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Job Details

The Enterprise Accounts Leader is responsible for a team of Client Relationship Directors and for the growth and profitability of his or her account(s) by developing, implementing, and achieving the business vision, strategy, plan, financial metrics and execution for the Account. S/he develops senior client relationships and oversees awarded projects to ensure client satisfaction and repeat business. S/he drives project strategy and the selling approach across his/her team and manages a portfolio of accounts that will generate significant revenue across all SBUs.

Commercial Leadership

  • Develop strategies through tailoring of PAREXEL's services in an integrated fashion to meet client's needs
  • Lead and maintain strategic account plans with objectives and strategy to advance partnerships with new opportunities
  • Negotiate commercial terms within accounts including individual contracts through Master Service Agreements
  • Aggressively pursue awareness of competitive activities, positioning and pricing, which includes specific reasons for awards and non-awards
  • Responsible for Master Service Agreement negotiation including rate card, rebate plan and bonus/penalty
  • Developing strategies to maximize profitability across the designated portfolio including positive cash flow payment schedules and the timely signature of contractual documents
  • Accountable for and provide assumptions on business growth

    Account Leadership

  • Build thought leadership by participating in conferences, events, client presentations
  • Maintain extensive knowledge of relevant products and pipelines and identify business opportunities for PAREXEL
  • Actively develop Senior Client relations by leveraging knowledge and expertise
  • Adopt consultative approach with client R&D Departments in liaison with Sales
  • Identify client needs and develop creative solutions for projects, leveraging expertise, operational capabilities and technologies
  • Actively participate in proposal development process to ensure client needs are addressed and resourcing and pricing are appropriate to win the business and meet margin targets
  • Review and sign off proposals prepared for allocated client portfolio
  • Responsible for year-over-year growth of revenue and market share, ensuring cross SBU targets are achieved

    Team Leadership

  • Provide the leadership necessary to attract, retain and develop a motivated, productive and competent team through open communication and delegation of responsibilities and authority
  • Inspire team to meet and exceed all SBU targets; create an environment of trust and teamwork, create opportunities for open dialogue, and demonstrate that you have listened to employees' suggestions and insights
  • Drive HPC behaviors down through all levels of the organization by modeling, clearly communicating and coaching employees
  • Maintain a positive, results-orientated work environment, building partnerships and modeling teamwork, communicating to the team in an open, balanced and objective manner
  • Collaborate across all SBUs effectively, breaking down silos
  • Communicate effectively across SBUs and Delivery organizations to ensure client's needs and expectations are met
  • Lead or participate in process improvement initiatives
  • Ensures appropriate hand-off to delivery team liaising with Project Integrator Role or Project Leader to transfer knowledge on client needs and expectations

    Qualifications

    Skills

  • Demonstrate 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
  • Negotiation skills at the expert level
  • 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
  • Team leadership, ability to build bridges with other parts of the PAREXEL organization, and the ability to hold people accountable and to provide the processes to support achieving business results
  • 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
  • Willing to travel up to 50%

    Knowledge and Experience

  • Numerous years previous experience working in Life Sciences
  • Multiple years of relevant experience in interfacing with clients in a partnering, consultative or business development environment

    Education

  • BS degree required. Advanced degree preferred

    • Company

    parexel

    When you join us, you’re joining a team that sees everything they do as an opportunity to transform the world for patients everywhere. When our employees bring their many perspectives together to tackle a new challenge, there’s no limit to what they can accomplish. Through it all, at the center of all we do, is a patient whose life could change – forever. And together, we’ll do it With Heart™.

    How to describe Parexel’s culture in one word: 

    Henry

     

     

    Working With Heart™ - Christina's perspective:

    Working With Heart™ - Christina's perspective:

     

    Careers Blog | Our Culture | Diversity, Equity & Inclusion | Benefits | Our Hiring Process

    Parexel is among the world’s largest clinical research organizations (CROs), providing the full range of Phase I to IV clinical development services to help lifesaving treatments reach patients faster. Leveraging the breadth of our clinical, regulatory, and therapeutic expertise, our team of more than 21,000 global professionals works in partnership with biopharmaceutical leaders, emerging innovators, and sites to design and deliver clinical trials with patients in mind, increasing access and participation to make clinical research a care option for anyone, anywhere. 

    Company info
    Website
    Telephone
    +44 1895 238000
    Location
    The Quays
    101-105 Oxford Road
     Uxbridge
    Middx
    UB8 1LZ
    United Kingdom
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