The Alliance Leadership Director (AL) is responsible for the overall health of key client relationships, including sales growth, client satisfaction, profitability and ensure PI operational teams are delivering to client expectations. Account assignment are made by the commercial leadership team. The AL works with functional teams to set the account specific strategy, accountable for its implementation and periodic reporting. Key responsibilities include; Commercial Leadership and Account Leadership.
Commercial Leadership
Pursue new business to meet and exceed NBA targets and building long term client relationships to maintain preferred supplier status
Understand the clients' development and commercial strategy, product development portfolio, and pain points
Develop a strong understanding of clients' organizational structures and relationships with 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
Maintain positive client relationships to drive repeat business
Formulation of an effective account strategy and it's implementation.
Direct responsibility for assigned Accounts including NBA growth, Bid pursuit, commercial negotiation of contracts
Working in a consultative manner, identify opportunities and collaborate with functions and Solutions Consultants to develop winning and integrative solutions across within and across technology verticals
Develop proposal narratives and executive summaries
Lead bid pursuit meeting
Lead and sign off proposal and pricing strategy in collaboration with cross functional colleagues, ensuring our ability to win the business, meet financial targets, risk management and profitability targets
Ensures appropriate hand-off to delivery team liaising with Project
Be the senior point of escalation for delivery/operational issues and arrange for follow through of resolutions via the appropriate departments
Maintain close relationships with delivery teams for identification of new opportunities to ensure account growth
Qualifications
Knowledge and Experience
10 + years previous experience working in Clinical services or eClinical technology company, preferably in a CRO, Life Sciences Company or Consulting background specializing in Life Sciences.
Experience in both sales and delivery roles
Experience in Clinical Development
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
Education - BS degree required. Advanced degree preferred.
30% + Travel