Consultative Sales Director
United Kingdom, Remote Additional Locations: Stockholm, Sweden Job ID R0000029898 Category SalesAbout this Role
The Business Development 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. S/he 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.
Additionally to that we are aiming to hire someone who is interested in a sales management career path, has provided mentoring and coaching to European commercial staff in the CRO industry. The role will be set up as a hybrid role holding a sales quota as well as coaching and mentoring.
New Business Acquisition
- Actively and consistently 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’ 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 of commercial CRO experience selling clinical trial solutions, Ph II and III.
Education
- A bachelor's degree required, an advanced degree will be preferred.
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