VP, Enterprise Account Leader (Clinical Trials Ph I to IV)
United Kingdom, Remote Job ID R0000025226 Category SalesAbout this Role
The VP, 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). 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.
The key job responsibilities entail:
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
• Reviews, assesses the business risk and approves contractual terms
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
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
- Solid 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:
Bachelor's degree or equivalent required, an advanced degree is preferred.
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