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Business Development Opportunities at Parexel

By being hired into one of our Business Development jobs at Parexel International, you’ll be a key member of the Parexel International team. Professionals in Business Development careers come from a variety of backgrounds, bringing an assortment of knowledge and skills to every area of our business. A job in Business Development at Parexel International may be waiting for you!

Associate Consultative Sales Director

Job ID 53178BR India - Any Region - Home Based
Job Purpose:
Responsible for identification, targeting, and securing new business across all SBUs, through professional, consultative, proactive sales activities directed at decision-makers and decision influencers. 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.
Key Accountabilities:
New Business Acquisition · Actively and aggressively 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 Client:
· 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

TP-HR-WW-001-07 JD Version Date: 7 November 2017
Effective Date: 04 Feb 16
Related to: SOP-HR-WW-001 Page 1 of 2

PAREXEL International
Job Description Template
· 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 · Ensures appropriate hand-off to delivery team liaising with Project Integrator
Management 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:
· 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 previous experience in B2B sales role, preferably in a CRO, Life Sciences Company or Consulting background specializing in Life Sciences
Education:
· BS degree required. Advanced degree preferred.

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