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.

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

• 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 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.