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We know just how important it is to put people first. It's with that human touch that we've played a part in nearly all of the top 50 treatments on the market. And every day, we're focused on working with industry leaders to bring life-changing healthcare to patients across the globe. Whether you join our Clinical, Consulting, Biotech, Functional Service Provider (FSP), or other teams, we're doing it With Heart ™.

Account Director

Job ID 75956BR USA - Any Region - Home Based
Parexel has an excellent opportunity for a strategic Account Director to join our global MedCom team. In this role, it is essential that you utilize knowledge and experience gained through working extensively in the Medical Communications field. You will be responsible for:

Business Development
• Actively prospect and leverage potential business opportunities within specified client account(s)
• Accountable for $3-5M revenue business delivered per FY, from single or multiple accounts
• Accountable for leading franchise-wide/company Account Plan, to drive business opportunities and build Account Plan success
• Develop detailed Account plans and sales strategies for each account in liaison with Vice President . Monitor actions and results against plans
• Maintain good understanding of the breadth of MedCom capabilities to ensure appropriate strategy/solution is proposed to client
• Work with the Vice President, Group Account Director and Functional Managers to identify appropriate proposal and pitch team, briefing the team appropriately on client strategy and needs
• Lead and champion the entire sales process for existing clients. Work alongside VP Customer Strategy and Innovation for new clients: take client brief, identify appropriate team; brainstorm creative solutions; prepare the proposal and pitch presentation; lead the discussions with client and confirm the business
• Liaise with the Group Account Director, Vice President and WW Head of MedCom regarding pricing decisions
• Provide strategic insight and guidance to colleagues and client. Use relationships and strategic knowledge to aid business growth and foster cross-SBU collaboration
Client Relationship Management
• Maintain high visibility within the client organization; cultivate strong, long-term relationships with key decision-makers and ensure that client is aware of our full range of capabilities
• Able to lead product strategy discussions and communication plan meetings with client team
• Demonstrate commercial thought leadership in key therapy areas
• Identify client issues, clarify client needs and objectives, and understand how each project adds value
• Manage accounts and clients proactively to ensure that MedCom meets client expectations, and provide a quality, added value service in a cost-effective manner
Team Leadership
• Line management of direct reports to include annual performance and development reviews and implementation of training and development requirements
• Cascade communication within the team by leading quarterly team meetings, providing department/business updates, and monitoring and engagement/morale of team members
• Provide leadership, coaching, mentoring, and feedback and act as role model to team members
• Participate in formal staff review processes e.g. performance and salary reviews to corporate standards and timescales
• Provide strategic team leadership and oversight and implement changes to elevate the performance of the team
• Actively encourage global thinking at all levels, facilitating cross-site discussions and maintaining sensitivity to cultural and site-specific issues at all times
Project Planning and Delivery
• Project leadership for key strategic initiatives such as medical marketing meetings, strategy meetings, booth content and portfolio activities
• Establish client approval processes and appropriate communication channels, introducing all team members as appropriate
Financial Management
• Effective participation in rolling forecast meetings to ensure accurate revenue forecasting
• Lead the budgeting process and ensure appropriate and consistent pricing to maintain profitability
• Undertake tight financial management of projects

Qualifications

Qualified candidates will possess:

Knowledge and Experience:

• 10+ years’ experience in MedCom agency or relevant experience delivering client solutions in medical communications or related industry
• New business development/sales experience an advantage

Education:

• Degree or higher, ideally in Life Sciences and relevant work experience

Key Results Areas
• Achievement of new business and revenue targets and profitable projects
• Client satisfaction
• Motivated, well-coordinated project/account team (internal leadership perception/team satisfaction)
• ~60% of time client-facing

EEO Disclaimer

Parexel is an equal opportunity employer.  Qualified applicants will receive consideration for employment without regard to legally protected status, which in the US includes race, color, religion, sex, sexual orientation, gender identity, national origin, disability or protected veteran status.

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