Consultative Sales Director, Biotech

Overview

Parexel has an opportunity for a Consultative Sales Director to join our Emerging Biopharma team to cover the San Francisco and Pacific Northwest territories. The Consultative Sales 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. The CSD drives the entire sales process in close collaboration with the Solutions Consultants and Commercial Operations, and ensures smooth transition to delivery. The CSD will execute on their 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.

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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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