17 Oct
PAREXEL
Great Britain
Job description
When our values align, there's no limit to what we can achieve.
The Client Relationship Director FSP - Enterprise Accounts will work closely with Commercial Operations, SBU Delivery, Solutions Consultants, and Clients and Partners.
- Responsible for identifying, targeting, and securing new business across Parexel’s FSP services, primarily clinical operations, through professional, consultative, proactive sales activities directed at decision-makers and decision influencers
- Anticipate client questions; uncover clients’ unique needs and become the focal point for discussing, representing and selling Parexel’s FSP solutions
- 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
- Drive the entire sales process and ensures smooth transition to delivery
- Maintain close relationships with delivery teams for identification of new opportunities to ensure account growth
- 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
- Execute on your assigned territory / account sales strategy to gain market share and build high levels of customer satisfaction and loyalty
We are looking for someone who has a 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
Qualifications
- 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
Experience and Education
- Prior Experience in B2B sales role in a CRO selling FSP services required
- Experience with clinical operations services highly desirable
- Experience selling clinical services required
- A bachelors' degree is required; an advanced degree is preferred.
▶️ (Senior) Client Relationship Director, FSP - Enterprise Accounts
🖊️ PAREXEL
📍 Great Britain