Additional Locations: Sao Paulo, São Paulo, Brazil

Job ID R0000027765

ABOUT THIS ROLE

The Client Relationship Director, FSP Sales 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
• BS degree required; advanced degree preferred.

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