Additional Locations: Amsterdam, North Holland, Netherlands; Belgrade, Serbia; Dublin, Dublin, Ireland; Madrid, Madrid, Spain; Milano, Milano, Italy; Stockholm, Stockholm County, Sweden; Warsaw, Poland; Wavre, Walloon Brabant, Belgium

Job ID R0000027160

ABOUT THIS ROLE

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.

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