Parexel is looking for a Consultative Sales Director, Biotech to own the identification, targeting, and securing of new business across all Strategic Business Units (SBUs). You will lead professional, consultative, and proactive sales activities directed at decision-makers and influencers, driving the entire sales process in close collaboration with Solutions Consultants and Commercial Operations to ensure a smooth transition to delivery.
What You'll Do
- 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 and solution is proposed to the 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.
- 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.
- 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.
- Maintain solid knowledge of all Parexel services and value propositions for appropriate cross-selling opportunities.
- Collaborate with Solution Consultants to identify appropriate, integrated solutions.
- Ensure 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.
What We're Looking For
- BS degree required.
- Proven sales track record of achieving/surpassing sales goals.
- Multiple years previous experience in a B2B sales role, preferably in a CRO, Life Sciences Company, or Consulting background specializing in Life Sciences.
- Willingness to travel 50% of time as client needs dictate.
Nice to Have
- Advanced degree preferred.
Team & Environment
You will work in close collaboration with Solutions Consultants and Commercial Operations.
Work Mode
This role is local to city and covers the San Francisco and Pacific Northwest territories.
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.
