Senior Client Relationship Director, Clinical and Biometrics FSP

3 weeks ago

United Kingdom Parexel Full time
The Senior Client Relationship Director FSP - Enterprise Accounts will work closely with Commercial Operations, SBU Delivery, Solutions Consultants, and Clients and Partners.

Responsibilities include:

  • Identifying, targeting, and securing new business across Parexel’s Clinical and Biometrics FSP services, primarily clinical operations, through professional, consultative, proactive sales activities directed at decision-makers and decision influencers.
  • Anticipating client questions; uncovering clients’ unique needs and becoming the focal point for discussing, representing, and selling Parexel’s FSP solutions.
  • Leading 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.
  • Driving the entire sales process and ensuring smooth transition to delivery.
  • Maintaining close relationships with delivery teams for identification of new opportunities to ensure account growth.
  • Collaborating with marketing, inside sales, Solution Consultants, and commercial operations to obtain thorough knowledge of the competitive landscape and high-priority opportunities.
  • Aggressively pursuing awareness of competitive activities, positioning, and pricing, which includes specific reasons for awards and non-awards.
  • Executing 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 a 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 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 a 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 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 the time as client needs dictate.

Experience and Education:

  • Prior experience in a B2B sales role in a CRO selling FSP services required.
  • Experience with clinical operations services highly desirable.
  • Experience selling clinical services required.
  • A bachelor's degree is required; an advanced degree is preferred.
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