Market Development Manager
4 weeks ago
When our values align, there's no limit to what we can achieve.
Parexel is in the business of improving the world’s health. We do this by providing a suite of biopharmaceutical services that help clients across the globe transform scientific discoveries into new treatments. We believe in our values,
This position will work within oursuccessful and established EMEA Inside Sales team here at Parexel which is a successful component of our Global Commercial Operations & Market & Business Development group.
This role can be based ideally in the and can be either We will also consider other possible locations such as d . The offices are open planned, and you will be working in an innovative and collaborative environment with your international peers and colleagues.
As the you will be responsible for identifying and prioritizing new business opportunities across all SBUs and creating customized outreach plans to try to connect decision-makers and decision influencers with our sales team. You will collaborate with Consultative Sales Directors (CSD's), Solutions Consultants (SC's), Commercial Operations, Therapeutic Franchise staff & SBU leadership. You will play an indirect but important role in the success of the company’s sales strategy for your territory and accounts, including the strategy to gain market share and build high levels of client engagement and loyalty.
Key Accountabilities:
New Business: Leads, Prospects and Opportunities:
Responsible for researching and completing due diligence on the geographic territory, initial tiering of accounts based on pipeline, people, press releases, venture capital / private equity funding to evaluate how to maximize future outreach activities.
Maintain active tracking documentation based on advancements, M&A activities, asset transfers to determine how to best position Parexel in outreach.
Evaluate the venture capital and private equity landscape for funding activity in the territory to determine future prospecting efforts.
Actively and aggressively prospect and leverage potential new business opportunities within specified customer account(s).
Analyze and prioritize potential opportunities and develop strategic plans for each target account and total target accounts.
Create individualized outreach plans for potential new customers and new opportunities for current customers
Communicate proposed strategy/solution to sales team to ensure continuity of concept.
Adapt successful strategies and tactics to meet market demands
and financial targets.
Develop and maintain plan to anticipate possible opportunities to
provide new solutions to existing customers.
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.
Maintain consistent communication with prospects and clients to
maintain engagement through roundtable events, company specific SME driven topics relevant to sponsor drug development, earn referrals to other departments, decision makers, & influencers through current network.
Develop a strong understanding of clients’ organizational structures and key stakeholders.
Anticipate client questions; uncover clients’ unique needs and foster discussion and representation of Parexel’s integrated solutions across all SBUs.
Client Relationship Management
Continue to learn about current clients by dissecting sponsor hierarchy of decision makers & influencers and look for opportunities for Parexel to expand into a full-service provider for its customers
Education:
Educated to degree level other relevant qualification or equivalent sales experience
Skills:
Proven track record of achieving/surpassing lead generation goals or equivalent scientific degree.
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 lead generation & 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 and aggressive new meetings & RFP targets.
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 10% of time as client needs / conferences dictate.
Demonstrated ability to work 100% independently with minimal supervision
Knowledge to perform market research / account analysis and regional outreach strategies with minimal guidance from manager.
Able to represent Consultative Sales Director in his / her absence during early engagement meetings with prospective clients.
Can build an effective outreach campaign / thought leadership teaching session independently with minimal support or guidance.
Vocal leader in global and regional team meetings who can articulately share best practices on effective account development & prospecting methodologies.
Knowledge and Experience:
Strong previous experience in B2B a lead generation or sales role, preferably in a CRO, Life Sciences Company or consulting background specializing in the Life Sciences or equivalent advanced scientific degree is desirable.
Strong demonstration of consecutive target achievement and year over year growth in their assigned territory is desirable.
Ability to fully qualify a lead prior to engaging internal staff to take a client call: Funding, Decision Makers & any known Parexel connections, client pain points, Parexel history, pipeline knowledge, leveraging Challenger skills to prepare and investigate.
In return we will be able to offer you a structured career pathway and encouragement to develop within the role including awareness and understanding of the industry. You will be well supported and for your hard work you will be rewarded with a competitive base salary, a sales incentive bonus scheme as well as a benefits package including holiday as well as other benefits that you would expect with a top company in the CRO Industry.
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