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The Senior Client Relationship Director FSP - Enterprise Accounts will work closely with Commercial Operations, SBU Delivery, Solutions Consultants, and Clients and Partners.
1. Responsible for 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
2. Anticipate client questions; uncover clients’ unique needs and become the focal point for discussing, representing and selling Parexel’s FSP solutions
3. 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
4. Drive the entire sales process and ensures smooth transition to delivery
5. Maintain close relationships with delivery teams for identification of new opportunities to ensure account growth
6. Collaborate with marketing, inside sales, Solution Consultants, and commercial operations to obtain thorough knowledge of the competitive landscape and high priority opportunities.
7. Aggressively pursue awareness of competitive activities, positioning and pricing, which includes specific reasons for awards and non-awards
8. 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
9. Ability to work independently and as team player, including complex, dynamic teams
10. Excellent business/industry awareness and a thorough understanding of industry trends and impact on the business
11. Strong consultative skills
12. Solid understanding of commercialization and the principles of drug discovery and development
13. Excellent analytical skills in assessing and interpreting customer business data
14. Demonstrated ability to build relationships and to communicate at senior management level
15. Demonstrated ability to influence others internally and externally
16. Ability to establish and maintain effective working relationships with coworkers, managers, clients and customers
17. Ability to maintain demanding timelines
18. Adaptability and flexibility to changing priorities
19. Demonstrated ability to work creatively in a fast-paced environment
20. Attention to detail and ability to work simultaneously on multiple priorities
Qualifications
21. Proven sales track record of achieving/surpassing sales goals
22. Ability to work independently and as team player, including complex, dynamic teams
23. Excellent business/industry awareness and a thorough understanding of industry trends and impact on the business
24. Strong consultative skills
25. Solid understanding of commercialization and the principles of drug discovery and development
26. Excellent analytical skills in assessing and interpreting customer business data
27. Demonstrated ability to build relationships and to communicate at senior management level
28. Demonstrated ability to influence others internally and externally
29. Ability to establish and maintain effective working relationships with coworkers, managers, clients and customers
30. Ability to maintain demanding timelines
31. Adaptability and flexibility to changing priorities
32. Demonstrated ability to work creatively in a fast-paced environment
33. Attention to detail and ability to work simultaneously on multiple priorities
34. Willingness to travel 50% of time as client needs dictate
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Experience and Education
35. Prior Experience in B2B sales role in a CRO selling FSP services required
36. Experience with clinical operations services highly desirable
37. Experience selling clinical services required
38. A bachelors' degree is required; an advanced degree is preferred.