Consultative Sales Director, Biotech

Consultative Sales DirectorParexel has an opportunity for a Consultative Sales Director to join our Emerging Biopharma team to cover the San Francisco and Pacific Northwest territories. The Consultative Sales Director is responsible for identification, targeting, and securing new business across all SBUs, through professional, consultative, proactive sales activities directed at decision-makers and decision influencers. The CSD drives the entire sales process in close collaboration with the Solutions Consultants and Commercial Operations, and ensures smooth transition to delivery. The CSD will execute on their territory/account sales strategy to gain market share and build high levels of customer satisfaction and loyalty.New Business Acquisition: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 accountEnsure appropriate strategy/solution is proposed to customerLead 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 targetsWork with Solutions Consultant and Finance to agree on appropriate pricing strategyEducate team participants in bid pursuit on customer culture, operational needs/methods and sales techniques needed to close the saleAdapt successful strategies and tactics to meet market demands and financial targetsClient Prospecting:Actively maintain territory account plan with break-in strategiesUnderstand the clients' development and commercial strategy, product development portfolio, and pain pointsProject confidence and expertise in the approach and engagement with key decision makersProactively engage clients across all key functions up and down the sponsor organization; maintain high visibility within client organization and become the trusted advisorDevelop a strong understanding of clients' organizational structures and key stakeholdersAnticipate client questions; uncover clients' unique needs and become the focal point for discussing, representing and selling Parexel's integrated solutions across all SBUsCompetition:Collaborate with marketing, inside sales, Solution Consultants, and commercial operations to obtain thorough knowledge of the competitive landscape and high priority opportunitiesAggressively pursue awareness of competitive activities, positioning and pricing, which includes specific reasons for awards and non-awardsParexel:Maintain solid knowledge of all Parexel services and value propositions for appropriate cross-selling opportunitiesCollaborate with Solution Consultants to identify appropriate, integrated solutionsClient Relationship Management:Ensures appropriate hand-off to delivery team liaising with Project Integrator Role or Project Leader to transfer knowledge on client needs and expectationsMaintain close relationships with delivery teams for identification of new opportunities to ensure account growthSkills:Proven sales track record of achieving/surpassing sales goalsAbility to work independently and as team player; including complex, dynamic teamsExcellent business/industry awareness and a thorough understanding of industry trends and impact on the businessStrong consultative skillsSolid understanding of commercialization and the principles of drug discovery and developmentExcellent analytical skills in assessing and interpreting customer business dataDemonstrated ability to build relationships and to communicate at senior management levelDemonstrated ability to influence others internally and externallyAbility to establish and maintain effective working relationships with coworkers, managers, clients and customersAbility to maintain demanding timelinesAdaptability and flexibility to changing prioritiesDemonstrated ability to work creatively in a fast-paced environmentAttention to detail and ability to work simultaneously on multiple prioritiesWillingness to travel 50% of time as client needs dictateKnowledge and Experience:Multiple years previous experience in B2B sales role, preferably in a CRO, Life Sciences Company or Consulting background specializing in Life SciencesEducation:BS degree required. Advanced degree preferred.EEO Disclaimer 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.