Consultative Sales Director, Biotech

7 hours ago

Honolulu HI, United States Parexel Full time

Parexel 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.
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/solution is proposed to 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
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
Develop a strong understanding of clients organizational structures and key stakeholders
Collaborate with marketing, inside sales, Solution Consultants, and commercial operations to obtain thorough knowledge of the competitive landscape and high priority opportunities
Client Relationship Management
Ensures 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
Proven sales track record of achieving/surpassing sales goals
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
Ability to establish and maintain effective working relationships with coworkers, managers, clients and customers
Willingness to travel 50% of time as client needs dictate
Multiple years previous experience in B2B sales role, preferably in a CRO, Life Sciences Company or Consulting background specializing in Life Sciences
Education
LI-REMOTE
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.
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