(Senior) Client Relationship Director, FSP - Enterprise Accounts
United Kingdom, Remote Additional Locations: Amsterdam, North Holland, Netherlands; Belgrade, Serbia; Dublin, Dublin, Ireland; Madrid, Madrid, Spain; Milano, Milano, Italy; Stockholm, Stockholm County, Sweden; Warsaw, Poland; Wavre, Walloon Brabant, Belgium Job ID R0000027160 Category SalesAbout this Role
The Client Relationship Director FSP - Enterprise Accounts will work closely with Commercial Operations, SBU Delivery, Solutions Consultants, and Clients and Partners.
- Responsible for identifying, targeting, and securing new business across Parexel’s FSP services, primarily clinical operations, through professional, consultative, proactive sales activities directed at decision-makers and decision influencers
- Anticipate client questions; uncover clients’ unique needs and become the focal point for discussing, representing and selling Parexel’s FSP solutions
- 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
- Drive the entire sales process and ensures smooth transition to delivery
- Maintain close relationships with delivery teams for identification of new opportunities to ensure account growth
- Collaborate with marketing, inside sales, Solution Consultants, and commercial operations to obtain thorough knowledge of the competitive landscape and high priority opportunities.
- Aggressively pursue awareness of competitive activities, positioning and pricing, which includes specific reasons for awards and non-awards
- 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
- 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 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
- 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 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 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
- 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 time as client needs dictate
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Experience and Education
- Prior Experience in B2B sales role in a CRO selling FSP services required
- Experience with clinical operations services highly desirable
- Experience selling clinical services required
- A bachelors' degree is required; an advanced degree is preferred.
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