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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.
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
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
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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