Business Development Director ( All Levels )

<p><b>When our values align, there&#39;s no limit to what we can achieve.</b><br /> <br />At Parexel, we all share the same goal - to improve the world&#39;s health. From clinical trials to regulatory, consulting, and market access, every clinical development solution we provide is underpinned by something special - a deep conviction in what we do.</p><p>Each of us, no matter what we do at Parexel, contributes to the development of a therapy that ultimately will benefit a patient. We take our work personally, we do it with empathy and we&#39;re committed to making a difference.</p><p></p><p></p><p>The Business Development 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. S/he Drives the entire sales process in close collaboration with the Solutions Consultants and Commercial Operations and ensures smooth transition to delivery. S/he will execute on her/his territory/Account sales strategy to gain market share and build high levels of customer satisfaction and loyalty.</p><p>New Business Acquisition</p><ul><li>Actively and consistently prospect and leverage potential new business opportunities within specified customer account(s)</li><li>Analyze and prioritize potential opportunities and develop strategic sales plans for each target account</li><li>Ensure appropriate strategy/solution is proposed to customer</li><li>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</li><li>Work with Solutions Consultant and Finance to agree on appropriate pricing strategy</li><li>Educate team participants in bid pursuit on customer culture, operational needs/methods and sales techniques needed to close the sale</li><li>Adapt successful strategies and tactics to meet market demands and financial targets<br /> </li></ul><p>Client prospecting</p><ul><li>Actively maintain territory account plan with break-in strategies · Understand the clients’ development and commercial strategy, product development portfolio, and pain points</li><li>Project confidence and expertise in the approach and engagement with key decision makers</li><li>Proactively engage clients across all key functions up and down the sponsor organization; maintain high visibility within client organization and become the trusted advisor</li><li>Develop a strong understanding of clients’ organizational structures and key stakeholders</li><li>Anticipate client questions; uncover clients’ unique needs and become the focal point for discussing, representing and selling PAREXEL’s integrated solutions across all SBUs<br /> </li></ul><p>Competition</p><ul><li>Collaborate with marketing, inside sales, Solution Consultants, and commercial operations to obtain thorough knowledge of the competitive landscape and high priority opportunities</li><li>Aggressively pursue awareness of competitive activities, positioning and pricing, which includes specific reasons for awards and non-awards</li></ul><p>Parexel</p><ul><li>Maintain solid knowledge of all Parexel services and value propositions for appropriate cross-selling opportunities</li><li>Collaborate with Solution Consultants to identify appropriate, integrated solutions</li></ul><p>Client Relationship Management</p><ul><li>Ensures appropriate hand-off to delivery team liaising with Project Integrator Role or Project Leader to transfer knowledge on client needs and expectations</li><li>Maintain close relationships with delivery teams for identification of new opportunities to ensure account growth</li></ul><p>Skills:</p><ul><li>Proven sales track record of achieving/surpassing sales goals</li><li>Ability to work independently and as team player; including complex, dynamic teams</li><li>Excellent business/industry awareness and a thorough understanding of industry trends and impact on the business</li><li>Strong consultative skills</li><li>Solid understanding of commercialization and the principles of drug discovery and development</li><li>Excellent analytical skills in assessing and interpreting customer business data</li><li>Demonstrated ability to build relationships and to communicate at senior management level</li><li>Demonstrated ability to influence others internally and externally</li><li>Ability to establish and maintain effective working relationships with coworkers, managers, clients and customers</li><li>Ability to maintain demanding timelines</li><li>Adaptability and flexibility to changing priorities</li><li>Demonstrated ability to work creatively in a fast-paced environment</li><li>Attention to detail and ability to work simultaneously on multiple priorities</li><li>Willingness to travel 50% of time as client needs dictate</li></ul>