Consultative Sales Director

<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><b><u>Key Accountabilities:</u></b></p><p></p><p><b>Strategic Client Development and Relationship Management:</b></p><ul><li>Develop and execute account strategies for assigned clients and territories</li><li>Build and maintain relationships with senior decision-makers and key stakeholders</li><li>Identify client needs, challenges, and strategic priorities through consultative dialogue</li><li>Serve as a trusted advisor on clinical development strategies and approaches</li><li>Manage complex, long-term client relationships to foster loyalty and growth</li></ul><p></p><p><b>Solution Development and Opportunity Management:</b></p><ul><li>Lead the qualification and pursuit of sales opportunities aligned with business objectives</li><li>Collaborate with subject matter experts to design tailored solutions for client needs</li><li>Develop compelling value propositions that address client challenges and priorities</li><li>Guide the preparation of high-quality proposals, presentations, and bid defenses</li><li>Negotiate contract terms and conditions that balance client needs and business requirements</li></ul><p></p><p><b>Sales Planning and Performance Management:</b></p><ul><li>Develop territory and account plans aligned with sales targets and strategic priorities</li><li>Forecast sales pipeline and revenue projections with appropriate documentation</li><li>Monitor sales performance metrics and adapt strategies to achieve objectives</li><li>Identify market trends and competitive insights to inform sales approaches</li><li>Collaborate with leadership on pricing strategies and commercial models</li></ul><p></p><p><b>Cross-functional Leadership and Collaboration:</b></p><ul><li>Partner with delivery teams to ensure solution feasibility and operational alignment</li><li>Collaborate with marketing on client-focused messaging and materials</li><li>Engage subject matter experts in client discussions and solution development</li><li>Coordinate with legal, finance, and contracts teams during opportunity pursuit</li><li>Share market intelligence and client feedback with internal stakeholders</li></ul><p></p><p><b><u>Skills:</u></b></p><ul><li>Consultative selling and solution development</li><li>Strategic account planning and management</li><li>Needs assessment and problem-solving</li><li>Value proposition development and articulation</li><li>Presentation design and delivery</li><li>Negotiation and influence</li><li>Relationship building and management</li><li>Business acumen and financial analysis</li><li>Proposal development and bid strategy</li><li>Contract review and negotiation</li><li>Written and verbal communication</li><li>Stakeholder management and collaboration</li><li>Strategic thinking and planning</li><li>Time management and prioritization</li><li>Leadership and team coordination</li><li>Competitive analysis and positioning</li><li>Adaptability and resilience</li></ul><p></p><p><b><u>Knowledge and Experience:</u></b></p><ul><li>Understanding of clinical research processes, methodologies, and best practices</li><li>Knowledge of drug development pathways and regulatory requirements</li><li>Familiarity with pharmaceutical and biotechnology industry dynamics</li><li>Understanding of clinical research service models and delivery approaches</li><li>Typically 10&#43; years of progressive sales experience in clinical research or related services</li><li>Proven track record of achieving or exceeding sales targets in complex service environments</li><li>Experience selling to pharmaceutical, biotechnology, or medical device companies</li><li>Background in managing long sales cycles and complex decision-making processes</li><li>Understanding of contracting processes for clinical research services</li><li>Experience collaborating with cross-functional teams on solution development</li></ul><p></p><p><b><u>Education:</u></b></p><ul><li>Bachelor&#39;s degree in life sciences, business, or related field</li><li>Professional development in consultative selling, strategic account management, or solution selling</li></ul>