When our values align, there's no limit to what we can achieve.
At Parexel, we all share the same goal - to improve the world'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.
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're committed to making a difference.
Key Accountabilities:
Strategic Client Development and Relationship Management:
- Develop and execute account strategies for assigned clients and territories
- Build and maintain relationships with senior decision-makers and key stakeholders
- Identify client needs, challenges, and strategic priorities through consultative dialogue
- Serve as a trusted advisor on clinical development strategies and approaches
- Manage complex, long-term client relationships to foster loyalty and growth
Solution Development and Opportunity Management:
- Lead the qualification and pursuit of sales opportunities aligned with business objectives
- Collaborate with subject matter experts to design tailored solutions for client needs
- Develop compelling value propositions that address client challenges and priorities
- Guide the preparation of high-quality proposals, presentations, and bid defenses
- Negotiate contract terms and conditions that balance client needs and business requirements
Sales Planning and Performance Management:
- Develop territory and account plans aligned with sales targets and strategic priorities
- Forecast sales pipeline and revenue projections with appropriate documentation
- Monitor sales performance metrics and adapt strategies to achieve objectives
- Identify market trends and competitive insights to inform sales approaches
- Collaborate with leadership on pricing strategies and commercial models
Cross-functional Leadership and Collaboration:
- Partner with delivery teams to ensure solution feasibility and operational alignment
- Collaborate with marketing on client-focused messaging and materials
- Engage subject matter experts in client discussions and solution development
- Coordinate with legal, finance, and contracts teams during opportunity pursuit
- Share market intelligence and client feedback with internal stakeholders
Skills:
- Consultative selling and solution development
- Strategic account planning and management
- Needs assessment and problem-solving
- Value proposition development and articulation
- Presentation design and delivery
- Negotiation and influence
- Relationship building and management
- Business acumen and financial analysis
- Proposal development and bid strategy
- Contract review and negotiation
- Written and verbal communication
- Stakeholder management and collaboration
- Strategic thinking and planning
- Time management and prioritization
- Leadership and team coordination
- Competitive analysis and positioning
- Adaptability and resilience
Knowledge and Experience:
- Understanding of clinical research processes, methodologies, and best practices
- Knowledge of drug development pathways and regulatory requirements
- Familiarity with pharmaceutical and biotechnology industry dynamics
- Understanding of clinical research service models and delivery approaches
- Typically 10+ years of progressive sales experience in clinical research or related services
- Proven track record of achieving or exceeding sales targets in complex service environments
- Experience selling to pharmaceutical, biotechnology, or medical device companies
- Background in managing long sales cycles and complex decision-making processes
- Understanding of contracting processes for clinical research services
- Experience collaborating with cross-functional teams on solution development
Education:
- Bachelor's degree in life sciences, business, or related field
- Professional development in consultative selling, strategic account management, or solution selling