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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 influencersAnticipate client questions; uncover clients' unique needs and become the focal point for discussing, representing and selling Parexel's FSP solutionsLead 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 targetsDrive the entire sales process and ensures smooth transition to deliveryMaintain close relationships with delivery teams for identification of new opportunities to ensure account growthCollaborate 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-awardsExecute on your assigned territory/account sales strategy to gain market share and build high levels of customer satisfaction and loyaltyWe are looking for someone who has a proven sales track record of achieving/surpassing sales goalsAbility to work independently and as team player, including complex, dynamic teamsExcellent business/industry awareness and a thorough understanding of industry trends and impact on the businessStrong consultative skillsSolid understanding of commercialization and the principles of drug discovery and developmentExcellent analytical skills in assessing and interpreting customer business dataDemonstrated ability to build relationships and to communicate at senior management levelDemonstrated ability to influence others internally and externallyAbility to establish and maintain effective working relationships with coworkers, managers, clients and customersAbility to maintain demanding timelinesAdaptability and flexibility to changing prioritiesDemonstrated ability to work creatively in a fast-paced environmentAttention to detail and ability to work simultaneously on multiple prioritiesQualificationsProven sales track record of achieving/surpassing sales goalsAbility to work independently and as team player, including complex, dynamic teamsExcellent business/industry awareness and a thorough understanding of industry trends and impact on the businessStrong consultative skillsSolid understanding of commercialization and the principles of drug discovery and developmentExcellent analytical skills in assessing and interpreting customer business dataDemonstrated ability to build relationships and to communicate at senior management levelDemonstrated ability to influence others internally and externallyAbility to establish and maintain effective working relationships with coworkers, managers, clients and customersAbility to maintain demanding timelinesAdaptability and flexibility to changing prioritiesDemonstrated ability to work creatively in a fast-paced environmentAttention to detail and ability to work simultaneously on multiple prioritiesWillingness to travel 50% of time as client needs dictate· Experience and EducationPrior Experience in B2B sales role in a CRO selling FSP services requiredExperience with clinical operations services highly desirableExperience selling clinical services requiredA bachelors' degree is required; an advanced degree is preferred.
