Consultative Sales Director, Biotech

About the Role

Key Responsibilities

• Actively and aggressively prospect and leverage potential new business opportunities within specified customer account(s).
• Analyze and prioritize potential opportunities and develop strategic sales plans for each target account.
• Ensure appropriate strategy/solution is proposed to customer.
• 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.
• Work with Solutions Consultant and Finance to agree on appropriate pricing strategy.
• Educate team participants in bid pursuit on customer culture, operational needs/methods, and sales techniques needed to close the sale.
• Adapt successful strategies and tactics to meet market demands and financial targets.
• Maintain territory account plan with break-in strategies.
• Understand clients' development and commercial strategy, product development portfolio, and pain points.
• Project confidence and expertise in engagement with key decision makers.
• Proactively engage clients across all key functions and maintain high visibility within client organizations.
• Develop understanding of clients' organizational structures and key stakeholders.
• Anticipate client questions and uncover clients' unique needs.
• Collaborate with marketing, inside sales, Solution Consultants, and commercial operations to understand the competitive landscape.
• Maintain knowledge of all Parexel services and value propositions for cross-selling opportunities.
• Ensure appropriate hand-off to delivery teams and maintain close relationships for account growth.

Requirements

• Proven sales track record of achieving or surpassing sales goals.
• Ability to work independently and as part of a team, including complex, dynamic teams.
• Excellent business and industry awareness, with understanding of industry trends.
• Strong consultative skills and solid understanding of drug discovery and development principles.
• Excellent analytical skills in assessing and interpreting customer business data.
• Demonstrated ability to build relationships and communicate at senior management level.
• Ability to influence others internally and externally.
• Ability to establish and maintain effective working relationships with coworkers, managers, clients, and customers.
• Ability to work creatively in a fast-paced environment and manage demanding timelines.
• Willingness to travel 50% of the time as client needs dictate.
• Multiple years of previous experience in B2B sales, preferably in CRO, Life Sciences Company, or Consulting in Life Sciences.
• BS degree required; advanced degree preferred.

Nice to Have

• Experience in a CRO, Life Sciences Company, or Consulting background specializing in Life Sciences.
• Advanced degree in a relevant field.

Qualifications

• BS degree required.
• Advanced degree preferred.