What are the responsibilities and job description for the Senior Client Relationship Director, Enterprise Sales position at Parexel?
When our values align, there's no limit to what we can achieve.
The Senior Client Relationship Director (CRD) is responsible for sales growth, profitability and building relationships within a specific set of accounts (determined by region, therapeutic area or service line). The CRD supports the Account Leader in development, implementation, and achievement of the business vision, strategy, plan, financial metrics and execution for the account.
Commercial Leadership
Support Account Leader in therapeutic area, service line or region specific account plans
Direct responsibility for assigned Accounts including NBA growth, Bid pursuit, commercial negotiation of contracts
Lead activities that accelerate growth and profitability
Develop or contribute to account plans
Working in a consultative manner, identify opportunities and collaborate with Account Leader to develop winning and integrative solutions across SBUs
Develop proposal narratives and executive summaries
Lead bid pursuit meeting
Lead and sign off proposal strategy and development in collaboration with cross functional colleagues
Pursue awareness of competitive activities, position and pricing, including reasons for awards and non-awards
Account Leadership
Identify client needs and develop creative solutions for projects, leveraging expertise, operational capabilities and technologies
Maintain high visibility within client organization (e.g., therapeutic area, service line, region)
Maintain solid knowledge of all Parexel services and value propositions for appropriate cross-selling opportunities
Maintain positive client relationships to drive repeat business
Ensures appropriate hand-off to delivery team liaising with Project Integrator Role or Project Leader to transfer knowledge on client needs and expectations
Maintain close relationships with delivery teams for identification of new opportunities to ensure account growth
Skills :
Strategic and / or consulting skills in helping clients maximize short- and long-term drug development goals
Ability to build relationships and to communicate at senior management level
Solid understanding of the principles of drug discovery and development
Demonstrated commercial acumen
Ability to influence and maintain effective working relationships with coworkers, managers, clients and customers
Experience in presenting, packaging and proposing integrated solutions to demonstrate value and potential return on investment to clients
Demonstrates an entrepreneurial drive blending urgency, strategic thinking, and an awareness of influencing behavior in a global environment
Highly effective communicator at all levels with both clients and internally. Must be open and direct with strong oral and written communication skills
Must be comfortable operating in a demanding, fast paced environment and be capable of reacting swiftly to changing business demands
Should be driven to deliver quality results on time and in a highly ethical and professional manner
Knowledge and Experience :
Multiple years previous business development experience working in pharmaceutical services environment, preferable in a CRO, Life Sciences Company or Consulting background specializing in Life Sciences.
Preferred experience in both sales and delivery roles
Experience in oncology preferred
Education : BS degree required
Advanced degree preferred
EEO Disclaimer
Parexel is an equal opportunity employer. Qualified applicants will receive consideration for employment without regard to legally protected status, which in the US includes race, color, religion, sex, sexual orientation, gender identity, national origin, disability or protected veteran status.
