Client Relationship Director, Enterprise Accounts

4 dagen geleden

Zwolle, Overijssel, Nederland Parexel Voltijd

Parexel's Vision for Success

The Client Relationship Director FSP - Enterprise Accounts will play a pivotal role in driving business growth and expansion for Parexel's FSP services. This individual will be responsible for identifying, targeting, and securing new business opportunities across clinical operations, leveraging professional, consultative, and proactive sales activities directed at decision-makers and influencers.

Key Responsibilities

  • Develop and execute a strategic sales plan to achieve sales targets and expand Parexel's FSP services in the enterprise accounts segment.
  • Build and maintain strong relationships with clients, stakeholders, and internal teams to ensure seamless delivery of services and identify new business opportunities.
  • Collaborate with Commercial Operations, SBU Delivery, Solutions Consultants, and Clients to develop and implement effective sales strategies.
  • Anticipate client needs, uncover unique business opportunities, and represent Parexel's FSP solutions to decision-makers and influencers.
  • 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.
  • Drive the entire sales process and ensure smooth transition to delivery, maintaining close relationships with delivery teams for identification of new opportunities to ensure account growth.
  • Stay up-to-date with industry trends, competitive landscape, and high-priority opportunities, collaborating with marketing, inside sales, Solution Consultants, and commercial operations to obtain thorough knowledge.
  • Aggressively pursue awareness of competitive activities, positioning, and pricing, including specific reasons for awards and non-awards.
  • Execute on assigned territory/account sales strategy to gain market share and build high levels of customer satisfaction and loyalty.

Requirements

  • Proven sales track record of achieving/surpassing sales goals in a B2B sales role, preferably in a CRO selling FSP services.
  • Experience with clinical operations services is highly desirable.
  • Ability to work independently and as a team player, including complex, dynamic teams.
  • Excellent business/industry awareness and a thorough understanding of industry trends and impact on the business.
  • Strong consultative skills, solid understanding of commercialization, and principles of drug discovery and development.
  • Excellent analytical skills in assessing and interpreting customer business data.
  • Demonstrated ability to build relationships and communicate at senior management level.
  • Demonstrated ability to influence others internally and externally.
  • Ability to establish and maintain effective working relationships with coworkers, managers, clients, and customers.
  • Ability to maintain demanding timelines, adaptability, and flexibility to changing priorities.
  • Demonstrated ability to work creatively in a fast-paced environment.
  • Attention to detail and ability to work simultaneously on multiple priorities.
  • Willingness to travel 50% of the time as client needs dictate.

Qualifications

  • Proven sales track record of achieving/surpassing sales goals.
  • Ability to work independently and as a team player, including complex, dynamic teams.
  • Excellent business/industry awareness and a thorough understanding of industry trends and impact on the business.
  • Strong consultative skills.
  • Solid understanding of commercialization and principles of drug discovery and development.
  • Excellent analytical skills in assessing and interpreting customer business data.
  • Demonstrated ability to build relationships and communicate at senior management level.
  • Demonstrated ability to influence others internally and externally.
  • Ability to establish and maintain effective working relationships with coworkers, managers, clients, and customers.
  • Ability to maintain demanding timelines, adaptability, and flexibility to changing priorities.
  • Demonstrated ability to work creatively in a fast-paced environment.
  • Attention to detail and ability to work simultaneously on multiple priorities.
  • Willingness to travel 50% of the time as client needs dictate.

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