At a Glance
- Tasks: Drive new business opportunities and develop strategic sales plans for key accounts.
- Company: Join a leading CRO with a focus on innovation and client success.
- Benefits: Competitive salary, travel opportunities, and professional growth in a dynamic environment.
- Other info: Opportunity to work with a collaborative team and advance your career in a fast-paced setting.
- Why this job: Make an impact by connecting clients with integrated solutions in the healthcare industry.
- Qualifications: Proven B2B sales experience, strong consultative skills, and ability to build relationships.
The predicted salary is between 80000 - 100000 € per year.
The Senior Consultative Sales Director within our Emerging & Growth Accounts team will work closely with Commercial Operations, SBU Delivery, Solutions Consultants, and Clients and Partners.
Key Accountabilities
- 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.
Client Prospecting
- Actively maintain territory account plan with break-in strategies.
- Understand the clients’ development and commercial strategy, product development portfolio, and pain points.
- Project confidence and expertise in the approach and engagement with key decision makers.
- Proactively engage clients across all key functions up and down the sponsor organization; maintain high visibility within client organization and become the trusted advisor.
- Develop a strong understanding of clients’ organizational structures and key stakeholders.
- Anticipate client questions; uncover clients’ unique needs and become the focal point for discussing, representing and selling PAREXEL’s integrated solutions across all SBUs.
Competition
- Collaborate 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-awards.
Parexel
- Maintain solid knowledge of all Parexel services and value propositions for appropriate cross-selling opportunities.
- Collaborate with Solution Consultants to identify appropriate, integrated solutions.
Client Relationship Management
- 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
- Proven sales track record of achieving/surpassing sales goals.
- Ability to work independently and as 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 the principles of drug discovery and development.
- Excellent analytical skills in assessing and interpreting customer business data.
- Demonstrated ability to build relationships and to 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 time as client needs dictate.
Knowledge and Experience
- Multiple years demonstrated success in B2B sales role within the CRO environment.
- Experience selling phase II/III clinical services is required.
Education
- BS degree required. Advanced degree preferred.
Senior Business Development Director employer: Parexel International
At Parexel, we pride ourselves on being an exceptional employer, offering a dynamic work culture that fosters collaboration and innovation. Our Senior Business Development Directors benefit from extensive professional growth opportunities, competitive compensation, and a supportive environment that values employee contributions. Located in a vibrant area, our team enjoys a balance of challenging work and the chance to make a meaningful impact in the clinical research industry.
StudySmarter Expert Advice🤫
We think this is how you could land Senior Business Development Director
✨Tip Number 1
Network like a pro! Get out there and connect with industry folks on LinkedIn or at events. The more people you know, the better your chances of landing that Senior Business Development Director role.
✨Tip Number 2
Do your homework on potential clients! Understand their needs and pain points so you can tailor your pitch. When you show you know their business inside out, you'll stand out as a trusted advisor.
✨Tip Number 3
Practice your consultative selling skills! Role-play with a friend or mentor to refine your approach. Being able to confidently engage with key decision-makers is crucial in closing those deals.
✨Tip Number 4
Don’t forget to apply through our website! It’s the best way to ensure your application gets noticed. Plus, we love seeing candidates who are proactive about their job search!
We think you need these skills to ace Senior Business Development Director
Some tips for your application 🫡
Tailor Your CV:Make sure your CV reflects the skills and experiences that match the Senior Business Development Director role. Highlight your proven sales track record and any relevant B2B experience, especially in the CRO environment.
Craft a Compelling Cover Letter:Your cover letter is your chance to shine! Use it to explain why you're the perfect fit for this role. Mention specific strategies you've used in the past that align with the key accountabilities listed in the job description.
Showcase Your Consultative Skills:In both your CV and cover letter, emphasise your consultative skills and ability to build relationships. Share examples of how you've influenced decision-makers and addressed client needs in previous roles.
Apply Through Our Website:We encourage you to apply directly through our website. It’s the best way for us to receive your application and ensures you’re considered for the role. Plus, it shows your enthusiasm for joining our team!
How to prepare for a job interview at Parexel International
✨Know Your Client Inside Out
Before the interview, dive deep into understanding the clients you’ll be working with. Familiarise yourself with their development strategies, pain points, and organisational structures. This will help you project confidence and expertise when discussing how you can address their needs.
✨Master the Competitive Landscape
Research the competition thoroughly. Understand their positioning, pricing strategies, and what makes them successful or not. Being able to discuss this knowledge during your interview will show that you’re proactive and ready to tackle challenges head-on.
✨Showcase Your Consultative Skills
Prepare examples that highlight your consultative sales approach. Think of specific instances where you’ve successfully identified client needs and tailored solutions accordingly. This will demonstrate your ability to build relationships and influence key decision-makers.
✨Be Ready for Scenario Questions
Expect scenario-based questions that assess your problem-solving skills and adaptability. Prepare by thinking through potential challenges you might face in the role and how you would address them. This will showcase your analytical skills and readiness to thrive in a fast-paced environment.
