Senior Business Development Director, Channel Sales

The Senior Director Business Development, Channel Sales (SDCS) is responsible for providing strategic input into initiatives designed to grow sales and profitability from the CRO sector, particularly providing mentorship, training and oversight of Associate Directors. The SDCS will coach Associate Directors in ways to build mutually beneficial business relationships which will serve to meet specific sales goals and objectives.

Meet and exceed sales goals set by the Commercial management team on an annual basisProvide strategic input into the design and execution of the Partner Program. Initiate the development of sales strategies by other team members, on an account and territory basis which meet the needs of the company strategic plan, consistently growing sales in the specified sector. Have as many CRO partners as possible, enroll onto and complete enablement in one or more products (as enablement programs become available)Monitoring the creation and close management of a sales pipeline ensuring the quality and timeliness of dataCollaborate with Lead Generation and VP Channel Sales to identify target opportunities, for the Channel team to develop. Strategize on best way to approach existing, as well as new, CRO accounts. In collaboration with the Strategic Marketing team introduce new products and services to clients in the territory ensuring positive outcomes against the strategic plan. Work with internal stakeholders to execute.Coach and guide other team members in techniques for their ownership of proposal strategy including narrative and executive summaries. Provide guidance in how to lead, create and execute well organized and structured bid defence and governance meetings, as necessary. This includes gathering all internal and external resources necessary for a successful engagement. As workload demands, be responsible for management of accounts and relationships, contributing to the sales attainment of the team. QualificationsSkills:The ability to coach other team members in deepening existing relationships, building relationships and new business is essential.Relationship building within the customer environment is critical to successThe ability to influence and work with internal stakeholders is important.High level of competence with Microsoft Office suite (especially Excel and PowerPoint) is essential.Expertise in CRM and collaboration tools with a specific emphasis on Salesforce.com.Strong ability to influence and negotiate.

Knowledge and Experience :A minimum of 10 years relevant experience in sales to Life Science companies, ideally to CROs.Specific and demonstrable success in developing a sales territory and account plans showing consistent year over year growth.Proven track record in delivering sales results against a plan.Able to operate within a collaborative team environment.Strong business acumen and analytical skills, with the ability to present clear and concise information.Strong understanding of developing long term high value external relationships.Proactively identifies sales pipeline risks and develops mitigation plans.Provide constructive/analytical feedback and suggestions to sales stakeholders.Work with partners for maximum effectiveness and account expansion.Provide timely and insightful input back to other corporate functions, particularly marketing and commercial leadership.Experience in training and coaching of other team members, to help them excel in the above.Preferred experience in sales and delivery roles.

Education:

Bachelor's degree in business, marketing, physical sciences, or related field.

EEO DisclaimerParexel 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.