Client Relationship Director, Enterprise Accounts

The Client/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.

Key responsibilities include; Commercial Leadership and Account Leadership.

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 meetings

Lead and sign off proposal strategy and development in collaboration with cross functional colleagues

Ensure that pricing is appropriate to win the business and meet financial targets, including profitability, contractual terms and business risk

Pursue awareness of competitive activities, position and pricing, including reasons for awards and non-awards

Account Leadership and Business Development

Understand the clients’ development and commercial strategy, product development portfolio, and pain points

Develop a strong understanding of clients’ organizational structures and key stakeholders

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

Be the senior point of escalation for delivery/operational issues and arrange for follow through of resolutions via the appropriate departments

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. Knowledge and Experience

10 + years previous experience working in pharmaceutical services environment, preferably in a CRO, Life Sciences Company or Consulting background specializing in Life Sciences.

Experience in both sales and delivery roles

Experience in Clinical Development

Experience in Early Phase (1b/2a) / Immuno-oncology / Rare Disease space desirable 

understands and has experience with the sales process

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

Education - BS degree required. Advanced degree preferred.

Travel as required

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