Associate Business Development Director, Channel Sales

The Associate Business Development Director, Channel Sales (ADCS) is responsible for growing sales and profitability primarily from new accounts in the CRO sector, with a secondary focus on established accounts. The ADCS will work closely with Lead Generation in an effort to target and strategically approach new business within those accounts. Working closely with internal stakeholders as well as with CROs directly, the ADCS will 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 basisExecute the Partner Program. Initiate the development of sales strategies on an account and territory basis which meet the needs of the company strategic plan, consistently growing sales in the specified sector. Provide well thought out account and territory plans which ultimately contribute to the overall company understanding of the territory or assignment.Actively engage in the creation and close management of a sales pipeline ensuring the quality and timeliness of data. Proactively manage the pipeline ensuring the development of sufficient pipeline to deliver on sales goalsCollaborate with Lead Generation and VP Channel Sales to identify target opportunities. Strategize on best way to approach existing as well as new CRO accounts. Create opportunities in pipeline that align with pricing and strategic initiatives.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.Ownership of proposal strategy including narrative and executive summaries. 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. Building long term CRO relationships to gain preferred supplier status is the goal.QualificationsSkills:The ability to build ‘new business’ is essentialRelationship building within the customer environment is critical to successThe ability to influence and work with internal stakeholders is importantHigh 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.comStrong ability to influence and negotiate

Knowledge and Experience :A minimum of 3 years relevant experience in sales to Life Science companiesSpecific and demonstrable success in developing a sales territory and account plans showing consistent year over year growthProven track record in delivering sales results against a planAble to operate within a collaborative team environmentStrong business acumen and analytical skills, with the ability to present clear and concise informationStrong understanding of developing long term high value external relationshipsProactively identify sales pipeline risks and develop mitigation plansProvide constructive/analytical feedback and suggestions to sales stakeholdersWork with partners for maximum effectiveness and account expansionProvide timely and insightful input back to other corporate functions, particularly marketing and commercial leadershipPreferred experience in sales and delivery rolesGerman language competence is preferable.

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.