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Client Relationship Director, Enterprise Accounts
Parexel International Corporation
Multiple Locations
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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Job posted: 2022-09-21