Group Account Director

Business Development

• Proactively contribute to the development and implementation of MedCom Customer Strategy Sales Plan, monitor and refocus efforts as needed to achieve business targets.

• Actively prospect and leverage potential business opportunities within specified client account(s)

• Accountable for NBA and revenue targets delivered per FY, from assigned accounts

• Accountable for leading franchise-wide/company Account Plan, to drive business opportunities and build Account Plan success

• Manage the development of detailed business plans and sales strategies for each account in liaison with VP of Client and Scientific Services, VP Customer Strategy and VP of CCMEE. Monitor actions and results against plans provide proactive guidance to achieve NBA and Revenue targets.

• Maintain good understanding of the breadth of MedCom and cross SBU capabilities in order to ensure appropriate strategy/solution is proposed to client

• Work with the VP, Client and Scientific Services and Functional Managers to identify appropriate proposal and pitch team, briefing the team appropriately on client strategy and needs

• Lead and champion the entire sales process: take client brief, identify appropriate team; brainstorm creative solutions; prepare the proposal and pitch presentation; lead the discussions with client and confirm the business

• Liaise with the VP, Client and Scientific Services and VP of Customer Strategy regarding pricing decisions, account margins and multiples

• Manage all follow-up on account related business acquisition and drive completion of all required contractual documents

Client Relationship Management

• Maintain high visibility within the client organization; cultivate strong, long-term relationships with key decision-makers and ensure that client is aware of our full range of capabilities

• Able to lead product strategy discussions and communication plan meetings with client team

• Demonstrates commercial thought leadership in key therapy areas

• Proactive account and client management in order to ensure that MedCom meet client expectations and provide a quality, added value service in a cost-effective manner

• Monitor client satisfaction by communicating regularly with customer

• Coordinate with Project/Functional Managers to ensure client needs are being met and proactively address new opportunities or customer dissatisfaction in a timely manner

• Accountable for Client Survey results

Team Leadership

• Through early liaison with relevant Functional Managers ensure appropriate resourcing is in place to win and deliver client solutions

• Develop detailed understanding of company roles and responsibilities in order to facilitate effective team structure and efficient project delivery

• Build effective, co-operative partnerships with Project/Functional Managers to ensure mutual understanding of needs

• Lead, mentor and coach account and project management team to meet client and business needs including financial management, project timelines and quality standards

• Actively encourage global thinking at all levels, facilitating cross-site discussions and maintaining sensitivity to cultural and site-specific issues at all times

• Contribute to team member appraisals, making training and development recommendations, as appropriate

QualificationsHealthcare Industry or relevant experience delivering client solutions in medical communications or related industry. Preferably a degree in Life Sciences

Achievement of new business and revenue targets and profitable projects

• Client satisfaction

• Motivated, well-coordinated project/account team (internal leadership perception/team satisfaction)

• Strong client-focused approach to work, ability to relate to key client personnel and KOL/Faculty in an assertive and professional manner, confident handling of difficult scenarios or client dissatisfaction

• Strong ability to understand, develop, and implement scientific and commercial strategy

• Excellent verbal and written communication and interpersonal skills, with proven ability to negotiate with other departments and resolve conflicts

• Proactive, advanced problem-solving approach to team-specific and company-wide issues

• Proven ability to train and develop people and undertake skills assessment, identifying business needs, creating development plans to address gaps, and resolving performance issues promptly/effectively

• Effective delegation skills

• Ability to keep calm under pressure

• New business development/sales experience

• Demonstrated ability to lead teams successfully

• Good understanding of the drug development process and product marketing strategy

• Good understanding of pharmaceutical industry structure, roles and processes and the issues facing the industry

• General knowledge of PhRMA/FDA/AMA guidelines and how to implement themEEO 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.