Consultative Development Manager (BD), EMEA

We are currently looking for Consultative Development Manager to join our Business Development team in the UK (other European locations are also possible).

This function is responsible for identification, targeting, and securing new business across all SBUs, through professional, consultative, proactive lead generation activities directed at decision-makers and decision influencers. Drives the sales process in close collaboration with Consultative Sales Directors and partnering with Solutions Consultants, Commercial Operations, Therapeutic Franchise staff & SBU leadership. Ensures smooth transition to delivery. S/he will execute on her/his territory/Account sales strategy to gain market share and build high levels of client engagement and loyalty.

Key Accountabilities:

New Business Acquisition Actively and aggressively prospect and leverage potential new business opportunities within specified customer account(s) Analyze and prioritize potential opportunities and develop strategic sales plans for each target account ~400-500 total target accounts. Ensure appropriate strategy/solution is proposed to potential and current customers Adapt successful strategies and tactics to meet market demands and financial targets Client Prospecting Actively maintain territory account plan with break-in strategies Understand the clients’ development and commercial strategy, product development portfolio, and pain points Project confidence and expertise in the approach and engagement with key decision makers Proactively engage clients across all key functions up and down the sponsor organization; maintain high visibility within client organization and become the trusted advisor Develop a strong understanding of clients’ organizational structures and key stakeholders Anticipate client questions; uncover clients’ unique needs and become the focal point for discussing, representing and selling Parexel’s integrated solutions across all SBUs Competition Collaborate with Marketing, Solution Consultants, Therapeutic Franchises, SBU leadership, & commercial operations to obtain thorough knowledge of the competitive landscape and high priority opportunities Actively pursue awareness of competitive activities Parexel Maintain solid knowledge of all Parexel services and value propositions for appropriate cross-selling opportunities Collaborate with Solution Consultants, Therapeutic Franchises, SBU leadership, & commercial project leadership to identify appropriate, integrated solutions Client Relationship Management Continue to penetrate current clients by dissecting sponsor hierarchy of decision makers & influencers and continuing to immerse Parexel into a full-service provider QualificationsIdeal candidate will possess: 2-5 years previous experience in B2B lead generation or sales role, preferably in a CRO, Life Sciences Company or Consulting background specializing in Life Sciences University degree Fluent English and excellent communication skills Proven sales track record of achieving/surpassing sales goals Ability to work independently and as team player; including complex, dynamic teams Excellent business/industry awareness and a thorough understanding of industry trends and impact on the business Strong lead generation & consultative skills Solid understanding of commercialization and the principles of drug discovery and development Excellent analytical skills in assessing and interpreting customer business data Demonstrated ability to build relationships and to communicate at senior management level Ability to establish and maintain effective working relationships with coworkers, managers, clients and customers Ability to maintain demanding timelines and aggressive new meetings & RFP targets Adaptability and flexibility to changing priorities Demonstrated ability to work creatively in a fast-paced environment Willingness to travel 10% of time as client needs / conferences dictate