Director - Business Development - PAREXEL - Vineland

Job Description

Serve as overall Customer/Account relationship manager and strategic business partner for established account(s), in liaison with Client Research Unit (CRU) Management. Responsible for developing and expanding new business opportunities within account(s). Develop and oversee the Sales Strategy for assigned Customers/Accounts, manage the sales process and coordinate with Project Management to ensure Customer/Account satisfaction
Actively prospects and leverages potential new business opportunities within specified Customer/Accounts.

Cultivates strong, long-term relationships with key decision-makers with Account and develops deep knowledge of the Customer/Account organization.
Analyses potential opportunities and develops detailed business plans and sales strategies for each Customer/Account in liaison with CRU Management.
Identifies and responds to Customer/Account needs in order to define potential PAREXEL opportunities.
Works with Project Director and Function Managers to identify sales team and prepare presentation.
Educates team participants in Customer/Account culture, operational needs/methods and sales techniques needed to close the sale.
Leads the entire sales process, including identifying the appropriate team for pitch and preparing and leading the sales presentation.
Coordinates with the Proposal Development Group (PDG) to develop proposal and CRU Management to finalize strategy and pricing.
Handles follow-up related to the sales and facilitates completion of contractual documents.
Shares Customer/Account strategies and sales plans with Project Directors/Managers.

Qualifications

Coordinates with Project Managers/Directors and CRU Management to escalate and quickly address Customer/Account issues/concerns.
Seeks input from Project Managers/Directors to proactively address CIS, new opportunities or customer dissatisfaction
Works with Project Manager/Director and CRU Management to ensure Changes in Scope (CIS's) are appropriately negotiated with the Customer/Account

Skills

Demonstrable competency in sales or business development preferably for a Contract Research Organization or company providing services to the healthcare industry (knowledge of FDA regulated drug development process helpful).
Excellent interpersonal skills
Strong detail orientation and an ability to work creatively in a fast-paced environment.
Strategic business awareness and results orientation.
High-level skills in Microsoft PowerPoint.

Education
• Advanced degree in business or scientific discipline

Language Skills
• English; fluent

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