Job Description :
The Director, Business Development will represent PAREXEL’s clinical trial technology subsidiary, Perceptive Informatics® (PI), the industry’s leading eClinical solutions provider helping customers accelerate the drug development process through innovation. Perceptive’s product portfolio of leading-edge eClinical technology includes RTSM, MI, EDC, and MyTrials.
He/she will act as the overall Customer/Account relationship manager and strategic business partner for established accounts, in liaison with Client Research Unit (CRU) Management, with responsibility for developing and expanding new business opportunities within established accounts, as well as developing new accounts. Responsibilities include:
-Develops and oversees the Sales Strategy for assigned Customers/Accounts, coordinating with Project Management to ensure Customer/Account satisfaction.
-Cultivates strong, long-term relationships with key decision-makers within Accounts 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.
-Leads the entire sales process, including identifying the appropriate team for pitch and preparing and leading the sales presentation, educating team participants in Customer/Account culture, operational needs/methods and sales techniques needed to close the sale.
-Shares Customer/Account strategies and sales plans with Project Directors/Managers, seeking input from them to proactively address CIS, new opportunities or customer dissatisfaction, coordinating with Project Managers/Directors and CRU Management to escalate and quickly address Customer/Account issues/concerns and to ensure Changes in Scope (CIS's) are appropriately negotiated with the Customer/Account.
-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.
Requires a minimum of a bachelor’s degree, with 7-10+ years of successful sales/business development experience, including 5+ years of life sciences technology experience. Experience with eClinical technologies and/or services is preferred. Must be able to lead a collaborative, cross functional sales process and demonstrate successful experience in developing and managing North American sales territories.
PAREXEL International - 13 months ago
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PAREXEL International excels in pharmaceutical development services. A top contract research organization (CRO), the firm counts among its...