Consultative Sales Director

When our values align, there's no limit to what we can achieve.

At Parexel, we all share the same goal - to improve the world's health. From clinical trials to regulatory, consulting, and market access, every clinical development solution we provide is underpinned by something special - a deep conviction in what we do.

Each of us, no matter what we do at Parexel, contributes to the development of a therapy that ultimately will benefit a patient. We take our work personally, we do it with empathy and we're committed to making a difference.

Key Accountabilities:

Strategic Client Development and Relationship Management:

• •Develop and execute account strategies for assigned clients and territories
• •Build and maintain relationships with senior decision-makers and key stakeholders
• •Identify client needs, challenges, and strategic priorities through consultative dialogue
• •Serve as a trusted advisor on clinical development strategies and approaches
• •Manage complex, long-term client relationships to foster loyalty and growth

Solution Development and Opportunity Management:

• •Lead the qualification and pursuit of sales opportunities aligned with business objectives
• •Collaborate with subject matter experts to design tailored solutions for client needs
• •Develop compelling value propositions that address client challenges and priorities
• •Guide the preparation of high-quality proposals, presentations, and bid defenses
• •Negotiate contract terms and conditions that balance client needs and business requirements

Sales Planning and Performance Management:

• •Develop territory and account plans aligned with sales targets and strategic priorities
• •Forecast sales pipeline and revenue projections with appropriate documentation
• •Monitor sales performance metrics and adapt strategies to achieve objectives
• •Identify market trends and competitive insights to inform sales approaches
• •Collaborate with leadership on pricing strategies and commercial models

Cross-functional Leadership and Collaboration:

• •Partner with delivery teams to ensure solution feasibility and operational alignment
• •Collaborate with marketing on client-focused messaging and materials
• •Engage subject matter experts in client discussions and solution development
• •Coordinate with legal, finance, and contracts teams during opportunity pursuit
• •Share market intelligence and client feedback with internal stakeholders

Skills:

• •Consultative selling and solution development
• •Strategic account planning and management
• •Needs assessment and problem-solving
• •Value proposition development and articulation
• •Presentation design and delivery
• •Negotiation and influence
• •Relationship building and management
• •Business acumen and financial analysis
• •Proposal development and bid strategy
• •Contract review and negotiation
• •Written and verbal communication
• •Stakeholder management and collaboration
• •Strategic thinking and planning
• •Time management and prioritization
• •Leadership and team coordination
• •Competitive analysis and positioning
• •Adaptability and resilience

Knowledge and Experience:

• •Understanding of clinical research processes, methodologies, and best practices
• •Knowledge of drug development pathways and regulatory requirements
• •Familiarity with pharmaceutical and biotechnology industry dynamics
• •Understanding of clinical research service models and delivery approaches
• •Typically 10+ years of progressive sales experience in clinical research or related services
• •Proven track record of achieving or exceeding sales targets in complex service environments
• •Experience selling to pharmaceutical, biotechnology, or medical device companies
• •Background in managing long sales cycles and complex decision-making processes
• •Understanding of contracting processes for clinical research services
• •Experience collaborating with cross-functional teams on solution development

Education:

• •Bachelor's degree in life sciences, business, or related field
• •Professional development in consultative selling, strategic account management, or solution selling