About this role
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
Other facts
About Parexel
Parexel is a leading global clinical research organization (CRO) providing insights-driven Clinical and Consulting solutions to the world’s life sciences industry. Leveraging deep local knowledge and a global breadth of clinical, regulatory and therapeutic expertise, our 24,000+ professionals worldwide work in partnership with biopharmaceutical leaders, emerging innovators and sites to design and deliver clinical trials with patients in mind — broadening access and making clinical research a care option for anyone, anywhere. Our proven track record spans 40+ years and drives us forward, advancing clinical research in healthcare’s most complex areas while harnessing innovation to drive efficiencies across every phase of the clinical development process. Our insights-driven approach, proven delivery and trusted execution are accelerating the delivery of life-changing treatments to patients — With Heart.™ We continue to earn recognition industrywide, including the 2025 Scrip Award for “Best Contract Research Organization – Full-Service Provider,” 2024 Fierce Biotech CRO Award for "Innovative Approaches to Patient-Centric Research" and the 2024 and 2023 Society for Clinical Research Sites (SCRS) Eagle Award.
Community Guidelines
Because Parexel’s social media channels are open to the general public and employees, we are not responsible for views expressed other than our own. However, we do not tolerate posts that are:
• Abusive, harassing or threatening to others.
• Defamatory, offensive, obscene, vulgar or depicting violence.
• Hateful targeting by race/ethnicity, age, color, creed, religion, gender, sexual preference or orientation, nationality or political beliefs.
• Sexually explicit or pornographic.
• Fraudulent, deceptive, libelous, misleading or unlawful.
• Referencing criminal or illegal activity.
• Spamming.
We reserve the right to remove comments that do not adhere to our guidelines and report users who violate the rules of our page.
What you'll do
- The Consultative Sales Director is responsible for developing and executing account strategies for assigned clients, building relationships with key stakeholders, and serving as a trusted advisor on clinical development strategies. Additionally, they will lead the pursuit of sales opportunities and collaborate with cross-functional teams to ensure operational alignment.
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