Consultative Sales Director

19 hours ago

North Ryde, New South Wales, Australia Parexel Full time $120,000 - $240,000 per year

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

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