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Business Development Director (Clinical Research Services) - MVA-827
Responder al anuncioBusiness Development Director (Clinical Research Services) | [Z805]
Madrid, Community of Madrid
When our values align, there's no limit to what we can achieve. We are looking for a seasoned Business Development Director responsible for selling clinical trial solutions Ph II and III, identification, targeting, and securing new business across all SBUs, through professional, consultative, proactive sales activities directed at decision-makers and decision influencers. S/he drives the entire sales process in close collaboration with the Solutions Consultants and Commercial Operations and ensures smooth transition to delivery.
Responsibilities:
- New Business Acquisition:
Actively and consistently prospect and leverage potential new business opportunities within specified customer account(s). Analyze and prioritize potential opportunities and develop strategic sales plans for each target account. Ensure appropriate strategy/solution is proposed to customer. Lead proposal strategy and development in collaboration with Business Operations to ensure client needs are addressed and resourcing/pricing is appropriate to win the business and meet margin targets. Work with Solutions Consultant and Finance to agree on appropriate pricing strategy. Educate team participants in bid pursuit on customer culture, operational needs/methods and sales techniques needed to close the sale. Adapt successful strategies and tactics to meet market demands and financial targets. - Client Prospecting:
Actively maintain territory account plan with break-in strategies. Understand the clients' development and commercial strategy, product development portfolio, and pain points. Project confidence and expertise in the approach and engagement with key decision makers. Proactively engage clients across all key functions up and down the sponsor organization; maintain high visibility within client organization and become the trusted advisor. Develop a strong understanding of clients' organizational structures and key stakeholders. Anticipate client questions; uncover clients' unique needs and become the focal point for discussing, representing and selling PAREXEL's integrated solutions across all SBUs. - Competition:
Collaborate with marketing, inside sales, Solution Consultants, and commercial operations to obtain thorough knowledge of the competitive landscape and high priority opportunities. Aggressively pursue awareness of competitive activities, positioning and pricing, which includes specific reasons for awards and non-awards. - Parexel:
Maintain solid knowledge of all Parexel services and value propositions for appropriate cross-selling opportunities. Collaborate with Solution Consultants to identify appropriate, integrated solutions. - Client Relationship Management:
Ensure appropriate hand-off to delivery team liaising with Project Integrator Role or Project Leader to transfer knowledge on client needs and expectations.
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