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