Consultative Sales Director
At a glance
Director-level Sales Leadership role at Parexel. China-Beijing.
Pay not stated Sales Director salary
growthroles summary, based on the employer's posting.
What you'll do
- Build account plans for assigned clients and territories, then maintain senior stakeholder relationships
- Uncover client priorities through consultative conversations and advise on clinical development approaches
- Qualify opportunities, shape tailored solutions, and lead proposals, presentations, and bid defenses
- Forecast pipeline and revenue, track sales results, and adjust territory strategies toward targets
- Coordinate delivery, marketing, subject matter experts, legal, finance, and contracts during pursuits
What you bring
- At least ten years of progressive sales experience in clinical research or related services
- A record of meeting or surpassing targets in complex service sales
- Experience selling to pharmaceutical, biotechnology, or medical device organizations
- Working knowledge of clinical research, drug development pathways, regulatory requirements, and service delivery models
- A bachelor’s degree in life sciences, business, or a related discipline
Who this fits
You’ll suit a senior consultative seller who can manage long sales cycles, complex buying decisions, strategic accounts, and contract negotiations. The role fits someone comfortable developing service solutions with cross-functional teams and using financial, competitive, and market insight in sales planning.
From the employer
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
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