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Account Management Opportunities at Parexel

Account Management

Director, Business Development / e-clinical solutionのSales Director

求人ID 60814BR ロケーション 東京都, 東京都 仕事内容

Parexel Informaticsは、クライアントである製薬メーカー、バイオベンチャー、競合のCROが新規薬剤開発の為の臨床試験(治験)を実施するにあたり、治験用のITソリューション(e-Clinicalソリューション)を開発・提供することで、効率的で効果的な治験の推進に寄与しております。

今回のポジションでは、Parexel Informaticsのセールスとマーケティングの活動を主体的に推進していただける方を募集します。ターゲットになるクライアントに対して、コンサルティング的かつ専門的な営業活動を通して、真のニーズを把握し、適切なe-Clinicalソリューションを提案し受注に結び付ける活動をします。

このポジションでは売上に対する責任も持ちますが、世界最大手のe-Clinicalソリューションプロバイダーの一つとして、クライアントの理解と信頼を得ることも重要な職責となります。そのために社内の各部門と協力することも必要となります。
なお、協力する関連部門は国内外にある為、英語でのコミュニケーションは必須となります。

Our PAREXEL Informatics (PI) Commercial Team is looking for passionate and driven individuals that are interested in joining an organization that provides our clients with best in class, integrated technology solutions to meet their data and clinical needs.

Commercial Leadership
• Pursue new business to meet and exceed NBA targets and building long term client relationships to maintain preferred supplier status
• Understand the clients’ development and commercial strategy, product development portfolio, and pain points
• Develop a strong understanding of clients’ organizational structures and relationships with key stakeholders
• Identify client needs and develop creative solutions for projects, leveraging expertise, operational capabilities and technologies
• Maintain high visibility within client organization (e.g., therapeutic area, service line, region)
• Maintain solid knowledge of all PAREXEL services and value propositions for appropriate cross-selling opportunities
• Maintain positive client relationships to drive repeat business
• Formulation of an effective account strategy and it’s implementation.
• Direct responsibility for assigned Accounts including NBA growth, Bid pursuit, commercial negotiation of contracts
• Working in a consultative manner, identify opportunities and collaborate with functions and Solutions Consultants to develop winning and integrative solutions across within and across technology verticals
• Develop proposal narratives and executive summaries
• Lead bid pursuit meeting
• Lead and sign off proposal and pricing strategy in collaboration with cross functional colleagues, ensuring our ability to win the business, meet financial targets, risk management and profitability targets
• Ensures appropriate hand-off to delivery team liaising with Project
• Be the senior point of escalation for delivery/operational issues and arrange for follow through of resolutions via the appropriate departments
• Maintain close relationships with delivery teams for identification of new opportunities to ensure account growth

Qualifications

下記の能力を有している方
・対人関係構築力
・交渉力・コミュニケーション能力(海外含む社内外の関係者)
・分析力
・問題解決力
・臨床開発に関わる基礎知識(臨床開発に関わる専門のITソリューションの仕事なので、最低でも臨床開発について理解する基礎的な素養が求められます。)
・製薬メーカー、医療機器メーカー、CROでの5年以上の営業経験、あるいは、ライフサイエンス業界内でのB2Bのサービス・プロバイダーやコンサルタントの経験
・日本語、英語力(読み・書き・話す) ビジネスレベル


Knowledge and Experience
• 5+ years previous experience working in Clinical services or eClinical technology company, preferably in a eClinical technology, CRO, Life Sciences Company or Consulting background specializing in Life Sciences.
• Experience in sales roles

Skills
• Strategic and/or consulting skills in helping clients maximize short- and long-term drug development goals
• Ability to build relationships and to communicate at senior management level
• Solid understanding of the principles of drug discovery and development
• Demonstrated commercial acumen
• Ability to influence and maintain effective working relationships with coworkers, managers, clients and customers
• Experience in presenting, packaging and proposing integrated solutions to demonstrate value and potential return on investment to clients
• Demonstrates an entrepreneurial drive blending urgency, strategic thinking, and an awareness of influencing behavior in a global environment
• Highly effective communicator at all levels with both clients and internally. Must be open and direct with strong oral and written communication skills
• Must be comfortable operating in a demanding, fast paced environment and be capable of reacting swiftly to changing business demands
• Should be driven to deliver quality results on time and in a highly ethical and professional manner

Education - BS degree required. Advanced degree preferred.

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