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Market Development Manager

hace 2 meses

Alcobendas, Madrid, España Parexel A tiempo completo
About the Role

Parexel is a leading provider of biopharmaceutical services, dedicated to improving the world's health by transforming scientific discoveries into new treatments.

We are seeking a highly skilled Market Development Manager to join our successful EMEA Inside Sales team, which is a key component of our Global Commercial Operations & Market & Business Development group.

This role will be responsible for identifying and prioritizing new business opportunities across all SBUs and creating customized outreach plans to connect decision-makers and decision influencers with our sales team.

The successful candidate will collaborate with Consultative Sales Directors, Solutions Consultants, Commercial Operations, Therapeutic Franchise staff & SBU leadership to drive sales strategy and growth.

Key Responsibilities
  1. Conduct thorough research and due diligence on geographic territories, initial tiering of accounts based on pipeline, people, press releases, venture capital / private equity funding to evaluate outreach activities.
  2. Maintain active tracking documentation based on advancements, M&A activities, asset transfers to position Parexel in outreach.
  3. Evaluate the venture capital and private equity landscape for funding activity in the territory to determine future prospecting efforts.
  4. Actively prospect and leverage potential new business opportunities within specified customer account(s).
  5. Analyze and prioritize potential opportunities and develop strategic plans for each target account and total target accounts.
  6. Create individualized outreach plans for potential new customers and new opportunities for current customers.
  7. Communicate proposed strategy/solution to the sales team to ensure continuity of concept.
  8. Adapt successful strategies and tactics to meet market demands and financial targets.
  9. Develop and maintain a plan to anticipate possible opportunities to provide new solutions to existing customers.
  10. Understand the clients' development and commercial strategy, product development portfolio, and pain points.
  11. Project confidence and expertise in the approach and engagement with key decision makers.
  12. Proactively engage clients across all key functions up and down the sponsor organization; maintain high visibility within the client organization and become the trusted advisor.
  13. Maintain consistent communication with prospects and clients to maintain engagement through roundtable events and company-specific SME driven topics relevant to sponsor drug development.
  14. Develop a strong understanding of clients' organizational structures and key stakeholders.
  15. Anticipate client questions; uncover clients' unique needs and foster discussion and representation of Parexel's integrated solutions across all SBUs.
Client Relationship Management
  1. Continuously learn about current clients by dissecting sponsor hierarchy of decision makers & influencers and look for opportunities for Parexel to expand into a full-service provider for its customers.
Requirements

Educated to degree level or other relevant qualification or equivalent sales experience.

Skills and Qualifications
  1. Proven track record of achieving/surpassing lead generation goals or equivalent scientific degree.
  2. Ability to work independently and as a team player; including complex, dynamic teams.
  3. Excellent business/industry awareness and a thorough understanding of industry trends and impact on the business.
  4. Strong lead generation & consultative skills.
  5. Solid understanding of commercialization and the principles of drug discovery and development.
  6. Excellent analytical skills in assessing and interpreting customer business data.
  7. Demonstrated ability to build relationships and to communicate at senior management level.
  8. Demonstrated ability to influence others internally and externally.
  9. Ability to establish and maintain effective working relationships with coworkers, managers, clients, and customers.
  10. Ability to maintain demanding timelines and aggressive new meetings & RFP targets.
  11. Adaptability and flexibility to changing priorities.
  12. Demonstrated ability to work creatively in a fast-paced environment.
  13. Attention to detail and ability to work simultaneously on multiple priorities.
  14. Willingness to travel 10% of the time as client needs/conferences dictate.
  15. Demonstrated ability to work 100% independently with minimal supervision.
  16. Knowledge to perform market research/account analysis and regional outreach strategies with minimal guidance from the manager.
  17. Able to represent Consultative Sales Director in his/her absence during early engagement meetings with prospective clients.
  18. Can build an effective outreach campaign/thought leadership teaching session independently with minimal support or guidance.
  19. Vocal leader in global and regional team meetings who can articulately share best practices on effective account development & prospecting methodologies.
Knowledge and Experience

Strong previous experience in B2B lead generation or sales role, preferably in a CRO, Life Sciences Company or consulting background specializing in the Life Sciences or equivalent advanced scientific degree is desirable.

Strong demonstration of consecutive target achievement and year-over-year growth in their assigned territory is desirable.

Ability to fully qualify a lead prior to engaging internal staff to take a client call: Funding, Decision Makers & any known Parexel connections, client pain points, Parexel history, pipeline knowledge, leveraging Challenger skills to prepare and investigate.

In return, we will be able to offer you a structured career pathway and encouragement to develop within the role including awareness and understanding of the industry.

You will be well supported and for your hard work, you will be rewarded with a competitive base salary, a sales incentive bonus scheme as well as a benefits package including holiday as well as other benefits that you would expect with a top company in the CRO Industry.