Inside Sales- Market Development Analyst

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.

Home Based, US

Parexel's Market Development Analyst (inside sales) will be responsible for facilitating the development of market leads for Senior Sales staff or key Subject Matter Experts across all new and existing clients. Primary responsibilities will include identifying and developing business opportunities within the market space: developing a pipeline and strategies in concert with senior leadership to gain better position for opportunities through targeting and capturing of key contract vehicle; identifying customer needs for existing markets and products; assisting in the management and execution of a portfolio of programs and developing winning proposals; providing input into strategy development for programs and tasks, as well as execution of tasks as required; and engaging in customer development and management as required.

Key Accountabilities:

New Business Research and Analysis

• Responsible for researching and completing due diligence on the geographic territory & tiering of accounts.
• Maintain active tracking documentation.
• Evaluate the funding activity in the territory to determine future prospecting efforts.
• Actively prospect and leverage potential new business opportunities within specified customer account(s).
• Analyze and prioritize potential opportunities and develop strategic plans for each target account.
• Create individualized outreach plans for potential new customers and new opportunities for current customers.
• Communicate proposed strategy/solution to sales team to ensure continuity of concept.

Client Prospecting

• Develop and anticipate possible opportunities to provide new solutions to existing customers.
• Understand the clients’ 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 consistent communication with prospects and clients to maintain engagement.
• Develop a strong understanding of clients’ organizational structures and key stakeholders.

Client Relationship Management

• Continue to learn about current clients by analyzing sponsor hierarchy of decision makers, influencers and look for opportunities to expand into a full-service provider for our customers.

Education:

• BS degree required and flexible on discipline of study. A Life Science discipline would be advantageous.

Skills:

• Proven track record of achieving lead generation goals or equivalent scientific degree.
• Ability to work independently and as team player.
• Business awareness and a thorough understanding of industry trends and impacts.
• Strong lead generation & consultative skills.
• Solid understanding of commercialization and the principles of drug discovery and development.
• Excellent analytical skills in assessing and interpreting customer business data.
• Demonstrated ability to build relationships and to communicate at senior management level.
• Demonstrated ability to influence others internally and externally.
• Ability to establish and maintain effective working relationships.
• Ability to maintain timelines and new meetings & RFP targets.
• Adaptability and flexibility to changing priorities.
• Demonstrated ability to work creatively in a fast-paced environment.
• Attention to detail and ability to work on multiple priorities.
• Willingness to travel 10% of time as client needs / conferences dictate.
• Knowledge to perform market research / account analysis and regional outreach strategies.
• Ability to help onboard new colleagues and mentor / help train manager level staff.
• Able to represent Consultative Sales Director in their absence during early engagement meetings with prospective clients.
• Can build an effective outreach campaign / thought leadership teaching session independently.
• Vocal leader in global and regional team meetings and can articulately best practices on effective account development & prospecting methodologies.

Knowledge and Experience:

• Advanced level previous experience in business-to-business lead generation or sales role, preferably in a CRO, Pharma or Life Sciences Company.
• Consulting background specializing in Life Sciences or equivalent advanced scientific degree.
• Demonstration of consecutive target achievement and year over year growth in an assigned territory
• Ability to fully qualify a lead prior to engaging internal staff to take a client call.

EEO Disclaimer
Parexel is an equal opportunity employer.  Qualified applicants will receive consideration for employment without regard to legally protected status, which in the US includes race, color, religion, sex, sexual orientation, gender identity, national origin, disability or protected veteran status.