Director / Sr Director, Business Development – HCS Payer (Remote)

Are you interested in joining a team trying to build intelligent connections across the healthcare ecosystem to enable smarter decisions that reduce cost and drive better patient outcomes?  We leverage our unparalleled expertise to provide comprehensive data solutions, actionable insights, and innovative technology across the healthcare ecosystem.

IQVIA’s Healthcare Payer team is currently seeking a seasoned and entrepreneurial-spirited sales/business development executive who can effectively position a portfolio of data solutions, technology, and strategic services for both regional and national healthcare payer clients. 

This individual contributor role requires a savvy professional able to identify/hunt new opportunities, qualify prospects, develop proposals, and close deals in an effective and efficient manner. The ideal candidate must have a working knowledge of healthcare industry technology trends and a desire to understand the business needs of health plan clients in order to develop relationships with business and IT executives and map IQVIA’s offerings to the customer’s needs to achieve desired outcomes.

Responsibilities:

• Prospect, qualify, and generate new sales through both virtual and in-person outreach.
• Responsible for selling into regional and/or national health plans; particularly into Data & Analytics (CDO, CAO, VP), Technology (CIO) and Business Areas (Pharmacy, Care Management, Care Coordination, other), with demonstrated success selling technology based strategic services.
• Represent IQVIA at regional and national tradeshows and conferences.
• Drive complex and consultative sales, potentially involving multiple product groups and divisions.
• Consistently achieve and exceed assigned sales targets while maximizing profitability and new business financial performance by managing costs and customer pricing.
• Build and sustain pipeline for future sales opportunities.
  • Identify qualified pipeline opportunities sufficient to achieve annualized quota target of $1.5M – 2M total contracted value.
  • Generate early-stage pipeline of 3-4x quarterly target.
  • Ensure that all opportunities support pricing in line with margin targets.
  • Drive external and internal contracting processes.
  • Support legal to legal contract negotiation processes.
• Manage multiple opportunities through the various stages of the sales cycle:
  • Prepare for and lead internal and client pursuit meetings.
  • Accurately prepare client meeting materials (i.e. agenda, slides, meeting minutes, etc.)
  • Attend and contribute to onsite client meetings.
• Willingness to travel up to 30% domestically.
• Update Salesforce CRM information and document sales activity, transactions, account, client information and revenue opportunities.
• Establish forecasts and account penetration plans.
• Complete all administrative tasks and duties in a timely manner:
  • Document weekly activity via Salesforce.
  • Prepare and present weekly status report.
  • Update pipeline report ensuring dates, contract value and revenue allocation is accurate.
• Work closely with internal and external teams as required to manage client solution fulfillment.

Requirements & Qualifications

• Bachelor’s degree required; advanced degree preferred.
• 10+ years’ experience working within a complex sales process; selling into healthcare payers.
• Demonstrated success selling into regional and/or national health plans; particularly into IT, Data & Analytics and Business Areas (Pharmacy, other) at the C-suite and leadership levels.
• Demonstrated success selling the following types of technology based professional services: Data Management (master data management, data governance, data quality, data warehousing, cloud), Data Archiving (application decommissioning, regulatory compliance), Advanced Analytics (visualization, predictive, AI)
• Understanding of the business application and impact of the following capabilities to a health plan: data & analytics, interoperability, claims processing, population health.
• Exemplary interpersonal, relationship building, negotiations, and professional skills.
• Confident, assertive, results driven, strong organizational skills and self-motivated, self-starter.
• Must be self-motivated, have the internal drive to keep calling even when not getting traction immediately and have the capacity to know how to approach customers strategically.

• Excellent interpersonal skills and ability to establish and maintain effective working relationships across the organization and to engage and facilitat