Associate Business Development Director

IQVIA’s Provider and Patient Association Business Segment is seeking an entrepreneurial spirited Associate Business Development Director with proven technology, data, and analytics experience, who can effectively position a portfolio of registry technology, and development of clinical decision support solutions and value-based care models to medical specialty societies. 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.

Qualified candidates have prior sales or business development experience, successfully establishing long-term relationships with medical specialty society leadership and have a working knowledge of registry technology, clinical decision support solutions, and value-based care models, with a desire to understand the business needs of targeted prospects, develop relationships, and map IQVIA’s offerings—including tools that support evidence-based decision-making and value-driven care—to the customer’s needs.
 

Responsibilities:

• Actively prospect, qualify, and generate new sales through both virtual and in-person outreach.
• Secure and retain business through professional, consultative, proactive sales activities directed at decision-makers with existing and new customers.
• Establish, analyze, and execute a comprehensive sales plan for each target account. Ensure appropriate strategy/solution is proposed to customer.
• Cultivate strong, long-term relationships with key decision-makers and develop in-depth knowledge of the customer organization.
• Maintain general knowledge of all IQVIA services for appropriate cross-sell opportunities.
• Aggressively pursue awareness of competitive activities, positioning and pricing.
• Identify and respond to customer needs in order to define potential opportunities. Propose appropriate strategy/solution to customer.
• Build and sustain pipeline for future sales opportunities.
• Identify qualified pipeline opportunities sufficient to achieve annualized quota target.
• Generate early-stage pipeline of 3-4x 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.)
• Document weekly activity via Salesforce. Prepare and present weekly status report.
• Update pipeline report ensuring dates, contract value and revenue allocation is accurate.
• Work collaboratively with operations and functional managers to identify sales team and prepares and leads the sales presentation. Educate team participants in customer culture, operational needs/methods and sales techniques needed to close the sale.
• Handle follow-up related to the sale and drive completion of contractual documents.
• Adapt successful strategies and tactics to meet market demands and financial targets.
• Monitor actions and results against plans.
• Record all customer sales-related activities in CRM system and prepare sales activity report for Sales Management as required.
• Serve as a liaison between the customer and technical and operational groups at IQVIA, Inc.

Requirements:

• To be eligible for this position, you must reside in the same country where the job is located.
• Bachelor's Degree required, preferably in Business Management.
• 8+ years related sales/business development experience, including 3 years of relevant industry (medical specialty societies, registries, value-based care, clinical decision support tools) and/or equivalent combination of education, training, and experience in sales or business development from healthcare/life sciences industry.
• US remote with expected travel up to 10%.
• Strong organizational, planning, project management and communication skills.
• Excellent analytical skills in assessing and interpreting customer business data.
• Ability to maintain demanding timelines, influence others internally and externally while being flexible to changing priorities.
• Ability to work independently and as a team player with attention to detail and ability to work simultaneously on multiple priorities in a fast-paced environment.
• Excellent skills using Microsoft Office Suite: MS PowerPoint, MS Word, and MS Excel

IQVIA is a leading global provider of clinical research services, commercial insights and he