Director, Business Development, IQVIA Laboratories

IQVIA Digital; Zaventem; Hybrid; EUR 120,000 - 180,000; Full time

Job summary

IQVIA Laboratories is seeking a Director of Business Development for our Central Laboratory with a strong track record in CRO/pharma sales. This remote Europe role focuses on Large & Mid Pharma accounts, building strategic relationships and expanding cross-sell opportunities across IQVIA central and specialty laboratory capabilities.

Collaborating with clinical, operational and commercial teams, you will drive opportunities from initial engagement through to contracts, while maintaining strong

Qualifications

• 10 years of related experience in a CRO, pharmaceutical or biotechnology environment.
• At least 3 years’ experience as a BD in a CRO environment, or equivalent combination of education, training, and experience.
• Understanding of the clinical process (PH I – IV) Central lab experience would be a key advantage.

Responsibilities

• Secure and retain business through professional, consultative and proactive sales activities directed at key stakeholders and decision-makers within existing and prospective Large & Mid Pharma customers.
• Actively prospect and leverage potential new business opportunities within assigned Large & Mid Pharma accounts and target customers.
• Cultivate strong, long-term relationships with key stakeholders and decision-makers within assigned accounts and develop a strong understanding of each customer’s organization, priorities and clinical and laboratory business needs.
• Maintain general knowledge of all IQVIA services, with particular focus on central and specialty laboratory capabilities, to identify and pursue appropriate cross-sell opportunities.
• Maintain strong awareness of the competitive landscape, including competitor activities, positioning and pricing in the central and specialty laboratory space, and understand specific reasons for awards and non-awards.
• Analyse potential opportunities and develop sales plans for assigned target accounts. Ensure the appropriate strategy and solution is proposed to the customer, reflecting their clinical and specialty laboratory needs, and monitor activities and results against plans.
• Coordinate with contracts and proposals teams to develop competitive, customer-focused proposals that address the needs of Large & Mid Pharma sponsors.
• Work with operations, clinical and specialty laboratory colleagues, and functional managers to identify the appropriate team and coordinate and contribute to customer presentations and bid defences.

Skills

BD experience

CRO experience

Strategic selling

Relationship management

Job description

Join us on our exciting journey!

IQVIA™ is The Human Data Science Company™, focused on using data and science to help healthcare clients find better solutions for their patients. Formed through the merger of IMS Health and Quintiles, IQVIA offers a broad range of solutions that harness advances in healthcare information, technology, analytics, and human ingenuity to drive healthcare forward.

Director, Business Development, IQVIA Laboratories, Central Laboratory

Remote Position, Europe.

IQVIA Laboratories is a global leader in drug discovery and development laboratory services, offering a comprehensive suite of central laboratory and specialty biomarker services. Our expertise spans genomics, immunoassays, flow cytometry, anatomic pathology, precision medicine assays, vaccine assays, ADME, and bioanalytical services.

IQVIA Laboratories also specializes in antibody and biomarker discovery, as well as decentralized clinical trial laboratory solutions. Committed to scientific rigor and operational excellence, we support every phase of the drug development and discovery process across diverse regions and regulatory frameworks, ensuring the highest standards of data integrity and accelerating the delivery of transformative therapies to patients.

We are looking for a key contributor with a strong track record of supporting EMEA Large to Mid Pharma companies with their central laboratory needs, providing customized Phase I through III services globally and offering expertise across multiple therapeutic areas, in close collaboration with clinical and specialty laboratory colleagues.

Responsibilities

• Secure and retain business through professional, consultative and proactive sales activities directed at key stakeholders and decision-makers within existing and prospective Large & Mid Pharma customers.
• Actively prospect and leverage potential new business opportunities within assigned Large & Mid Pharma accounts and target customers.
• Cultivate strong, long-term relationships with key stakeholders and decision-makers within assigned accounts and develop a strong understanding of each customer’s organization, priorities and clinical and laboratory business needs.
• Maintain general knowledge of all IQVIA services, with particular focus on central and specialty laboratory capabilities, to identify and pursue appropriate cross-sell opportunities.
• Maintain strong awareness of the competitive landscape, including competitor activities, positioning and pricing in the central and specialty laboratory space, and understand specific reasons for awards and non-awards.
• Analyse potential opportunities and develop sales plans for assigned target accounts. Ensure the appropriate strategy and solution is proposed to the customer, reflecting their clinical and specialty laboratory needs, and monitor activities and results against plans.
• Coordinate with contracts and proposals teams to develop competitive, customer-focused proposals that address the needs of Large & Mid Pharma sponsors.
• Work with operations, clinical and specialty laboratory colleagues, and functional managers to identify the appropriate team and coordinate and contribute to customer presentations and bid defences. Ensure team participants understand customer needs, culture and expectations and the strategic approach required to progress the opportunity.
• Handle follow-up related to the sale and drive opportunities through the sales process, including completion of contractual documents.
• Adapt successful sales strategies and tactics to meet changing Large & Mid Pharma market demands and financial targets.
• Maintain high visibility within customer organizations. Monitor customer satisfaction through regular communication and identify opportunities to expand relationships and generate additional business.
• Plan and coordinate customer sales activities across assigned accounts and opportunities.
  Record all customer sales-related activities and maintain accurate opportunity and pipeline information in the CRM system.
• Prepare sales activity and pipeline reports for Sales Management as required.
• Serve as a liaison between the customer and technical, operational and commercial groups at IQVIA, Inc., including clinical and specialty laboratory colleagues.
• Collaborate effectively across sales, operational, clinical and specialty laboratory, and functional teams to progress opportunities from initial engagement through award and contracting.
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Requirements

• 10 years of related experience in a CRO, pharmaceutical or biotechnology environment.
• At least 3 years’ experience as a BD in a CRO environment, or equivalent combination of education, training, and experience.
• Understanding of the clinical process (PH I – IV)Central lab experience would be a key advantage.

Additional requirements

• Proven track record at developing mid-level and high-level contacts
• Strategic business awareness and analytical skills
• Adaptability and flexibility to changing priorities
• Demonstrated ability to work creatively and effectively in a fast-paced environment
• Attention to detail and ability to work simultaneously on multiple priorities
• Ability to maintain demanding timelinesAbility to influence others both internally and externally
• Ability to work independently and as a team player
• Ability to establish and maintain effective working relationships with co-workers, managers and clients

What we offer you?

We put our employees at the centre of everything we do and are committed to providing them, and their families, with benefits that meet their diverse and changing needs. We invest in integrated benefits programs and resources to take care of our employees’ physical, mental, and emotional, financial, and social well-being so they can thrive at home and at work, at any stage of their well-being journey.

To learn more about our benefits, visit https://jobs.iqvia.com/benefits.If you’re looking to unleash your potential, join IQVIA laboratories, to help make the extraordinary possible!

Moving healthcare forward. Together.

IQVIA is a strong advocate of diversity and inclusion in the workplace. We believe that a work environment that embraces diversity will give us a competitive advantage in the global marketplace and enhance our success. We believe that an inclusive and respectful workplace culture fosters a sense of belonging among our employees, builds a stronger team, and allows individual employees the opportunity to maximize their personal potential.

IQVIA is a leading global provider of clinical research services, commercial insights and healthcare intelligence to the life sciences and healthcare industries. We create intelligent connections to accelerate the development and commercialization of innovative medical treatments to help improve patient outcomes and population health worldwide. Learn more at https://jobs.iqvia.com

IQVIA is committed to integrity in our hiring process and maintains a zero tolerance policy for candidate fraud. All information and credentials submitted in your application must be truthful and complete. Any false statements, misrepresentations, or material omissions during the recruitment process will result in immediate disqualification of your application, or termination of employment if discovered later, in accordance with applicable law. We appreciate your honesty and professionalism.