Associate Business Development Director

Dormont Manufacturing Co; Carlsbad (CA); On-site; USD 89,600 - 249,600; Full time

Job summary

IQVIA in California seeks a senior field sales professional to secure and retain business through consultative, proactive sales activities directed at decision-makers and influencers within clinical sponsors.

You will cultivate strong relationships, coordinate with contracts and proposals, and lead sales presentations with cross-functional teams. Expect travel of 30-40% and a base pay range stated in the job posting; strong communication and organization are essential.

Qualifications

• Bachelor’s Degree in Business Management Req
• 10 years related experience, incl. 3 years CRO/pharma or sales experience Req
• Equivalent education/training/experience Req
• Proven track record with mid/high-level contacts
• Excellent organizational, planning, and project management skills
• Ability to maintain demanding timelines
• Excellent oral and written communication skills
• Residence in job country required

Responsibilities

• Actively prospect and leverage new business opportunities within accounts.
• Cultivate relationships with key decision-makers and develop account knowledge.
• Maintain knowledge of IQVIA services for cross-sell opportunities.
• Coordinate with contracts/proposals to develop proposals.
• Lead sales presentations with operations/functional managers.
• Handle follow-up and drive completion of contractual documents.
• Monitor customer satisfaction and report results to management.
• Record all sales activities in CRM system.

Skills

Oral communication

Written communication

MS Office Suite

CRM systems

Education

Bachelor's degree in Business Management

Tools

CRM system

Job description

Job Overview

Secure and retain business through professional, consultative, proactive sales activities directed at decision-makers and decision influencers at existing and new clinical sponsors.

Essential Functions

• Actively prospect and leverage potential new business opportunities within specified customer account(s).
• Cultivate strong, long-term relationships with key decision-makers within Account 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, which includes specific reasons for awards and non-awards.
• Identify and respond to customer needs in order to define potential opportunities. Propose appropriate strategy/solution to customer.
• Coordinate with contracts/proposals to develop proposal.
• Work 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.
• Maintain high visibility within customer organization. Monitor customer satisfaction by communicating regularly with customer.
• Establish and execute a comprehensive sales plan for each target account. Ensure appropriate strategy/solution is proposed to customer. Monitor actions and results against plans.
• Analyze potential opportunities and develop sales plans for each target account. Ensure appropriate strategy/solution is proposed to customer.
• Monitor actions and results against plans.
• Record all customer sales related activities in CRM system.
• Prepare sales activity report for Sales Management as required.
• Serve as a liaison between the customer and technical and operational groups at IQVIA, Inc.

Qualifications

• Bachelor’s Degree in Business Management Req
• 10 years related experience, including 3 years of relevant industry (CRO/Pharmaceutical) and/or sales experience Req Or
• Equivalent combination of education, training and experience Req
• Proven track record at mid-level and high-level contacts
• Strong organizational, planning, project management skills
• A developing record of customer contacts at the outsourcing, procurement and mid - management level
• Excellent Business/Industry awareness and a thorough understanding of industry trends and impact on the business
• Excellent analytical skills in assessing and interpreting customer business data
• Ability to maintain demanding timelines
• Ability to influence others internally and externally
• Adaptability and flexibility to changing priorities
• Demonstrated ability to work creatively in a fast-paced environment
• Exceptional attention to detail and ability to work simultaneously on multiple priorities
• Ability to work independently and as a team player
• Excellent skills using Microsoft Office Suite: MS PowerPoint, MS Word, and MS Excel
• Excellent oral and written communication skills
• Ability to establish and maintain effective working relationships with coworkers, managers and clients
• 30-40% travel is required (based on location).
• To be eligible for this position, you must reside in the same country where the job is located.

The potential base pay range for this role, when annualized, is $89,600.00 - $249,600.00. The actual base pay offered may vary based on a number of factors including job-related qualifications such as knowledge, skills, education, and experience; location; and/or schedule (full or part-time). Dependent on the position offered, incentive plans, bonuses, and/or other forms of compensation may be offered, in addition to a range of health and welfare and/or other benefits.

IQVIA is proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, status as a protected veteran, or any other status protected by applicable law.