Associate Business Development Director

IQVIA LLC; Carlsbad (CA); On-site; USD 90,000 - 250,000; Full time

Job summary

IQVIA LLC in the United States is seeking an experienced sales professional to secure and retain business through proactive, consultative selling to decision-makers in clinical sponsors. You will prospect, cultivate relationships, and drive cross-sell opportunities across IQVIA services.

Candidates should have a strong track record in pharma/CRO sales, excellent communication and analytical skills, and the ability to manage timelines and complex opportunities.

Qualifications

• Bachelor's degree in Business Management required.
• 10 years related experience, including 3 years in CRO/Pharma and/or sales.
• Equivalent combination of education, training and experience.
• Proven track record with mid-level and high-level contacts.
• Excellent business/industry awareness and understanding of industry trends.

Responsibilities

• 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 IQVIA services for cross-sell opportunities.
• Pursue awareness of competitive activities, positioning and pricing, including reasons for awards or non-awards.
• Identify customer needs to define potential opportunities and propose appropriate strategy/solution.
• Coordinate with contracts/proposals to develop proposals and lead sales presentations.
• Educate team participants in customer culture, operational needs, and sales techniques needed to close the sale.
• Record all customer sales activities in CRM and prepare activity reports for Sales Management.

Skills

Excellent oral and written comms

Analytical skills

Project management

Organizational skills

Influencing others

Education

Bachelor's Degree in Business Management

Tools

Microsoft Office Suite

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
• 10 years related experience, including 3 years of relevant industry (CRO/Pharmaceutical) and/or sales experience.
• Or Equivalent combination of education, training and experience.
• 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.

Travel Requirements

30-40% travel is required (based on location).

Location Eligibility

To be eligible for this position, you must reside in the same country where the job is located.

IQVIA values

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.

We create connections that accelerate the development and commercialization of innovative medical treatments. Everything we do is part of a journey to improve patient outcomes and population health worldwide. To get there, we seek out diverse talent with curious minds and a relentless commitment to innovation and impact. No matter your role, everyone at IQVIA contributes to our shared goal of helping customers improve the lives of patients everywhere.

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.

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.

Salary and Benefits

The potential base pay range for this role, when annualized, is $89,900.00 - $250,400.00. 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.

To get there, we seek out diverse talent with curious minds and a relentless commitment to innovation and impact. No matter your role, everyone at IQVIA contributes to our shared goal of helping customers improve the lives of patients everywhere. Thank you for your interest in growing your career with us.