Associate Director, Sales

IQVIA; Cleveland (OH); Hybrid; USD 90,000 - 250,000; Full time

Job summary

IQVIA's PPG Provider team is seeking an Associate Director, Sales to drive revenue across digital marketing services for hospital and health system clients.

The role blends sales leadership with individual contribution, coaching a team while pursuing new business opportunities and expanding existing relationships.

A consultative approach to healthcare marketing, strong negotiation skills, and the ability to move opportunities through complex buying committees are essential.

Qualifications

• Must reside in the country where the job is located.
• Bachelor's Degree Required.
• US Hybrid with Northeast territory responsibility and ability to travel approximately 25%.
• 10+ years of successful sales, account management, or business development experience, with a minimum of 3 years in sales leadership or people management responsibilities.
• Relevant sales or account management experience with hospital or health system industry and/or agency/professional services experience
• Strong understanding of hospital and health system market dynamics, including marketing, service line growth, and referral development.
• Must have successful experience identifying and closing new business opportunities while developing positive relationships at all levels of client management and within IQVIA sales, consulting, and marketing teams.
• Must be results-oriented, customer-focused, consultative, resourceful, collaborative, organized, and an effective negotiator.

Responsibilities

• Own and achieve revenue targets for assigned digital marketing services through a consultative sales approach focused on solving client business challenges.
• Serve as a subject-matter expert on healthcare digital marketing solutions, including paid media, AI search, SEO, content marketing, analytics, marketing automation, and emerging AI-enabled marketing capabilities.
• Lead complex sales pursuits, including discovery sessions, solution development, value articulation, proposal presentations, contract negotiations, and deal closure.
• Collaborate closely with broader IQVIA Provider commercial teams to identify cross-sell and co-sell opportunities that expand client relationships and create value across the Provider portfolio.
• Develop and cultivate relationships with hospital and health system decision-makers, including marketing, communications, digital, strategy, physician outreach, and executive leadership stakeholders.
• Actively prospect and build relationships through industry networking, conferences, client engagement, and other business development activities.
• Lead, coach, and develop a team of sales professionals, providing guidance in prospecting strategy, account planning, pipeline management, discovery, proposal development, and closing activities.
• Foster a high-performance sales culture through consistent coaching, accountability, performance measurement, and professional development.
• Monitor pipeline health, forecast accuracy, sales activity, and performance metrics to ensure achievement of individual and team objectives.
• Coordinate internal resources to support opportunity qualification, solution design, proposal development, pricing, contracting, and implementation readiness.
• Serve as a liaison between clients and IQVIA operational, product, and service delivery teams to ensure successful transitions from sale to implementation.

Skills

Sales leadership

People management

Account management

Business development

Negotiation

Strategic planning

Healthcare industry knowledge

Education

Bachelor's Degree

Job description

IQVIA's PPG Provider team helps health systems grow by combining industry expertise, data, technology, and marketing solutions that strengthen patient acquisition, physician engagement, brand performance, and service line growth.

The Associate Director, Sales is responsible for driving new and expansion revenue for IQVIA’s digital marketing services and solutions, including SEO, AI Search, Paid Media, and Marketing Automation, with hospital and health system clients.

This role serves as both a sales manager and individual contributor, responsible for achieving assigned revenue objectives while coaching and developing a team of sales professionals.

The ideal candidate brings a consultative approach to business development, a deep understanding of healthcare marketing challenges, and the ability to position digital agency services as strategic investments to buying committees.

Essential Responsibilities

• Own and achieve revenue targets for assigned digital marketing services through a consultative sales approach focused on solving client business challenges.


• Serve as a subject-matter expert on healthcare digital marketing solutions, including paid media, AI search, SEO, content marketing, analytics, marketing automation, and emerging AI-enabled marketing capabilities.


• Lead complex sales pursuits, including discovery sessions, solution development, value articulation, proposal presentations, contract negotiations, and deal closure.


• Collaborate closely with broader IQVIA Provider commercial teams to identify cross-sell and co-sell opportunities that expand client relationships and create value across the Provider portfolio.


• Develop and cultivate relationships with hospital and health system decision-makers, including marketing, communications, digital, strategy, physician outreach, and executive leadership stakeholders.


• Actively prospect and build relationships through industry networking, conferences, client engagement, and other business development activities.


• Lead, coach, and develop a team of sales professionals, providing guidance in prospecting strategy, account planning, pipeline management, discovery, proposal development, and closing activities.


• Foster a high-performance sales culture through consistent coaching, accountability, performance measurement, and professional development.


• Monitor pipeline health, forecast accuracy, sales activity, and performance metrics to ensure achievement of individual and team objectives.


• Coordinate internal resources to support opportunity qualification, solution design, proposal development, pricing, contracting, and implementation readiness.


• Serve as a liaison between clients and IQVIA operational, product, and service delivery teams to ensure successful transitions from sale to implementation.

Requirements And Qualifications

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


• Bachelor's Degree Required.


• US Hybrid with Northeast territory responsibility and ability to travel approximately 25%.


• 10+ years of successful sales, account management, or business development experience, with a minimum of 3 years in sales leadership or people management responsibilities.


• Relevant sales or account management experience with hospital or health system industry and/or agency/professional services experience


• Strong understanding of hospital and health system market dynamics, including marketing, service line growth, and referral development.


• Must have successful experience identifying and closing new business opportunities while developing positive relationships at all levels of client management and within IQVIA sales, consulting, and marketing teams.


• Must be results-oriented, customer-focused, consultative, resourceful, collaborative, organized, and an effective negotiator.

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 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. https://jobs.iqvia.com/eoe

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.

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.