Business Development Director

IQVIA Argentina; Reno, Northern (NV, KY); Hybrid; USD 111,000 - 310,000; Full time

Job summary

IQVIA invites applications for a senior sales role focused on securing and retaining business with clinical sponsors. You will actively prospect, build relationships with decision-makers, and coordinate cross-functional teams to tailor strategies and close contracts.

The role requires deep industry knowledge, strong analytical and communication skills, and up to 40% travel. Must reside in the country where the job is located. Learn more at IQVIA careers.

Qualifications

• Bachelor's degree in business management required.
• 12 years related experience, including 5 years in CRO/pharmaceutical and/or sales experience.
• Equivalent combination of education, training and experience acceptable.
• Proven track record at mid-level and high-level contacts.
• Excellent business/industry awareness and understanding of trends and impact on the business.
• Solid understanding of commercialization and the principles of drug discovery and development.
• 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.
• Attention to detail and the ability to handle multiple priorities.
• Ability to work independently and as part of a team.
• Excellent MS Office skills: PowerPoint, Word, Excel.

Responsibilities

• Actively prospect and leverage potential new business opportunities within specified customer account(s).
• Cultivate strong, long-term relationships with key decision-makers and develop knowledge of the customer organization.
• Maintain knowledge of IQVIA services for cross-sell opportunities.
• Pursue awareness of competitive activities, positioning and pricing.
• Analyze opportunities and develop sales plans for each target account.
• Propose appropriate strategy/solution to the customer.
• Monitor actions and results against plans.
• Coordinate with contracts and proposals to develop proposals.
• Lead sales presentations with operations and functional managers.
• Educate team on customer culture, needs and sales techniques to close the sale.
• Handle post-sale follow-up and drive contract closure.
• Adapt strategies to market demands and targets.
• Maintain high visibility within the customer organization.
• Monitor customer satisfaction and communicate regularly.
• Plan and coordinate all customer sales activities.
• Record all sales-related activities in CRM.
• Prepare sales activity reports for Sales Management.
• Serve as liaison between customer and IQVIA technical/operational groups.

Skills

Prospecting & opportunity development

Key account management

Consultative selling

Stakeholder engagement

CRM proficiency

Oral & written communication

Time management

Travel readiness

Education

Bachelor's degree in business management

Equivalent education, training and experience

Tools

MS PowerPoint

MS Word

MS Excel

Job description

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

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.

• 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.

• Coordinate with contracts and 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

• Plan and coordinate all customer sales activities.

• 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

• 12 years related experience, including 5 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.

• Excellent Business/Industry awareness and a thorough understanding of industry trends and impact on the business

• Solid understanding of commercialization and the principles of drug discovery and development

• 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

• 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

• 40% travel is required (based on location).

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 $111,200.00 - $309,800.00. 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.