Business Development Director, HCS Payer

IQVIA; Rosemont (IL); Remote; USD 111,000 - 310,000; Full time

Job summary

A leading healthcare analytics firm is seeking a seasoned sales/business development executive to engage healthcare payer clients. The role involves generating new sales opportunities, managing strategic accounts, and driving client relationships. Ideal candidates should bring over 10 years of relevant experience and a strong understanding of healthcare technologies. This position is based in Rosemont, Illinois, with travel requirements up to 30%.

Qualifications

• 10+ years’ experience selling into healthcare payers.
• Demonstrated success at C-suite and leadership levels.
• Understanding of data and advanced analytics in healthcare.

Responsibilities

• Prospect and generate new sales through outreach.
• Drive strategic account growth and client engagement.
• Manage multiple opportunities through the sales cycle.

Skills

Relationship-building

Negotiation

Organizational skills

Self-motivation

Education

Bachelor's degree

Advanced degree

Tools

Salesforce CRM

Job description

Overview

Are you interested in joining a team trying to build intelligent connections across the healthcare ecosystem to enable smarter decisions that reduce costs and drive better patient outcomes? We leverage our unparalleled expertise to provide comprehensive data solutions, actionable insights, and innovative technology across the healthcare ecosystem.

IQVIA’s Healthcare Payer team is currently seeking a seasoned and entrepreneurial-spirited sales/business development executive who can effectively position a portfolio of data solutions, technology, and strategic services for both regional and national healthcare payer clients.

This individual contributor role requires a savvy professional able to identify/hunt new opportunities, qualify prospects, develop proposals, and close deals in an effective and efficient manner. The ideal candidate must have a working knowledge of healthcare industry technology trends and a desire to understand the business needs of health plan clients in order to develop relationships with business and IT executives and map IQVIA’s offerings to the customer’s needs to achieve desired outcomes.

Responsibilities

• Prospect, qualify, and generate new sales through both virtual and in-person outreach.
• Responsible for selling into regional and/or national health plans; particularly into Data & Analytics (CDO, CAO, VP), Technology (CIO) and Business Areas (Pharmacy, Care Management, Care Coordination, other), with demonstrated success selling technology based strategic services.
• Drive strategic account growth by expanding service adoption and aligning offerings with client needs through proactive Account Management Plans.
• Represent IQVIA at regional and national tradeshows and conferences.
• Drive complex and consultative sales, potentially involving multiple product groups and divisions.
• Consistently achieve and exceed assigned sales targets while maximizing profitability and new business financial performance by managing costs and customer pricing.
• Build and sustain pipeline for future sales opportunities.
• Identify qualified pipeline opportunities sufficient to achieve annualized quota target of $1.5M – 2M total contracted value.
• Generate early-stage pipeline of 3-4x quarterly target.
• Ensure that all opportunities support pricing in line with margin targets.
• Drive external and internal contracting processes.
• Support legal to legal contract negotiation processes.
• Manage multiple opportunities through the various stages of the sales cycle:
• Prepare for and lead internal and client pursuit meetings.
• Accurately prepare client meeting materials (i.e. agenda, slides, meeting minutes, etc.).
• Attend and contribute to onsite client meetings.
• Willingness to travel up to 30% domestically.
• Update Salesforce CRM information and document sales activity, transactions, account, client information and revenue opportunities.
• Establish forecasts and account penetration plans.
• Complete all administrative tasks and duties in a timely manner:
• Document weekly activity via Salesforce.
• Prepare and present weekly status report.
• Update pipeline report ensuring dates, contract value and revenue allocation is accurate.
• Work closely with internal and external teams as required to manage client solution fulfillment.

Requirements & Qualifications

• Bachelor’s degree required; advanced degree preferred.
• 10+ years’ experience working within a complex sales process; selling into healthcare payers.
• Demonstrated success selling into regional and/or national health plans; particularly into Data & Analytics and Business Areas (Pharmacy, other) at the C-suite and leadership levels.
• Understanding of the business application and impact of data, advanced analytics and technologies supporting strategy, pricing, pharmacy management, population health and/or operational interoperability for health plans.
• Exemplary interpersonal, relationship-building, negotiations, and professional skills.
• Confident, assertive, results-driven, with strong organizational skills and self-motivation.
• Must be self-motivated with internal drive to persistent calling and strategic customer engagement.
• Excellent interpersonal skills and ability to establish and maintain effective working relationships across the organization and across multiple stakeholders.
• Excellent organizational, time management, and problem-solving skills.
• Knowledge of health plan business processes and industry dynamics.
• US remote role with willingness to travel up to 30% domestically.

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.

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.

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. 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.