Business Development Director, PPG Payer

IQVIA; Wayne (PA); On-site; USD 111,200 - 309,800; Full time

Job summary

IQVIA’s Healthcare Payer team seeks an experienced sales executive to position a portfolio of data solutions, technology, and services for regional and national health plan clients. This individual contributor drives new opportunities, develops proposals, and closes deals in a fast-paced environment.

The role requires deep knowledge of healthcare industry technology trends, executive-level relationships, and the ability to map IQVIA offerings to client needs to achieve outcomes.

Qualifications

• 10+ years’ experience selling to healthcare payers in complex sales processes.
• Experience selling into regional and national health plans at C-suite/leadership levels.
• Understanding of data, analytics, and technology’s role in health plans.

Responsibilities

• Prospect, qualify, and generate new sales through virtual and in-person outreach.
• Sell into regional and national health plans across Data & Analytics, Technology, and Business areas.
• Drive account growth with proactive management plans and adoption of IQVIA offerings.
• Represent IQVIA at regional and national tradeshows and conferences.
• Drive complex, consultative sales with multiple product groups and internal teams.
• Maintain pipeline to meet annual quotas and optimize profitability.
• Update Salesforce with activities, opportunities, and revenue data.
• Coordinate with internal/external teams to fulfill client solutions.
• Travel up to 30% domestically.

Skills

Healthcare payer sales

Strategic account management

Sales cycle mastery

Relationship building

Negotiation

SalesforceCRM

Education

Bachelor's degree

Master's degree

Tools

Salesforce

Job description

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.
• 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.
• Willingness to travel up to 30% domestically.

Requirements & Qualifications

• To be eligible for this position, you must reside in the same country where the job is located.
• 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 the following capabilities to a health plan: data, advanced analytics and technologies supporting strategy, pricing, pharmacy management, population health and/or operational interoperability.
• Exemplary interpersonal, relationship building, negotiations, and professional skills.
• Confident, assertive, results driven, strong organizational skills and self-motivated, self-starter.
• Must be self-motivated, have the internal drive to keep calling even when not getting traction immediately and have the capacity to know how to approach customers strategically.
• Excellent interpersonal skills and ability to establish and maintain effective working relationships across the organization and to engage and facilitate across multiple stakeholders to accomplish team goals.
• Excellent organizational, time management, and problem-solving skills.
• Knowledge of Health plan business processes and industry dynamics.
• This role is US Remote 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. 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.