Sr. Business Development Director

IQVIA; Durham (AR); On-site; USD 130,000 - 362,000; Full time

Job summary

IQVIA is seeking a seasoned business development leader to establish and manage a comprehensive program for maximizing growth. You will serve as the primary relationship manager and strategic partner, expanding opportunities with customers while coordinating with IQVIA services and a cross-functional team.

The role requires building long-term relationships with decision-makers, executing targeted sales plans, and ensuring a strong, visible presence within client organizations across the life

Qualifications

• Bachelor's degree in business management required.
• 15 years of relevant CRO/Pharmaceutical industry experience required.
• Equivalent combination of education, training, and experience required.
• Proven track record developing mid-level and high-level contacts.
• Strong knowledge of commercialization and drug discovery/development.
• Proficient with MS Office (PowerPoint, Word, Excel).

Responsibilities

• Maintain knowledge of IQVIA services for cross-sell opportunities.
• Prospect and develop new business opportunities with customers.
• Establish and execute a sales plan for target accounts.
• Build long-term relationships with key decision-makers.
• Network in the industry to identify opportunities.
• Monitor leads and pipeline reports in CRM.
• Coordinate with contracts and proposals to develop proposals.
• Lead sales presentations with operations and managers.
• Provide mentorship to junior sales staff.
• Report account activity through CRM to leadership.

Skills

Cross-selling

Relationship management

Sales strategy

CRM proficiency

Communication

Negotiation

Presentation skills

Time management

Education

Bachelor's degree in business management

15 years industry experience (CRO/Pharmaceutical)

Equivalent combination of education, training, and experience

Tools

Microsoft PowerPoint

Microsoft Word

Microsoft Excel

Job description

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

Job Overview

Establish and manage an effective business development program to maximize organization growth. Serve as overall customer relationship manager and strategic business partner responsible for developing and expanding new business opportunities with customers.

Essential Functions

• Maintain in-depth knowledge of all IQVIA services for appropriate cross-sell opportunities.
• Actively prospect and leverage potential new business opportunities within specified potential new and/or existing Customers/Accounts.
• Establish and execute a comprehensive sales plan for each target account.
• Cultivate strong, long-term relationships with key decision-makers within Account and develop deep knowledge of the customer organization.
• Actively network in the industry to establish relationships and to identify potential opportunities.
• Aggressively pursue awareness of competitive activities, positioning and pricing, which includes specific reasons for awards and non-awards.
• Continuously monitor status of leads and opportunities to ensure a pipeline of opportunities is maintained.
• Analyze potential opportunities and develop sales strategies for each customer account. Ensure appropriate strategy/solution is proposed to customer. Monitor actions and results against plans.
• Establish brand recognition; communicate with internal Project Managers to assess overall level of customer satisfaction and progress of projects.
• 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.
• Coordinate with contracts and proposals to develop proposal.
• Handle follow-up related to the sale and drive completion of contractual documents.
• Utilize CRM to establish reports and dashboards to analyze business development and sales activities and track progress.
• Maintain high visibility within customer organization.
• Plan and coordinate all customer sales activities.
• Communicate all account activity to Senior Sales Leader and/or appropriate individuals through the CRM system.
• Lead/participate in change management initiatives for the sales organization.
• Provide overall support and serves as a mentor for junior sales staff members.

Qualifications

• Bachelor's degree in business management Req
• 15 years relevant industry experience (CRO/Pharmaceutical) Req Or
• Equivalent combination of education, training, and experience Req
• Proven track record at developing mid-level and high-level contacts
• Solid understanding of commercialization and the principles of drug discovery and development
• Excellent skills using Microsoft Office Suite: MS PowerPoint, MS Word, and MS Excel
• Excellent oral and written communication skills
• Strategic business awareness and analytical skills
• Adaptability and flexibility to changing priorities
• Demonstrated ability to work creatively and effectively in a fast-paced environment
• Attention to detail and ability to work simultaneously on multiple priorities
• Ability to maintain demanding timelines
• Ability to influence others both internally and externally
• Ability to work independently and as a team player
• Ability to establish and maintain effective working relationships with coworkers, managers and clients
• 30% 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 $129,800.00 - $361,800.00. 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.