IQVIA’s Provider and Patient Association Business Segment is seeking an entrepreneurial spirited Associate Business Development Director with proven technology, data, and analytics experience, who can effectively position a portfolio of registry technology, and development of clinical decision support solutions and value-based care models to medical specialty societies. 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.

Qualified candidates have prior sales or business development experience, successfully establishing long-term relationships with medical specialty society leadership and have a working knowledge of registry technology, clinical decision support solutions, and value-based care models, with a desire to understand the business needs of targeted prospects, develop relationships, and map IQVIA’s offerings—including tools that support evidence-based decision-making and value-driven care—to the customer’s needs.

Responsibilities:

• Actively prospect, qualify, and generate new sales through both virtual and in-person outreach.
• Secure and retain business through professional, consultative, proactive sales activities directed at decision-makers with existing and new customers.
• Establish, analyze, and execute a comprehensive sales plan for each target account. Ensure appropriate strategy/solution is proposed to customer.
• Cultivate strong, long-term relationships with key decision-makers 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.
• Identify and respond to customer needs in order to define potential opportunities. Propose appropriate strategy/solution to customer.
• Build and sustain pipeline for future sales opportunities.
• Identify qualified pipeline opportunities sufficient to achieve annualized quota target.
• Generate early-stage pipeline of 3-4x 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.)
• Document weekly activity via Salesforce. Prepare and present weekly status report.
• Update pipeline report ensuring dates, contract value and revenue allocation is accurate.
• Work collaboratively 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.
• Monitor actions and results against plans.
• Record all customer sales-related activities in CRM system and prepare sales activity report for Sales Management as required.
• Serve as a liaison between the customer and technical and operational groups at IQVIA, Inc.

Requirements:

• To be eligible for this position, you must reside in the same country where the job is located.
• Bachelor's Degree required, preferably in Business Management.
• 8+ years related sales/business development experience, including 3 years of relevant industry (medical specialty societies, registries, value-based care, clinical decision support tools) and/or equivalent combination of education, training, and experience in sales or business development from healthcare/life sciences industry.
• US remote with expected travel up to 10%.
• Strong organizational, planning, project management and communication skills.
• Excellent analytical skills in assessing and interpreting customer business data.
• Ability to maintain demanding timelines, influence others internally and externally while being flexible to changing priorities.
• Ability to work independently and as a team player with attention to detail and ability to work simultaneously on multiple priorities in a fast-paced environment.
• Excellent skills using Microsoft Office Suite: MS PowerPoint, MS Word, and MS Excel

The potential base pay range for this role, when annualized, is $89,600.00 - $249,600.00. 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.