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Sr. Director, Business Development _ Home or Office-based

Company: IQVIA Argentina
Location: Durham
Posted on: September 13, 2020

Job Description:

Help create a

healthier world. Start right here at IQVIA.

Enter Location

Sr. Director, Business Development _ Home or Office-based Locations: Durham, NC Full time R1134026 Date Posted: 07/14/2020

IQVIA™ is the leading human data science company focused on helping healthcare clients find unparalleled insights and better solutions for patients. Formed through the merger of IMS Health and Quintiles, IQVIA offers a broad range of solutions that harness the power of healthcare data, domain expertise, transformative technology, and advanced analytics to drive healthcare forward.

PURPOSE

Establish and manage an effective business development program to maximize organizational growth.

Direct business development activities to achieve sales and new business goals from identification through contract award. Establish and maintain relationships with senior levels within customer organization and within IQVIA. Provide technical advice and sales support to potential and existing clients. Help IQVIA develop and deliver market leading solutions and capabilities. Establish, grow and manage long-term and profitable relationships. Assist in RFI/RFP responses and proposals. Lead the Go-To-Market (GTM) activities, Early Engagement, and driving sales/pipeline.

Oversee the following:

- New services being developed – requiring GTM materials including sales enablement content and sharing with BD org

Building the understanding operationally internally

Organizing external thought leadership activities

Account team integration/communication

Results tracking & reporting – pipeline, awards, contracting

Preferred provider opportunity oversight

RESPONSIBILITIES

Works with management to identify target customers, markets and services that matches the company’s capabilities. Participates in the analysis and definition of efficient, cost effective and creative solutions which help the customer become more competitive.

Prioritizes current opportunities to align with organization's stated goals and objectives.

Provide support standardized and creative proposals in response to customers’ expressed needs. Follow up on proposals to customers. Maintain customer, proposal and contract database/tracking systems. Monitor actual versus contracted performance on an ongoing, proactive basis. Evaluate progress towards new business development and corporate revenue goals.

Develops relationships with both IQVIA’s traditional customer base and non-traditional/new customers and markets.

Works directly with sales to help customers understand the technical aspect of IQVIA’s capabilities and assists in closing business. Maintains an advanced technical understanding of IQVIA service offerings and provides “best practice” advice and solutions throughout sales cycle.

Work across company's service lines and with sales teams to cross-promote and respond to RFPs as well as develop internal relationships needed to create solutions designed using multiple services. Facilitate marketing and strategic links amongst company business lines.

Handle customer inquiries and requests for information from both internal and external customers in a timely manner.

Support sales and marketing services by attending, participating and speaking at trade shows and industry conferences.

Identify and provide strategic information to support Business Development’s annual plans.

Provide support and refine pricing algorithms to facilitate and standardize proposal budgeting process.

Establish and manage an effective sales program to maximize organization growth.

Provide direction and serve as a resource for sales staff members, including performance management, career progression, and professional development.

Utilize established industry network to assist junior sales staff in relationship development and to identify potential business opportunities.

Continuously monitor status of Customer Account Plans and business targets to ensure a pipeline of opportunities is maintained.

Collaborate with Senior Management and functional managers as needed identify operations team members for proposal defense meetings.

Actively participates in proposal preparation meetings and/or proposal defense meetings as needed.

Represent respective Sales Team to Senior Management on key business updates related to sales activities.

Research and identify target markets, build relationships, perform in-depth presentations, strategic analysis, and execution of implemented plans for IQVIA.

Ensures that the sales team members are sufficiently trained to meet their job objectives.

All responsibilities are essential job functions unless noted as nonessential (N).

REQUIRED KNOWLEDGE, SKILLS AND ABILITIES

Proven track record at developing mid-level and high-level contacts.

Solid understanding of the principles of drug discovery and development.

Demonstrate ability to work creatively and effectively in a fast-paced environment.

Attention to detail and ability to work simultaneously on multiple priorities.

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.

Strategic business and industry awareness and the ability to translate emerging industry trends relevant to the organization.

Adaptability and flexibility to changing priorities.

Excellent presentation, communication, and negotiation skills.

Experience and ability to progressively coach and mentor employees

#DB-LI1

Join Us

Making a positive impact on human health takes insight, curiosity, and intellectual courage. It takes brave minds, pushing the boundaries to transform healthcare. Regardless of your role, you will have the opportunity to play an important part in helping our clients drive healthcare forward and ultimately improve outcomes for patients.

Forge a career with greater purpose, make an impact, and never stop learning.

IQVIA is an EEO Employer - Minorities/Females/Protected Veterans/Disabled

IQVIA, Inc. provides reasonable accommodations for applicants with disabilities. Applicants who require reasonable accommodation to submit an application for employment or otherwise participate in the application process should contact IQVIA’s Talent Acquisition team at workday_recruiting@iqvia.com to arrange for such an accommodation.

Keywords: IQVIA Argentina, Durham , Sr. Director, Business Development _ Home or Office-based, Other , Durham, North Carolina

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