Help create a
healthier world. Start right here at IQVIA.
Sr. Director, Business Development _ Home or Office-based
Locations: Durham, NC Full time R1134026 Date Posted:
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.
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
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
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
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
Provide direction and serve as a resource for sales staff
members, including performance management, career progression, and
Utilize established industry network to assist junior sales
staff in relationship development and to identify potential
Continuously monitor status of Customer Account Plans and
business targets to ensure a pipeline of opportunities is
Collaborate with Senior Management and functional managers as
needed identify operations team members for proposal defense
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
REQUIRED KNOWLEDGE, SKILLS AND ABILITIES
Proven track record at developing mid-level and high-level
Solid understanding of the principles of drug discovery and
Demonstrate ability to work creatively and effectively in a
Attention to detail and ability to work simultaneously on
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
Adaptability and flexibility to changing priorities.
Excellent presentation, communication, and negotiation
Experience and ability to progressively coach and mentor
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
IQVIA is an EEO Employer - Minorities/Females/Protected
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 firstname.lastname@example.org to arrange for such an