IQVIA
Sr. Business Development Director, Decentralized Clinical Trials
IQVIA, Raleigh, North Carolina, United States, 27601
Job OverviewIQVIA is seeking an experienced and dynamic Senior Director to drive the growth of our Decentralized Clinical Trials solutions. This includes the creation of the sales strategy, advocating for the use of DCT in the industry, interacting with executives at sponsors around the value of DCT and hybrid DCT trials, and representing IQVIA at industry conferences, webinars, and other events to promote our solutions and establish thought leadership in the Decentralized Clinical Trials space. The ideal candidate will have a proven track record in sales leadership within the clinical trials or healthcare technology sectors, with a deep understanding of the Decentralized Clinical Trials market.
Essential Functions
The role will function as our sales lead and sales subject matter expert for Decentralized Clinical Trials (DCT) globally.This role will lead sales pursuits for opportunities that include our patient technologies for clinical trialsMaintain 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 Req15 years relevant industry experience (CRO/Pharmaceutical) Req OrEquivalent combination of education, training, and experience ReqProven track record at developing mid-level and high-level contactsSolid understanding of commercialization and the principles of drug discovery and developmentExcellent skills using Microsoft Office Suite: MS PowerPoint, MS Word, and MS ExcelExcellent oral and written communication skillsStrategic business awareness and analytical skillsAdaptability and flexibility to changing prioritiesDemonstrated ability to work creatively and effectively in a fast-paced environmentAttention to detail and ability to work simultaneously on multiple prioritiesAbility to maintain demanding timelinesAbility to influence others both internally and externallyAbility to work independently and as a team playerAbility to establish and maintain effective working relationships with coworkers, managers and clients
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
We are committed to providing equal employment opportunities for all, including veterans and candidates with disabilities. https://jobs.iqvia.com/eoe
IQVIA's ability to operate and provide certain services to customers and partners necessitates IQVIA and its employees meet specific requirements regarding COVID-19 vaccination status. https://jobs.iqvia.com/covid-19-vaccine-status
The potential base pay range for this role, when annualized, is $156,600.00 - $290,800.00. 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.
Essential Functions
The role will function as our sales lead and sales subject matter expert for Decentralized Clinical Trials (DCT) globally.This role will lead sales pursuits for opportunities that include our patient technologies for clinical trialsMaintain 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 Req15 years relevant industry experience (CRO/Pharmaceutical) Req OrEquivalent combination of education, training, and experience ReqProven track record at developing mid-level and high-level contactsSolid understanding of commercialization and the principles of drug discovery and developmentExcellent skills using Microsoft Office Suite: MS PowerPoint, MS Word, and MS ExcelExcellent oral and written communication skillsStrategic business awareness and analytical skillsAdaptability and flexibility to changing prioritiesDemonstrated ability to work creatively and effectively in a fast-paced environmentAttention to detail and ability to work simultaneously on multiple prioritiesAbility to maintain demanding timelinesAbility to influence others both internally and externallyAbility to work independently and as a team playerAbility to establish and maintain effective working relationships with coworkers, managers and clients
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
We are committed to providing equal employment opportunities for all, including veterans and candidates with disabilities. https://jobs.iqvia.com/eoe
IQVIA's ability to operate and provide certain services to customers and partners necessitates IQVIA and its employees meet specific requirements regarding COVID-19 vaccination status. https://jobs.iqvia.com/covid-19-vaccine-status
The potential base pay range for this role, when annualized, is $156,600.00 - $290,800.00. 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.