Business Development Director, PPG Payer

IQVIA•Durham, NC

2d•$111,200 - $309,800•Remote

About The Position

IQVIA’s Healthcare Payer team is seeking a seasoned and entrepreneurial-spirited sales/business development executive to effectively position a portfolio of data solutions, technology, and strategic services for both regional and national healthcare payer clients. This individual contributor role requires a savvy professional able to identify/hunt new opportunities, qualify prospects, develop proposals, and close deals. The ideal candidate must have a working knowledge of healthcare industry technology trends and a desire to understand the business needs of health plan clients to develop relationships with business and IT executives and map IQVIA’s offerings to customer needs to achieve desired outcomes.

Requirements

To be eligible for this position, you must reside in the same country where the job is located.
Bachelor’s degree required; advanced degree preferred.
10+ years’ experience working within a complex sales process; selling into healthcare payers.
Demonstrated success selling into regional and/or national health plans; particularly into Data & Analytics and Business Areas (Pharmacy, other) at the C-suite and leadership levels.
Understanding of the business application and impact of the following capabilities to a health plan: data, advanced analytics and technologies supporting strategy, pricing, pharmacy management, population health and/or operational interoperability.
Exemplary interpersonal, relationship building, negotiations, and professional skills.
Confident, assertive, results driven, strong organizational skills and self-motivated, self-starter.
Must be self-motivated, have the internal drive to keep calling even when not getting traction immediately and have the capacity to know how to approach customers strategically.
Excellent interpersonal skills and ability to establish and maintain effective working relationships across the organization and to engage and facilitate across multiple stakeholders to accomplish team goals.
Excellent organizational, time management, and problem-solving skills.
Knowledge of Health plan business processes and industry dynamics.

Responsibilities

Prospect, qualify, and generate new sales through both virtual and in-person outreach.
Responsible for selling into regional and/or national health plans; particularly into Data & Analytics (CDO, CAO, VP), Technology (CIO) and Business Areas (Pharmacy, Care Management, Care Coordination, other), with demonstrated success selling technology based strategic services.
Drive strategic account growth by expanding service adoption and aligning offerings with client needs through proactive Account Management Plans.
Represent IQVIA at regional and national tradeshows and conferences.
Drive complex and consultative sales, potentially involving multiple product groups and divisions.
Consistently achieve and exceed assigned sales targets while maximizing profitability and new business financial performance by managing costs and customer pricing.
Build and sustain pipeline for future sales opportunities.
Identify qualified pipeline opportunities sufficient to achieve annualized quota target of $1.5M – 2M total contracted value.
Generate early-stage pipeline of 3-4x quarterly 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.).
Attend and contribute to onsite client meetings.
Update Salesforce CRM information and document sales activity, transactions, account, client information and revenue opportunities.
Establish forecasts and account penetration plans.
Complete all administrative tasks and duties in a timely manner.
Document weekly activity via Salesforce.
Prepare and present weekly status report.
Update pipeline report ensuring dates, contract value and revenue allocation is accurate.
Work closely with internal and external teams as required to manage client solution fulfillment.
Willingness to travel up to 30% domestically.