Business Development Manager, Data Sciences Staffing Solutions

IQVIA • Durham, NC

3d

About The Position

The Business Development Manager works collaboratively with internal and external colleagues to increase sales within the Data Sciences Staffing Team, specifically in the disciplines of Clinical Data Management, Biostatistics, and Statistical Programming. Responsibilities include full cycle sales: target identification, securing and managing client meetings, listening, and understanding client needs, addressing client concerns/objections, managing Subject Matter Experts in defining opportunities, proposing solutions, negotiating, obtaining SOWs, and closing the deal. Establish, grow and manage long-term and profitable relationships.

Requirements

• Bachelor's degree in Business Management with 5 years related experience, including 3 years of relevant industry (CRO/Pharmaceutical) and/or sales experience; or equivalent combination of education, training and experience
• Proven track record at developing mid-level and high-level customer contacts, specifically in the disciplines of Clinical Data Management, Biostatistics, and Statistical Programming.
• Solid understanding of the principles of drug development.
• Strong organizational, planning, project management skills
• Excellent Business/Industry awareness and a thorough understanding of industry trends and impact on the business
• Excellent analytical skills in assessing and interpreting customer business data
• Ability to maintain demanding timelines
• Ability to influence others internally and externally
• Adaptability and flexibility to changing priorities
• Demonstrated ability to work creatively in a fast-paced environment
• Exceptional Attention to detail and ability to work simultaneously on multiple priorities
• Ability to work independently and as a team player
• Excellent skills using Microsoft Office Suite: MS PowerPoint, MS Word, and MS Excel
• Excellent oral and written communication skills
• Ability to establish and maintain effective working relationships with coworkers, managers and clients
• Attention to detail and ability to work simultaneously on multiple priorities.
• Excellent skills using Microsoft Office Suite.
• Strategic business and industry awareness and the ability to translate emerging industry trends relevant to the organization.

Responsibilities

• Establish and execute an effective sales strategy to maximize growth of the Data Sciences Staffing business with assigned customer accounts.
• Secure and retain business through professional, consultative, proactive sales activities directed at decision-makers and decision influencers at existing and new customers.
• Works with sales teams and management to identify target customers for IQVIA’s staffing capabilities in the Data Sciences functions.
• Participates in the analysis and definition of efficient, cost effective and creative solutions which help IQVIA 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 traditional customer base and non-traditional/new customers and markets.
• Works directly with IQVIA account teams to help customers understand IQVIA’s Staff Augmentation and Managed Staffing.
• 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 identify and fulfil customers’ staffing needs in the Data Sciences area.
• 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.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level