Clinical Business Development Director (New England Biotech)

IQVIA•Boston, MA

10d

About The Position

Job Overview Secure and retain business through professional, consultative, proactive sales activities directed to clinical decision-makers within existing and new small/mid-size biotech sponsors within the New England region. Essential Functions Actively prospect new, full-service Phase 1 – Phase 3b clinical services contracts within specified customer account(s). Cultivate strong, long-term relationships with key decision-makers within Account and develop in-depth knowledge of the customer organization. Maintain general knowledge of all IQVIA services for appropriate cross-sell opportunities. Aggressively pursue awareness of competitive activities, positioning and pricing, which includes specific reasons for awards and non-awards. Analyze potential opportunities and develop sales plans for each target account. Ensure appropriate strategy/solution is proposed to customers. Monitor actions and results against plans. Coordinate with contracts and proposals to develop proposals. 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. Handle follow-up related to the sale and drive completion of contractual documents. Adapt successful strategies and tactics to meet market demands and financial targets. Maintain high visibility within customer organization. Monitor customer satisfaction by communicating regularly with customers. Plan and coordinate all customer sales activities. Record all customer sales related activities in CRM system. Prepare sales activity report for Sales Management as required. Serve as a liaison between the customer and technical and operational groups at IQVIA, Inc.

Requirements

Bachelor’s degree in business management Req 12 years related experience, including 5 years of relevant industry (CRO/Pharmaceutical) and/or sales experience Req Or Equivalent combination of education, training and experience

Nice To Haves

Preferred: Experience selling full service clinical trial services to small/mid-sized biotech companies in the New England region.
Proven track record at mid-level and high-level contacts.
Excellent Business/Industry awareness and a thorough understanding of industry trends and impact on the business
Solid understanding of the principles of drug discovery, development, and commercialization.
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.
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.
30% travel is required (based on location).
To be eligible for this position, you must reside in the same country where the job is located.

Responsibilities

Actively prospect new, full-service Phase 1 – Phase 3b clinical services contracts within specified customer account(s).
Cultivate strong, long-term relationships with key decision-makers within Account and develop in-depth knowledge of the customer organization.
Maintain general knowledge of all IQVIA services for appropriate cross-sell opportunities.
Aggressively pursue awareness of competitive activities, positioning and pricing, which includes specific reasons for awards and non-awards.
Analyze potential opportunities and develop sales plans for each target account.
Ensure appropriate strategy/solution is proposed to customers.
Monitor actions and results against plans.
Coordinate with contracts and proposals to develop proposals.
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.
Handle follow-up related to the sale and drive completion of contractual documents.
Adapt successful strategies and tactics to meet market demands and financial targets.
Maintain high visibility within customer organization.
Monitor customer satisfaction by communicating regularly with customers.
Plan and coordinate all customer sales activities.
Record all customer sales related activities in CRM system.
Prepare sales activity report for Sales Management as required.
Serve as a liaison between the customer and technical and operational groups at IQVIA, Inc.