Sr. Business Development Director

IQVIA•Durham, NC

2d•Remote

About The Position

Establish and manage an effective business development program to maximize organization growth. Serve as overall customer relationship manager and strategic business partner responsible for developing and expanding new business opportunities with customers.

Requirements

Bachelor's degree in business management
15 years relevant industry experience (CRO/Pharmaceutical)
Equivalent combination of education, training, and experience
Proven track record at developing mid-level and high-level contacts
Solid understanding of commercialization and the principles of drug discovery and development
Excellent skills using Microsoft Office Suite: MS PowerPoint, MS Word, and MS Excel
Excellent oral and written communication skills
Strategic business awareness and analytical skills
Adaptability and flexibility to changing priorities
Demonstrated ability to work creatively and effectively in a fast-paced environment
Attention to detail and ability to work simultaneously on multiple priorities
Ability to maintain demanding timelines
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

Responsibilities

Maintain 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.