Sr. Business Development Director

IQVIA•Carlsbad, CA

12d

About The Position

Sr Business Development Director Job Overview Establish and manage an effective business development program to maximize organization growth for clinical development services. Serve as overall customer relationship manager and strategic business partner responsible for developing and expanding new business opportunities with customers. Essential Functions Maintain in-depth knowledge of all IQVIA clinical development 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 leads and prepares and leads the internal sales preparation and sales presentation to customers. Educate internal team participants on customer culture, operational needs/methods and sales techniques needed to close the sale. Coordinate with contracts and proposals to develop proposal. Handle follow-up and negotiations 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 against goals. 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 and pipeline update meetings. Lead/participate in change management initiatives for the sales organization. Provide overall support and serves as a mentor for junior sales staff members. 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 IQVIA is proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, status as a protected veteran, or any other status protected by applicable law. https://jobs.iqvia.com/eoe The potential base pay range for this role, when annualized, is $125,300.00 - $349,000.00. 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.

Requirements

Bachelor’s degree in business management/science/communications Req
15 years relevant industry experience (CRO/Pharmaceutical) Req
Or Equivalent combination of education, training, and experience Req
Proven track record at developing mid-level and high-level contacts
Solid understanding of commercialization and the principles of drug discovery and development lifecycle
Excellent skills using Microsoft Office Suite: MS PowerPoint (Req), 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
30-40% travel is required (based on location).
To be eligible for this position, you must reside in the same country/sales region where the job is located.

Responsibilities

Establish and manage an effective business development program to maximize organization growth for clinical development services.
Serve as overall customer relationship manager and strategic business partner responsible for developing and expanding new business opportunities with customers.
Maintain in-depth knowledge of all IQVIA clinical development 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 leads and prepares and leads the internal sales preparation and sales presentation to customers.
Educate internal team participants on customer culture, operational needs/methods and sales techniques needed to close the sale.
Coordinate with contracts and proposals to develop proposal.
Handle follow-up and negotiations 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 against goals.
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 and pipeline update meetings.
Lead/participate in change management initiatives for the sales organization.
Provide overall support and serves as a mentor for junior sales staff members.