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Assoc. Product Specialist Director, BD (Genomics), based in the UK (R1041417) in Livingston, UK at IQVIA™

Date Posted: 1/10/2019

Job Snapshot

Job Description

Q2 Solutions is a leading clinical trial laboratory services organization with end-to-end laboratory services and secure, enterprise-wide biospecimen and consent management solutions. With a relentless focus on quality and innovation, Q2 Solutions uses its global experience and scientific expertise to transform science and data into actionable medical insights that help customers improve human health.  A joint venture of IQVIA (formerly QuintilesIMS) and Quest Diagnostics, Q2 Solutions combines the best of each parent organization’s clinical trials laboratory services capabilities to fulfill its mission of treating each sample as if a life depends on it.

PURPOSE

Secure and retain business through professional, consultative, proactive sales activities directed at decision-makers and decision influencers at existing and new clinical sponsors.

Provide technical advice and sales support to potential and existing clients. Help Quintiles develop and deliver market leading solutions and capabilities. Establish, grow and manage long-term and profitable relationships. Assist in RFI/RFP responses and proposals.

RESPONSIBILITIES

  • Actively prospect and leverage potential new business opportunities 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 Quintiles services for appropriate cross-sell opportunities.
  • Aggressively pursue awareness of competitive activities, positioning and pricing, which includes specific reasons for awards and non-awards.
  • Identify and respond to customer needs in order to define potential opportunities. Propose appropriate strategy/solution to customer.
  • Coordinate with GBO to develop proposal.
  • Work with Project Director and functional managers to identify sales team and prepare and lead sales presentations.
  • Adapt successful strategies and tactics to meet market demands and financial targets.
  • Establish and execute a comprehensive sales plan for each target account. Ensure appropriate strategy/solution is proposed to customer. Monitor actions and results against plans.
  • Record all customer sales related activities in CRM system.
  • Prepare sales activity report for Sales Management as required.
  • Work with management to identify target customers, markets and services that matches the company’s capabilities. Participate in the analysis and definition of efficient, cost effective and creative solutions which help the customer become more competitive.
  • Prioritize 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 on-going, proactive basis. Evaluate progress towards new business development and corporate revenue goals.
  • Develop relationships with both Quintiles’ traditional customer base and non-traditional/new customers and markets.
  • Work directly with sales to help customers understand the technical aspect of Quintiles capabilities and assists in closing business. Maintain an advanced technical understanding of Quintiles service offerings and provides “best practice” advice and solutions throughout sales cycle.
  • 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 create solutions designed using multiple services. Facilitate marketing and strategic links amongst company business lines.
  • 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.  

All responsibilities are essential job functions unless noted as nonessential (N).

REQUIRED KNOWLEDGE, SKILLS AND ABILITIES

  • Proven track record at mid-level and high-level contacts
  • Strong organizational, planning, project management skills
  • A developing record of customer contacts at the outsourcing, procurement and mid - management level
  • 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 co-workers, managers and clients  

MINIMUM REQUIRED EDUCATION AND EXPERIENCE

Bachelor's degree in Business Management with substantial experience, including relevant industry (CRO/Pharmaceutical) and/or sales experience; or equivalent combination of education, training and experience

PHYSICAL REQUIREMENTS

  • Extensive use of telephone and face-to-face communication requiring accurate perception of speech
  • Frequent travel
  • Frequent long, varied hours


Job ID: R1041417