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Business Development Director

Job Overview

Promotes, recommends and sells clinical development products and services to large pharmaceutical organizations. This includes developing, managing, and implementing sales strategies, identifying potential customers, and cultivating existing customer relationships to close deals.

Sells specific products that may require technical or scientific expertise in a particular area or profession. May be assigned to multiple accounts; however, not the sole relationship manager for these accounts. Works closely with account managers to coordinate the service approach for the client.

Identifies and pursues sales leads; makes sales calls and visits in a geography, industry or product area; concludes orders and arranges internal sales logistics; resolves customer complaints; monitors changing customer needs and competitor activity; and prepares sales targets, budgets and reports.

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

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.

• Support sales management to train and mentor new hires.

• 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 customer.  

• Monitor actions and results against plans.

• Coordinate with contracts and proposals to develop proposal.

• 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 customer.

• 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.

Experience

• Bachelor's Degree Req

• Requires extensive knowledge of multiple job areas obtained through advanced education and experience.

• Viewed as a leading expert within the field by peers.

• 12 + years related experience, including 5 years of relevant industry (CRO/Pharmaceutical) and/or sales experience. Equivalent combination of education, training and experience.

• 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 and development.

• 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.