Laboratory Services Business Development, Associate Director - Southern California - (1802006) in San Diego, CA at IQVIA™

Date Posted: 9/14/2018

Job Snapshot

Job Description

Launched in 2015, Q2 Solutions is a leading global clinical trials laboratory services organization. We help biopharmaceutical, medical device and diagnostics customers improve human health through innovation that transforms science and data into actionable medical insights. Q2 Solutions is a quality driven, responsive partner with strong global experience and deep scientific and medical expertise. The Q2 Solutions joint venture was formed by Quintiles and Quest Diagnostics, combining the best of each parent organizations clinical trials laboratory services capabilities.

Description


 
PURPOSE

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

 

RESPONSIBILITIES

•Actively prospect and leverage potential new business opportunities within specified territory and customer account(s).

•Cultivate strong, long-term relationships with key decision-makers within customer accounts and develop in-depth knowledge of the customer organization.

•Maintain general knowledge of the organizations 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 proposals and contracts 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.

•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.

•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.

•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 Q2 Solution.

 

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

Ability to cross-sell across various therapies

• 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

 

 

Job Requirements


A Bachelor's degree in Business Management and 10 years related experience.


•Three years’ relevant experience – ideally within a CRO or Lab environment


•Alternatively, you should have an equivalent combination of education, training and experience

 

EEO Minorities/Females/Protected Veterans/Disabled

 

Job ID: 1802006

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