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Sales Director, Sub-Population Optimization Solutions (R1055712) in New York, NY at IQVIA™

Date Posted: 1/13/2019

Job Snapshot

Job Description

Join us on our exciting journey! IQVIA™ is The Human Data Science Company™, focused on using data and science to help healthcare clients find better solutions for their patients. Formed through the merger of IMS Health and Quintiles, IQVIA offers a broad range of solutions that harness advances in healthcare information, technology, analytics and human ingenuity to drive healthcare forward.

Location: Remote-Based Opportunity

PURPOSE
The Sub-Population Optimization Solutions (SOS) Sales role is a new strategic position within the Global Consulting Services business focused on customer cold calling and selling of the SOS software and consulting products.  The primary purpose of the SOS methodology and software platform is to help determine optimal patient sub-populations (or establish the lack of such) during asset development (e.g., Phase II clinical development planning and protocol design or a rescue scenario after a trial failure).  Since up to 65% of Phase II clinical trials and more than 35% of Phase III clinical trials fail to advance to the next stage of development, SOS seeks to increase the rate of trial success by identifying sub-populations that exhibit differential treatment effects.  In such scenarios, SOS may help rescue clinical trials that aren’t reaching their primary endpoints or assist in the subsequent trial design.

RESPONSIBILITIES
The SOS Sales position will report to the Director of SOS Product and will be responsible for the following:

  • Lead global Sales function of the SOS product, ensuring all sales goals are fulfilled, revenue and profitability targets are met while keeping expenses within budget.
  • Should be comfortable with consultative selling, building client relationships, leading sales efforts, leading meetings and delivering presentations.
  • Must be able to “whiteboard” and consult with a client to determine areas of opportunity across our portfolio of services including SOS.
  • This person is expected to perform a variety of tasks where a wide degree of creativity and latitude is expected.
  • Must be able to synthesize complex business problems and create and articulate potential solutions in a simple and easy to understand narrative.
  • Develop and deliver client facing sales presentations at the C-suite Executives.
  • Develop and maintain a qualified long-term sales pipeline.
  • Provide qualitative and quantitative pipeline reporting and monthly updates on sales status to the SOS executive oversight team within Global Consulting Services.
  • Serve as a primary client contact for software and key consulting sales to ensure appropriate communication channels are maintained.
  • Partner with Consulting Services Account Leads and Business Development partners to generate and qualify software and consulting leads, meet prospective clients, develop and submit proposals, and close deals.
  • Take up sales responsibility for additional products, services and solutions as necessary.
  • Work with other IQVIA Business Development functions to ensure proper and efficient integration of SOS into clinical trial sales and RFP response processes.
  • Partner as needed with global functions supporting the SOS business including Marketing, Consulting, Finance, Contracting, Legal, HR, and IT.

REQUIRED KNOWLEDGE, SKILLS, AND ABILITIES

General

  • Ability to work strategically to realize and prioritize prospective customers.
  • Strong demonstrated program management skills and ability to work through others to deliver timely and high-quality results.
  • Experience working proactively in a pressurized environment and managing competing priorities.
  • Highly effective team leadership, mentoring, and training skills, fostering learning and knowledge sharing with colleagues.
  • Maintains a positive outlook at work; handles criticism well and learns from it.
  • Excellent organization and problem-solving/analytical skills.
  • Sound judgment and decision-making skills.
  • Excellent written and oral communication/presentation skills
  • Act with a sense of urgency, and be able to lead a team.
  • Strong influencing and negotiating skills.
  • Excellent interpersonal/customer service skills.
  • Ability to understand customer needs, have difficult conversations with stakeholders and customers, and negotiate solutions.
  • Excellent software and computer skills, including MS Office applications.

Specific Technical Skills and Experience

  • Understanding of overall drug development process required.
  • Solid understanding and experience with clinical development processes required, including familiarity with trial design and biostatistics processes.
  • Prior experience with software and solution sales required.
  • Understanding of biostatistics concepts preferred; strong prior academic or on the job experience is a plus.
  • Familiarity with IQVIA business units/functions and ability to navigate the organization effectively is a plus.

MINIMUM REQUIRED EDUCATION AND EXPERIENCE

  • Bachelor’s degree in life sciences, other sciences, technology, engineering or related fields.
  • Advanced degree preferred, preferably MBA, but will consider PhD/other Master’s degree with appropriate combination of experience.
  • 10+ years’ work experience in consultative selling, selling and delivering software products and solutions, managing multi-Line Of Business (LOB), and multi-discipline pursuits, negotiation skills on large deals, written and oral communication skills including proposal writing and presentation material development and delivery.
  • Good understanding of Pharmaceutical and/or Technology industry and eco-system around it.

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IQVIA is an EEO Employer - Minorities/Females/Protected Veterans/Disabled'

We know that meaningful results require not only the right approach but also the right people. Regardless of your role, we invite you to reimagine healthcare with us. You will have the opportunity to play an important part in helping our clients drive healthcare forward and ultimately improve human health outcomes. Whatever your career goals, we are here to ensure you get there! We invite you to join IQVIA™



Job ID: R1055712