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Specialist, Solution Sales (R1010621) in Irvine, CA at IQVIA™

Date Posted: 4/4/2018

Job Snapshot

Job Description

Solution Sales Specialist - Pharmacy

Location: Major metropolitan area in U.S. (WFH)

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. IQVIA has approximately 55,000 employees in more than 100 countries, all committed to making the potential of Human Data Science a reality, and we are actively hiring.

Reimagine healthcare with us

At IQVIA, you will have the opportunity to build your career, while helping our customers drive human health outcomes forward. We dedicate our experience, resources and reputation so that you can drive your career and choose the path that best defines your development and success

At IQVIA, we look for the very best people, and then give them meaningful work to do. We don’t simply think about careers, we think about contributions.

Role Purpose:

Develop new business for a specific data product specialty, providing the product expertise and sales acumen to identify & qualify revenue opportunities, proactively manage the selling process, and close sales in both existing and new accounts.

You will drive strong vertical channel expertise and knowledge for the US REFERENCE DATA sales team.  The specialist’s primary role is to actively understand the channel buyer’s need; identify the right IQVIA™ US REFERENCE DATA solution offering; build and deliver to the buyer a comprehensive, value-based solution proposal; expertly present the solution proposal to the buyer; and effectively, efficiently close the order on time.  The specialist’s responsibility is to develop and execute account plans for existing customers and potential targets, including the development of strategic relationships with key executives and decision makers.  The specialist will adjust their account plans accordingly, to accommodate new solution offerings and significant changes in business conditions.   As required, the specialist may lead negotiations on proposals and contracts for their assigned accounts.

Principal Accountabilities:

  • Achieve growth & revenue targets for assigned product through a consultative sales approach that solves client business issues.
  • Proactively strengthens in depth knowledge of product and its application within a client’s enterprise.
  • May contribute on account planning strategy as it relates to assigned product area.
  • Collaborate with Account Team to target and validate opportunities for assigned customers / territory.
  • Interface with customer at all levels.
  • Create and present client proposals that result in winning sales.
  • As necessary, identify and manage resources to develop proposals that position IQVIA capabilities & solutions to customers.
  • Monitor delivery, implementation, and customer satisfaction.
  • Seeks “starburst” opportunities within existing customers to grow revenue opportunities.
  • As part of the sales process, gather market and client intelligence and provide strategic feedback to Marketing, Consulting, Service, and Sales to strengthen or product offerings and capture additional business.
  • Expertise selling to HIT, Payers, Providers, Wholesalers, Healthcare Consulting organizations is a plus

Education, Experience, & Specialized Knowledge:

  • Bachelor’s degree or equivalent and a minimum of five (5) years relevant sales experience.
  • Possess knowledge of key marketplace issues for our industry and related businesses.
  • Solid knowledge of one or more IQVIA products and the impact that the product can achieve when implemented within a client’s business processes.
  • Familiarity with IQVIA core data products, account management, and information solutions, as it relates to our direct to consumer advertising services portfolio.
  • Experience selling for a Pharmacy, Hospital, and Health System or where you may have had opportunity to sell a data asset suite of products is a plus.

Additional Key Attributes:

  • Individual must be a superior and successful sales person, have excellent presentation and writing skills, act with a sense of urgency, and be able to work both independently and within a team environment.
  • Must have successful experience identifying and closing new business opportunities and developing positive relationships at all levels of client management and within the IQVIA sales, consulting and marketing teams.
  • Experience selling/using data to solve client’s business challenges/problems.
  • Key Characteristics: Revenue Driven, knowledgeable, consultative, problem solver, customer focused, creative, resourceful, fast & flexible, team player, organized, effective negotiator.



Job ID: R1010621