Sr. Business Development Director - (1807745) in California at IQVIA™

Date Posted: 9/18/2018

Job Snapshot

Job Description



Description


PURPOSE
Global responsibility for all R&D solutions (CRO, FSP, Q2S) from demand perspective. Serve as RDS customer relationship manager and strategic business partner responsible for developing and expanding new business opportunities with customers.
 
RDS Sale

    • Establish and execute a comprehensive RDS sales plan (in coordination with Global Account Director).
    • Plan and coordinate all customer RDS sales activities
    • Prepare and lead sales presentation.
    • Actively prospect and leverage potential new RDS business opportunities
    • Analyze potential opportunities and develop sales strategies
    • Ensure appropriate strategy/solution is proposed to customer. Monitor actions and results against plan
    • Continuously monitor status of leads and opportunities to ensure a pipeline of opportunities is maintained
    • Conduct RFP receipt/triage. Work with operations and functional managers to identify sales team
    • Lead solutioning, strat calls, proposal review and finalization for large opportunities
    • Coordinate with contracts and proposals to develop proposal.
    • Handle follow-up related to the sale and drive completion of contractual documents.
    • Negotiate change orders and follow-up when appropriate
  • Key Account Management
    • Work closely with GAD G-KAM /HQ KAM as well as functional leaders and senior client partners to ensure no gaps or overlap with how we are supporting client
    • Communicate all RDS account activity to GAD and Senior Sales Leader and/or appropriate individuals Drive/support strategic alignment with client
    • Work x-functionally within IQVIA to ensure we are meeting the needs of client
    • Utilize CRM to establish reports and dashboards to analyze business development and sales activities and track progress.
    • Provide overall support and serve as a mentor for junior sales staff members
    • Educate team participants in client culture, operational needs/methods and sales techniques needed to close the sale.
  • Client relationship management
    • Cultivate strong, long-term relationships with key decision-makers within Account and develop deep knowledge of the customer organization.
    • Actively network in the client to establish relationships and to identify potential opportunities.
    • Pursue awareness of competitive activities, positioning and pricing, which includes specific reasons for awards and non-awards.
    • Establish brand recognition; communicate with client alliance lead(s) to assess overall level of client satisfaction and progress of projects.
    • Drive Innovation Day presentations, facilitate engagement between our thought leaders and client stakeholders
    • Maintain high visibility within client organization. 

Job Requirements


REQUIRED KNOWLEDGE, SKILLS AND ABILITIES
• Proven track record at developing mid-level and high-level contacts
• Solid understanding of commercialization and the principles of drug discovery and development
• Excellent skills using Microsoft Office Suite: MS PowerPoint, MS Word, and MS Excel
• Excellent oral and written communication skills, strategic business awareness and analytical skills
• Adaptability and flexibility to changing priorities, Demonstrated ability to work creatively and effectively in a fast-paced environment
• Attention to detail and ability to work simultaneously on multiple priorities
• Ability to maintain demanding timelines, ability to influence others both internally and externally
• Ability to work independently and as a team player
• Ability to establish and maintain effective working relationships with coworkers, managers and clients
MINIMUM REQUIRED EDUCATION AND EXPERIENCE
• Bachelor's degree in Business Management and 15 years relevant industry experience (CRO/Pharmaceutical); or
equivalent combination of education, training and experience

Job ID: 1807745