Sr. Director - Regional Sales Specialist, Integrated Technology (Safety, Regulatory, Quality) (R1039502) in Durham, NC at IQVIA™

Date Posted: 8/9/2018

Job Snapshot

Job Description


IQVIA is committed to delivering a step change in strategy and operations within Regulatory, Safety, and Quality since the merger of Quintiles with imshealth. To do this, IQVIA has steadily invested in core capabilities to meet the needs of customers thoughtfully and uniquely. Furthermore, to achieve this vision, we are currently expanding our team and are looking for a highly motivated, entrepreneurial sales professional to join us on the next phase of growth in our business. This is a high profile role within IQVIA, offering substantial C-Suite visibility, and responsibility/opportunity to cement IQVIA as the leader in Regulatory, Safety, and Quality. Lastly, this role will suit someone who not only has sales experience but who has a desire for designing solutions for clients.


  • Establish and manage an effective business development strategy to drive sales growth and generate opportunities across safety, regulatory and compliance offerings and help to position IQVIA as the market leader in this area.
  • Serve as overall customer relationship manager and strategic business partner responsible for developing and expanding new business opportunities with customers and working collaboratively with the various functional business units.
  • Maintain in-depth knowledge of all IQVIA compliance services for appropriate cross-sell opportunities.
  • Actively prospect and leverage potential new business opportunities within specified potential new and existing customers/accounts.
  • Establish and execute a comprehensive sales plan for each target account.
  • Cultivate strong, long-term relationships with key decision-makers within nominated Account segments and develop deep knowledge of the customer organizations.
  • Actively network in the industry to establish relationships and to identify potential opportunities.
  • Aggressively pursue awareness of competitive activities, positioning, and pricing, which includes specific reasons for awards and non-awards.
  • Continuously monitor the status of leads and opportunities to ensure a pipeline of opportunities is maintained.
  • Analyze potential opportunities and develop sales strategies for each customer account. Ensure appropriate strategy/solution is proposed to the customer. Monitor actions and results against plans.
  • Establish brand recognition; communicate with internal Project Managers to assess the overall level of customer satisfaction and progress of projects.
  • 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.
  • Coordinate with contracts and proposals to develop a proposal.
  • Handle follow-up related to the sale and drive completion of contractual documents.
  • Utilize CRM to establish reports and dashboards to analyze the business development and sales activities and track progress.
  • Maintain high visibility within the customer organization.
  • Plan and coordinate all customer sales activities.
  • Communicate all account activity to Senior Sales Leader and appropriate individuals through the CRM system.
  • Lead/participate in change management initiatives for the sales organization.
  • Provide overall support and serves as a mentor for junior sales staff members.

All responsibilities are essential job functions unless noted as nonessential (N).


  • Fifteen years experience in the pharmaceutical industry or equivalent, with a minimum of ten years experience in the following areas: regulatory affairs, quality management, or pharmacovigilance
  • Preferably has had experience in a technical function with safety, regulatory, or quality areas
  • Proven track record of developing mid-level and high-level contacts
  • Adaptability and flexibility to changing priorities with demonstrated ability to work creatively and effectively in a fast-paced environment
  • Ability to influence others both internally and externally
  • Ability to work independently and as a team player
  • Attention to detail and ability to work simultaneously on multiple priorities
  • Strategic business awareness and analytical skills
  • Solid understanding of commercialization and the principles of drug discovery and development
  • Excellent oral and written communication skills


  • Bachelor degree in Business Management and ten years of relevant industry experience (CRO/Pharmaceutical); or an equivalent combination of education, training, and experience


  • Use of keyboard requiring repetitive motion of fingers
  • Extensive use of telephone and face-to-face communication requiring the accurate perception of speech
  • Frequent travel
  • Frequent long or varied hours

EEO Minorities/Females/Protected Veterans/Disabled

Job ID: R1039502