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Business Development & Account Director (Payer Actuary & Predictive Analytics)

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Primary Location: Boston, Massachusetts, United States Additonal Locations: Cambridge, MA,USA; Mesa, AZ,USA; Parsippany, NJ,USA; San Francisco, CA,USA Full time R1333835

Job description

Position Summary
IQVIA’s U.S. Healthcare Predictive Risk Solutions (Risk) team is currently seeking a seasoned and entrepreneurial spirited sales / business development executive who will effectively position a portfolio of healthcare predictive analytic services and solutions to both regional and national Healthcare insurers, and insurtech vendors.  The role requires a savvy professional able to grow existing accounts and identify new opportunities, qualify prospects, develop proposals, and close deals in an effective and efficient manner.

The ideal candidate will have experience selling underwriting and predictive analytic solutions into executive level stakeholders responsible for actuary or data sciences, and a working knowledge of healthcare underwriting, benefit design and contracting trends. Desire to understand the business needs of healthcare payers, Stop Loss and Reinsurance carriers, and supporting analytic vendors are key in developing and mapping IQVIA’s offerings to the customer’s needs.

Primary responsibilities include, but are not limited to:

  • Prospect: Develop and expand a pipeline of target prospects through typical processes (cold calls, email, LinkedIn etc.)
  • Cultivate and Grow: Work internally and externally to establish trusted advisor relationships with existing accounts to maintain valued partnership, assess new client needs, target growth opportunities, and create demand for IQVIA Healthcare Predictive Risk solutions
  • Build new and leverage existing partnerships and channel referrals
  • Consistently achieve and exceed assigned sales targets
  • Build and sustain pipeline for future sales opportunities by: 
    • Identifying qualified pipeline opportunities sufficient to achieve quarterly quota target
    • Ensuring that all opportunities support pricing in line with margin targets 
    • Driving external and internal contracting processes
    • Supporting legal to legal contract negotiation processes 
    • Driving complex and consultative sales potentially involving multiple product groups and divisions
  • Manage multiple opportunities in various stages of the sales cycle
  • Update CRM management information and document sales activity, transactions, account plans, client information, forecasts, and revenue opportunities as required
  • Represent IQVIA at regional and national tradeshows and conferences
  • Work closely with internal and external teams as required to manage client solution fulfillment

Requirements and Qualifications:

  • Bachelor's Degree required
  • 8-10 years of experience handling complex sales process in the healthcare environment, including analytic solutions sales background
  • Proven track record of successful generation of new sales through both virtual and in-person outreach
  • Experience in account management, growing and expanding existing client accounts
  • Proven experience related to actuarial or data sciences, underwriting or predictive analytics supporting healthcare or life insurers
  • Experience working in large, matrixed organizations

Required Skills

  • Confident, assertive, results driven, strong organizational skills and self-starter
  • Excellent interpersonal skills and ability to establish and maintain effective working relationships across the organization and to engage and facilitate across multiple stakeholders to accomplish team goals
  • Excellent organizational, time management, and problem-solving skills
  • Strong self-motivation, have the internal drive to keep calling even when not getting traction immediately and have the capacity to know how to approach each customer and each functional area in target prospect

Work Environment

  • Ability and willingness to travel to prospective client sites within United States based on allowable travel guidelines (~50% travel)

IQVIA is a leading global provider of advanced analytics, technology solutions and clinical research services to the life sciences industry. We believe in pushing the boundaries of human science and data science to make the biggest impact possible – to help our customers create a healthier world. Learn more at https://jobs.iqvia.com

We are committed to providing equal employment opportunities for all, including veterans and candidates with disabilities. https://jobs.iqvia.com/eoe

As the COVID-19 virus continues to evolve, IQVIA’s ability to operate and provide certain services to customers and partners necessitates IQVIA and its employees meet specific requirements regarding vaccination status. https://jobs.iqvia.com/covid-19-vaccine-status

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