Associate Business Development Director

4 days ago

Carlsbad, California, United States IQVIA Full time
Job Title: Associate Business Development Director

IQVIA MedTech is a fast-growing business focused on delivering fit-for-purpose solutions to the medical device and in vitro diagnostics industry. We are seeking an Associate Business Development Director with a proven track record, who can effectively position IQVIA MedTech's clinical offering to a large portfolio of clients ranging from start-ups to well-established Medical Device organizations.

Responsibilities:
  • Secure new full-service clinical trial business through professional, consultative, proactive sales activities directed at decision-makers and decision-influencers at existing and new clinical sponsors.
  • Actively prospect and leverage potential new business opportunities within companies who are developing Medical Devices.
  • Cultivate strong, long-term relationships with key decision-makers within Account and develop in-depth knowledge of the customer organization.
  • Develop and maintain knowledge of all IQVIA services for appropriate cross-sell opportunities.
  • Identify and respond to customer needs in order to define potential opportunities. Propose appropriate strategy/solution to customer.
  • Strategically pursue awareness of competitive activities, positioning, and pricing, which includes specific reasons for awards and non-awards.
  • Coordinate with contracts/proposals to develop proposal.
  • 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.
  • Handle follow-up related to the sale and drive completion of contractual documents.
  • Adapt successful strategies and tactics to meet market demands and financial targets.
  • Maintain high visibility within customer organization. Monitor customer satisfaction by communicating regularly with customer.
  • Establish and execute a comprehensive sales plan for each target account. Ensure appropriate strategy/solution is proposed to customer. Monitor actions and results against plans.
  • Analyze potential opportunities and develop sales plans for each target account. Ensure appropriate strategy/solution is proposed to customer. Monitor actions and results against plans.
  • Record all customer sales-related activities in CRM system.
  • Prepare sales activity report for Sales Management as required.
  • Serve as a liaison between the customer and technical and operational groups at IQVIA, Inc.
Qualifications/Requirements:
  • Bachelor's Degree required.
  • Ability and willingness to travel > 50% (domestic).
  • 10+ years related sales/business development experience, including 3 years of relevant industry (CRO/Medical Device).
  • Excellent Business/Industry awareness and a thorough understanding of Medical Device/CRO industry trends and impact on the business.
  • Demonstrated success of exceeding sales targets and/or objectives. Proven track record at mid-level and high-level contacts within the Medical Device or CRO industries including a record of customer contacts at the outsourcing, procurement, mid-management level, and executive levels.
  • Ability to maintain demanding timelines.
  • Ability to influence others internally and externally.
  • Adaptability and flexibility to changing priorities.
  • Demonstrated ability to work creatively in a fast-paced environment.
  • Exceptional attention to detail and ability to work simultaneously on multiple priorities.
  • Ability to work independently and as a team player.
  • Excellent skills using Microsoft Office Suite: MS PowerPoint, MS Word, and MS Excel.
  • Excellent oral and written communication skills.
  • Ability to establish and maintain effective working relationships with coworkers, managers, and clients.

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