Associate Business Development Director - Mid-Atlantic, EBP-Mid

Job Overview

Secure and retain business through professional, consultative, proactive sales activities directed at decisionmakers and decision influencers at existing and new clinical sponsors.

Essential Functions

• Actively prospect and leverage potential new business opportunities within specified customer account(s).
• Cultivate strong, long-term relationships with key decisionmakers within Account and develop in-depth knowledge of the customer organization.
• Maintain general knowledge of all IQVIA services for appropriate cross-sell opportunities.
• Aggressively pursue awareness of competitive activities, positioning and pricing, which includes specific reasons for awards and non-awards.
• Identify and respond to customer needs in order to define potential opportunities.
• Propose appropriate strategy/solution to customer.
• 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.
• 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.
• 40% travel is required (based on location).

Qualifications

• Bachelor's degree in business management Req
• 10 years related experience, including 3 years of relevant industry (CRO) and/or sales experience Req Or
• Equivalent combination of education, training and experience Req
• Proven track record at mid-level and high-level contacts.
• Strong organizational, planning, project management skills.
• A developing record of customer contacts at the outsourcing, procurement and mid - management level.
• Excellent Business/Industry awareness and a thorough understanding of industry trends and impact on the business.
• Excellent analytical skills in assessing and interpreting customer business data.
• 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.