Associate Business Development Director, Real-World Solutions

$107,900 - $200,300/Yr

IQVIA - Boston, MA

Part-time - Mid Level

Boston, MA

Professional, Scientific, and Technical Services

About the position

The position involves securing and retaining business through professional, consultative, and proactive sales activities directed at decision-makers and influencers within existing and new clinical sponsors. The role requires actively prospecting and leveraging potential new business opportunities within specified customer accounts. A key aspect of the job is to cultivate strong, long-term relationships with key decision-makers within the account while developing an in-depth knowledge of the customer organization. The candidate will maintain a general knowledge of all IQVIA services to identify appropriate cross-sell opportunities and will aggressively pursue awareness of competitive activities, positioning, and pricing, including specific reasons for awards and non-awards. The successful candidate will identify and respond to customer needs to define potential opportunities and propose appropriate strategies or solutions. Coordination with contracts and proposals will be necessary to develop proposals, and the candidate will work with operations and functional managers to identify the sales team and prepare and lead sales presentations. Educating team participants on customer culture, operational needs, and sales techniques will be essential to close sales effectively. The role also involves handling follow-up related to sales and driving the completion of contractual documents. Adaptability and flexibility to changing market demands and financial targets are crucial, as is maintaining high visibility within the customer organization. The candidate will monitor customer satisfaction through regular communication and establish and execute a comprehensive sales plan for each target account. Monitoring actions and results against plans, analyzing potential opportunities, and developing sales plans for each target account are also key responsibilities. The candidate will record all customer sales-related activities in the CRM system and prepare sales activity reports for Sales Management as required. Additionally, the role serves as a liaison between the customer and technical and operational groups at IQVIA, Inc.

Responsibilities

• Actively prospect and leverage potential new business opportunities within specified customer account(s).
• Cultivate strong, long-term relationships with key decision-makers within the account.
• 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.
• Identify and respond to customer needs to define potential opportunities.
• Propose appropriate strategy/solution to the customer.
• Coordinate with contracts/proposals to develop proposals.
• Work with operations and functional managers to identify the sales team and prepare and lead 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 the customer organization.
• Monitor customer satisfaction by communicating regularly with the customer.
• Establish and execute a comprehensive sales plan for each target account.
• Monitor actions and results against plans.
• Record all customer sales-related activities in the 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.

Requirements

• Bachelor's degree in business management.
• 10-12+ years related experience, including 3 years of relevant industry (CRO/Pharmaceutical/RWE) and/or sales experience.
• Proven track record at mid-level and high-level contacts.
• Strong organizational, planning, and 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.

Benefits

• Incentive plans
• Bonuses
• Health and welfare benefits
• Opportunities for career growth and development