[Hiring] Director, Business Development @IQVIA

Role Description

We are looking for a key contributor with a strong track record of supporting EMEA Large to Mid Pharma companies with their central laboratory needs, providing customized Phase I through III services globally and offering expertise across multiple therapeutic areas, in close collaboration with clinical and specialty laboratory colleagues.

• Secure and retain business through professional, consultative and proactive sales activities directed at key stakeholders and decision-makers within existing and prospective Large & Mid Pharma customers.
• Actively prospect and leverage potential new business opportunities within assigned Large & Mid Pharma accounts and target customers.
• Cultivate strong, long-term relationships with key stakeholders and decision-makers within assigned accounts and develop a strong understanding of each customer’s organization, priorities and clinical and laboratory business needs.
• Maintain general knowledge of all IQVIA services, with particular focus on central and specialty laboratory capabilities, to identify and pursue appropriate cross-sell opportunities.
• Maintain strong awareness of the competitive landscape, including competitor activities, positioning and pricing in the central and specialty laboratory space, and understand specific reasons for awards and non-awards.
• Analyse potential opportunities and develop sales plans for assigned target accounts. Ensure the appropriate strategy and solution is proposed to the customer, reflecting their clinical and specialty laboratory needs, and monitor activities and results against plans.
• Coordinate with contracts and proposals teams to develop competitive, customer-focused proposals that address the needs of Large & Mid Pharma sponsors.
• Work with operations, clinical and specialty laboratory colleagues, and functional managers to identify the appropriate team and coordinate and contribute to customer presentations and bid defences. Ensure team participants understand customer needs, culture and expectations and the strategic approach required to progress the opportunity.
• Handle follow-up related to the sale and drive opportunities through the sales process, including completion of contractual documents.
• Adapt successful sales strategies and tactics to meet changing Large & Mid Pharma market demands and financial targets.
• Maintain high visibility within customer organizations. Monitor customer satisfaction through regular communication and identify opportunities to expand relationships and generate additional business.
• Plan and coordinate customer sales activities across assigned accounts and opportunities.
• Record all customer sales-related activities and maintain accurate opportunity and pipeline information in the CRM system.
• Prepare sales activity and pipeline reports for Sales Management as required.
• Serve as a liaison between the customer and technical, operational and commercial groups at IQVIA, Inc., including clinical and specialty laboratory colleagues.
• Collaborate effectively across sales, operational, clinical and specialty laboratory, and functional teams to progress opportunities from initial engagement through award and contracting.

Qualifications

• 10 years of related experience in a CRO, pharmaceutical or biotechnology environment.
• At least 3 years’ experience as a BD in a CRO environment, or equivalent combination of education, training, and experience.
• Understanding of the clinical process (PH I – IV). Central lab experience would be a key advantage.

Requirements

• Proven track record at developing mid-level and high-level contacts.
• Strategic business awareness and analytical skills.
• Adaptability and flexibility to changing priorities.
• Demonstrated ability to work creatively and effectively in a fast-paced environment.
• Attention to detail and ability to work simultaneously on multiple priorities.
• Ability to maintain demanding timelines.
• Ability to influence others both internally and externally.
• Ability to work independently and as a team player.
• Ability to establish and maintain effective working relationships with co-workers, managers and clients.

Benefits

• We put our employees at the centre of everything we do and are committed to providing them, and their families, with benefits that meet their diverse and changing needs.
• We invest in integrated benefits programs and resources to take care of our employees’ physical, mental, and emotional, financial, and social well-being so they can thrive at home and at work, at any stage of their well-being journey.