[Hiring] Director - Clinical Insight Services Sales @Cencora

Role Description

This role is in support of Cencora's specialty technology and insights service marketed through our IntrinsiQ Specialty Solutions business.

Under the general direction of the IntrinsiQ (a Cencora company) Sales Leader, this position will be responsible for managing the sales and account management process for our innovative Clinical Insight Services, focusing on specified assigned list of targeted Corporate Pharmaceutical and Biotech industry Partners. In this position, the individual will lead opportunity identification, qualification, proposal development, and contract negotiation for the associated set of services, working with Company subject matter experts and leaders. This role will work collaboratively in cross-selling with the Commercial Analytics and GPO Corporate Account teams, to meet and exceed established revenue targets for the various service lines.

Primary Duties and Responsibilities:

• Develop and cultivate client relationships within assigned set of Life Science, pharmaceutical and biotech partner accounts; preparing presentations and proposals in support of new business development associated with the IntrinsiQ Clinical Insight Services offerings.
• Responsible for lead proposal writing, contracting, client presentations, and outlining pricing options in accordance with Company pricing model and existing contract structures.
• Communicate client needs and expectations throughout the organization for enhancing the Clinical Insight Solutions, including Challenging Cases, Working Groups, medical education initiatives, real-world data insights and custom analytics; signals to extended team members any issues or concerns that may require attention.
• Coordinate and provide consultative guidance to develop key meeting agendas and lead the coordination and preparation of associated presentation material for client meetings related to IntrinsiQ Clinical Insight Services offerings.
• Acts as a client advocate to ensure key program deliverable components to maintain and provide integrity, reliability and allow for credible research and analytic capabilities in offerings provided.
• Gather information, analyze and develop strategies concerning dynamics that may affect meeting objectives, such as changes in competitive marketplace dynamics, customer ownership, new affiliations, and targets of opportunity for new growth.
• Meet proactively with internal organizational staff, i.e., Clinical Insights, Commercial Analytics Sales, Client Service, Data Science and GPO Corporate Accounts to ensure their understanding of the client’s market research and medical education needs and on-going ad-hoc real world evidence research objectives.
• Expand continually the breadth and depth of contact base within existing Corporate Partners by employing business development techniques such as cold calling into new target accounts and/or new departments and contacts within active client companies.
• Ensure regulatory compliance with the PhRMA code in interactions with health care professionals, FDA regulations, and other corporate policies governing ethical business practices.
• Coordinate proactively with other Cencora Business Unit client sales leads to understand customer key priorities and cross-sell more effectively across the customer organization, as applicable.
• Document all sales and account interactions to ensure a comprehensive understanding of activities across the IntrinsiQ and GPO Corporate Account customer teams.
• Actively participate in meetings; reports on sales pipeline status, timelines and project execution and status.
• Communicate with Corporate Partner’s key functional areas such as market access marketing, market research, medical affairs, HEOR/RWE, and procurement to provide general capabilities overviews and customized solution recommendations of our Clinical Insight Services offerings, in support of the customer’s key business objectives and market dynamics for selected products and projects.
• Travel to and participate in meetings and projects as required, including but not limited to GPO membership meetings (held on weekends), industry conferences and in-person client meetings and various IntrinsiQ department and staff meetings.
• Document all sales opportunities throughout the sales process, as well as account interactions to ensure a comprehensive and up to date record of activities is maintained.
• Performs related duties as assigned.

Qualifications

• B.S. required and M.B.A. or advanced degree preferred; additional education in business-related fields such as business administration, sales, marketing, or market research is a plus.
• Requires a minimum of seven (7) to ten (10) years of progressively responsible sales experience.
• Professional consultative sales experience in areas such as market research, medical affairs services, and/or analytics/data solutions, specifically targeting pharmaceutical and biotech industry partners as a customer.
• A proven ability to manage complex sales processes and independently negotiate contracts is essential.
• Strong knowledge of the clinical oncology therapeutic market is required, with solid experience in this area being a significant advantage.

Requirements

• Thorough knowledge of the current oncology therapeutic marketplace dynamics and the resulting opportunities it presents to assigned pharma customer base; understanding of current and future trends in pharmaceutical drug development and medical affairs provider research and education offerings. Other specialty drug therapeutic market knowledge a plus, specifically retina and/or urology markets preferred.
• Solid understanding of the functional areas within biopharmaceutical companies, specifically market access, market research, medical affairs, and HEOR/RWE.
• Working knowledge of successful strategic and consultative marketing techniques and related approaches to client engagement and successful customer engagement and ultimately progressive sales growth.
• Strong business planning, analytical, and conceptual skills to evaluate customer business problems, and apply knowledge to identify appropriate customized solutions; ability to problem-solve creatively and think outside the box to outline and vet solutions the IntrinsiQ Clinical Insight Services team can effectively support our customers.
• Ability to direct activities of matrix team members, including co-selling, coaching, training, guiding, developing, and managing in both direct and matrix management roles.
• Ability to interpret industry trends and competitive market information, as well as develop strategies and tactics to respond to changes in the marketplace.
• Strong leadership and interpersonal skills.
• Excellent presentation skills, both for large meeting groups and smaller sessions, as well as in person meetings and/or online meetings with participants in multiple locations.
• Strong communication skills, both orally and in writing and in active listening to customer needs and priorities.
• Working knowledge of computers necessary to operate effectively with company systems and programs, including knowledge of PowerPoint, Excel, Microsoft Word and salesforce customer relationship management (CRM) system.
• Willingness to travel domestically up to 40%, including limited weekends.

Benefits

• Compensation, benefits, and resources that enable a highly inclusive culture and support our team members’ ability to live with purpose every day.
• Traditional offerings like medical, dental, and vision care.
• Comprehensive suite of benefits focusing on physical, emotional, financial, and social aspects of wellness.
• Support for working families, including backup dependent care, adoption assistance, infertility coverage, family building support, behavioral health solutions, paid parental leave, and paid caregiver leave.
• Variety of training programs, professional development resources, and opportunities to participate in mentorship programs, employee resource groups, volunteer activities, and much more.