Description
We are seeking a Sales Representative to secure and retain business through professional, consultative, proactive sales activities directed at decision-makers and decision influencers at existing and new clinical sponsors.
Essential Functions
- Actively prospect and leverage potential new business opportunities within specified customer accounts
- Cultivate strong, long-term relationships with key decision-makers within accounts 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
- Identify and respond to customer needs to define potential opportunities
- Propose appropriate strategy/solutions to customers
- Coordinate with contracts/proposals to develop proposals
- Work with operations and functional managers to identify sales team and prepare and lead sales presentations
- Educate team participants in customer culture, operational needs/methods and sales techniques needed to close sales
- Handle follow-up related to sales and drive completion of contractual documents
- Adapt successful strategies and tactics to meet market demands and financial targets
- Maintain high visibility within customer organizations
- Monitor customer satisfaction by communicating regularly with customers
- Establish and execute comprehensive sales plans for each target account
- Ensure appropriate strategy/solutions are proposed to customers
- 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 systems
- Prepare sales activity reports for Sales Management as required
- Serve as a liaison between customers and technical and operational groups at IQVIA
- 40% travel is required (based on location)
Qualifications
- Bachelor's degree in business management
- 10 years of related experience, including 3 years of relevant industry (CRO) and/or sales experience
- Proven track record at mid-level and high-level contacts
- Strong organizational, planning and project management skills
- Excellent business/industry awareness and thorough understanding of industry trends and impact on 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