Description
Secure and retain business through professional, consultative, proactive sales activities directed at decision-makers and decision influencers at existing and new clinical sponsors.
Responsibilities:
- Actively prospect and leverage potential new business opportunities within specified customer account(s).
- Cultivate strong, long-term relationships with key decision-makers 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. Ensure appropriate strategy/solution is proposed to customer.
- Monitor actions and results against plans.
- 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, Inc.
Qualifications:
- Bachelor's Degree in Business Management
- 10 years related experience, including 3 years of relevant industry (CRO/Pharmaceutical) and/or sales experience
- 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