Description
Serve as overall strategic sales management leader, relationship manager and business partner accountable for leading a sales team toward developing and expanding new business opportunities within their customer accounts.
Essential Functions
- Manage staff in accordance with organisation’s policies and applicable legislation.
- Plan, assign, and direct work; appraise performance and guide professional development; reward and discipline employees; address employee relations issues and resolve problems.
- Approve actions on human resources matters, including salary administration.
- Maintain in-depth knowledge of all IQVIA services for appropriate cross-sell opportunities.
- Actively network in the industry to establish relationships and identify potential opportunities.
- Establish and manage an effective business development program to maximise organisation growth.
- Continuously monitor status of Customer Account Plans and business targets to ensure a pipeline of opportunities is maintained.
- Provide direction and serve as a resource for Business Development staff members, including performance management, career progression, and professional development.
- Utilise established industry network to assist junior sales staff in relationship development and identify potential business opportunities.
- Collaborate with Senior Management and functional managers as needed to identify operations team members for proposal defence meetings.
- Actively participate in proposal preparation meetings and/or proposal defence meetings as needed.
- Represent respective Sales Team to Senior Management on key business updates related to sales activities on a periodic basis.
- Research and identify target markets, build relationships, perform in-depth presentations, strategic analysis, and execution of implemented plans for IQVIA service lines.
- Ensure that the sales team members are sufficiently trained to meet their job objectives.
Qualifications
- Bachelor's Degree in Business Management or scientific discipline
- 12 years relevant industry experience (CRO/Pharmaceutical), including 3 years of management responsibility
- Possess domain knowledge/experience with selling and/or supporting strategic clinical trial solutions
- Equivalent combination of education, training and experience
- Proven track record at mid-level and high-level contacts
- Excellent Business/Industry awareness and analytical skills
- Solid understanding of commercialisation and the principles of drug discovery and development
- Ability to identify and develop sales leads
- Ability to influence others both internally and externally
- Adaptability and flexibility to changing priorities
- Demonstrated ability to work creatively in a fast-paced environment
- Attention to detail and ability to work simultaneously on multiple priorities
- Ability to maintain demanding timelines
- 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
The potential base pay range for this role, when annualized, is $111,200.00 - $309,800.00.