Provide direction and serve as a resource for sales team, including performance management, career progression, and professional development.Ensure that the sales team members are sufficiently trained to meet their job objectives.Aid sales team in their ability to promote, recommend and sells solutions, products and services to other individuals and organizations. This includes developing, managing, and implementing sales strategies, identifying potential customers, and cultivating existing customer relationships to close deals. Prepares sales targets, budgets and reports.Represent respective sales team to senior management on key business updates related to sales activities.
Provides leadership and direction to business unit, work closely with sales specialists to sell core clinical R&D solutions. Trains sales specialists to identify and pursue sales leads; support sales specialist meetings and customer visits in a geography, industry or product area; arranges internal sales logistics; monitors changing customer needs and competitor activity; and prepares sales targets, budgets and reports.
Job Profile Summary
Establish and manage an effective business development team to maximize organization growth. Lead a high performing sales team responsible for developing and expanding new business opportunities with customers.
•Provide leadership and direction to business unit in its effort to increase presence and market share in applicable markets
•Provide direction and serve as a resource for sales team, including performance management, career progression, and professional development.
•Aid sales team in the identification and alignment of capabilities with current and potential customer requirements.
•Ensure that the sales team members are sufficiently trained to meet their job objectives.
•Prepares sales targets, budgets and reports.
•Represent respective sales team to senior management on key business updates related to sales activities.
•Maintain in-depth knowledge of all IQVIA services for appropriate cross-sell opportunities.
•Aid sales team to proactively prospect and leverage potential new business opportunities within specified potential new and/or existing Customers/Accounts.
•Actively help sales team members to execute a comprehensive sales plan for each target account.
•Train sales staff members to identity key decision-makers within Account and develop deep knowledge of the customer organization.
•Actively network in the industry to establish relationships and to identify potential opportunities with sales staff members.
•Aggressively pursue awareness of competitive activities, positioning and pricing, which includes specific reasons for awards and non-awards.
•Continuously monitor status of leads and opportunities to ensure a pipeline of opportunities is maintained.
•Analyze potential opportunities and develop sales strategies for each customer account. Ensure appropriate strategy/solution is proposed to customer. Monitor actions and results against plans.
•Establish brand recognition; communicate with internal Project Managers to assess overall level of customer satisfaction and progress of projects.
•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.
•Coordinate and manage escalations with contracts and proposals to ensure robust deliverables by sales team.
•Support follow-up related to the sale and drive completion of contractual documents.
•Utilize CRM to establish reports and dashboards to analyze business development and sales activities and track progress.
•Maintain high visibility within customer organization.
•Plan and coordinate sales team and their customer sales activities.
•Communicate all account activity to Senior Sales Leader and/or appropriate individuals through the CRM system.
•Lead/participate in change management initiatives for the sales organization.
•Provide overall support and serves as a mentor for junior sales staff members.
MINIMUM REQUIRED EDUCATION AND EXPERIENCE
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
Typically requires a minimum of 10 years of prior relevant experience.
Requires exceptional business knowledge to drive results for the organization.
Applies extensive business and industry expertise and provides organizational thought leadership.
Required: Bachelor's Degree in Business Management
Additional Work Experience
Required: 15 years relevant industry experience (CRO/Pharmaceutical)
At IQVIA, we believe in pushing the boundaries of human science and data science to make the biggest impact possible - to help our customers create a healthier world. The advanced analytics, technology solutions and contract research services we provide to the life sciences industry are made possible by our 67,000+ employees around the world who apply their insight, curiosity and intellectual courage every step of the way. Learn more at jobs.iqvia.com.
IQVIA is an EEO Employer - Minorities/Females/Protected Veterans/Disabled
IQVIA, Inc. provides reasonable accommodations for applicants with disabilities. Applicants who require reasonable accommodation to submit an application for employment or otherwise participate in the application process should contact IQVIA's Talent Acquisition team at firstname.lastname@example.org to arrange for such an accommodation.