Business Development Director, Contract Sales (MedTech)

This position can be based anywhere in Europe or UK.

ROLE PURPOSE

• This is a senior sales role in our MedTech team, where IQVIA is in an exciting phase of further developing its MedTech ‘Concept to Patient’ solutions
• The Contract Sales and Medical Solutions (CSMS) Business Development Director will drive sales for MedTech clients, where CSMS is a significant part IQVIA MedTech’s offerings and growth plans.
• CSMS provides outsourced solutions that help MedTech companies with all aspects of commercial and go-to-market needs in healthcare professional and patient engagement.
• This includes delivering support to clients for market access, account management, sales, service activities, patient support, medical – all supported with IQVIA’s industry leading data, digital & technology capabilities.
• This role will lead the CSMS account strategy across the portfolio of MedTech companies. The Business Development Director will work closely with a range of Global Account, Regional and functional teams to drive the sales in the CSMS function.
• The geographic scope of this role will cover Europe with the exclusion of UK, Ireland, BeNeLux, Nordics, Germany, Switzerland and Austria

RESPONSIBILITIES

Portfolio Strategy

• Develop & implement strategic and tactical plans for the MedTech sector across the region
• Establish, develop long term relationships with key senior stakeholders & decision-makers
• Support clients with strategic / critical business issues and establish a shared vision on client needs
• Grow CSMS business in accounts (size / value / duration) via repeat business, cross and up-sell
• Ensure clients are satisfied with & getting value from CSMS services via regular service reviews

Sales

• Achieve and exceed annual new business and revenue targets
• Manage a balanced pipeline of short-term tactical opportunities and strategic engagements
• Manage sales opportunities across the full sales cycle (lead identification, lead qualification, proposal development, pitching, closing, contract negotiation)
• Assess and anticipate business risks, and build contingency approaches as feasible
• Systematic completion of associated sales process activities (e.g. opportunity management, financial, contracting)

Market Environment

• Maintain, develop strong understanding of MedTech industry, with a focus on commercial and go-to-market trends and challenges
• Understand IQVIA competitor landscape and position IQVIA effectively in proposals & pitches
• Cross-Functional Team
• Work closely with CSMS and other colleagues to design client solutions
• Orchestrate resources & obstacles to create innovative solutions
• Develop awareness & understanding of the breadth of IQVIA capabilities for MedTech
• Develop understanding of the broader IQVIA internal network
• Co-ordinate with broader accounts team to ensure alignment & awareness of opportunities across other functions

EDUCATION, SKILLS AND EXPERIENCE REQUIRED

• Degree in Life Science or related field
• Must have longevity of Business Development experience in the MedTech sector, directly selling to commercial MedTech organisations or working for MedTech companies
• Senior sales management experience in the MedTech sector
• Proven success in B2B solution sales
• Proven ability to build trusted partnership with clients
• Experience of working internationally - advantageous
• Fluency in English; additional language(s) a plus
• Excellent written and verbal communication skills
• Proactive, self-motivated, can manage own workload with minimal direction
• Positive, energetic, flexible, ‘can do’ attitude
• Strategic thinker with a solution focused mindset
• Ability to interpret and present complex concepts
• Ability to quickly build relationships (clients, colleagues)
• Strong understanding of financial management, reporting & forecasting
• Able to work collaboratively in complex matrix teams & structures
• Proven ability to manage multiple clients effectively
• Comfortable with significant virtual working
• High proficiency in of Microsoft PowerPoint, Excel, Word, Outlook, Teams
• Easy access to an airport to travel within Europe

#remote

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.