Solution Sales, Healthcare Data & IT (Home-based)

Position Summary 
IQVIA’s Healthcare Technology (HCT) team is currently seeking a seasoned and entrepreneurial spirited sales / business development executive who is able to effectively position a portfolio of healthcare consulting services and solutions to both regional and national Healthcare clients.  The role requires a savvy professional able to identify / hunt new opportunities, qualify prospects, develop proposals and close deals in an effective and efficient manner. The ideal candidate must have a working knowledge of healthcare industry technology trends and a desire to understand the business needs of providers (hospitals/health systems) and health plans in order to develop relationships with business and clinical executives and map IQVIA’s offerings to the customer’s needs to achieve desired outcomes.

Primary responsibilities include, but are not limited to:
-    Prospect: Develop and expand a pipeline of target prospects through typical processes (cold calls, email, LinkedIn etc.)
-    Build new and leverage existing technology partnerships and channel referrals
-    Consultative Selling: Establish trusted advisor relationship in order to assess client needs, identify value, target engagement opportunities, and create demand for IQVIA Healthcare Technology services and solutions
-    Manage multiple opportunities through multiple stages of the sales cycle:
o    Prepare for and lead internal and client pursuit meetings
o    Accurately prepare client meeting materials (i.e. agenda, slides, meeting minutes, etc.)
o    Attend and contribute to onsite client meetings as required
-    Update CRM management information and document sales activity, transactions, account, client information and revenue opportunities as required
-    Establish forecasts and account penetration plans 
-    Consistently achieve and exceed assigned sales targets ($850k per quarter/$3.4m annually); maximize profitability and new business financial performance by managing costs and customer pricing
-    Complete all administrative tasks and duties in a timely manner 
o    Document weekly activity via sales force 
o    Prepare and present weekly status report
o    Update pipeline report ensuring dates, contract value and revenue allocation is accurate
-    Work closely with internal and external teams as required to manage client solution fulfillment

Requirements and Qualifications
-    8-10 years’ experience handling a complex sales process in the healthcare environment
-    Prospect, qualify, and generate new sales through both virtual and in-person outreach; potentially represent IQVIA at regional and national tradeshows and conferences
-    Build and sustain pipeline for future sales opportunities 
o    Identify qualified pipeline opportunities sufficient to achieve quarterly quota target
o    Generate pipeline 4-5x quarterly / annual sales target
o    Ensure that all opportunities support pricing in line with margin targets 
o    Drive external and internal contracting processes
o    Support legal to legal contract negotiation processes 
-    Drive complex and consultative sales potentially involving multiple product groups and divisions
-    Proven experience in one of more of the following technology services domains Informatics (data & analytics), Population Health Management, Health Plan Payer Technology, Strategy and Digital Health
-    Willingness to travel up to 80%
-    Excellent communication (written and verbal)
-    Exemplary interpersonal, relationship building, negotiations, and professional skills
-    Confident, assertive, results driven, strong organizational skills and self-starter
-    Must be self-motivated, have the internal drive to keep calling even when not getting traction immediately and have the capacity to know how to approach each customer and each functional area in target prospect

Work Environment
-    Ability and willingness to travel to prospective clients’ sites within United States (80 % travel expectation) based on allowable COVID-19 travel guidelines

Required knowledge, skills and abilities: 
•    Bachelor's Degree  Req
•    Excellent interpersonal skills and ability to establish and maintain effective working relationships across the organization and to engage and facilitate across multiple stakeholders to accomplish team goals
•    Excellent organizational, time management, and problem-solving skills
•    Strong self-motivation 
•    Has knowledge of Healthcare business, products/services and the market

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 workday_recruiting@iqvia.com to arrange for such an accommodation.