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Business Development Director, Contract Sales (MedTech)
IQVIA Holdings Inc.
Various Locations
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.
Job posted: 2021-03-17