IQVIA

Business Development Director MedTech - Contract Sales and Medical Solutions

Company
IQVIA
Location
Reading
Posted
17 Feb 2021
Closes
19 Mar 2021
Ref
R1179104
Discipline
Sales / Commercial
Hours
Full Time
Contract Type
Permanent
Experience Level
Senior Management

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 in
  • 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 clients’ commercial, 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 for a portfolio of MedTech companies, working closely with a range of Global Account, Regional and functional teams.

RESPONSIBILITIES

Account Management

  • Develop & implement strategic and tactical account plans for assigned MedTech accounts
  • 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 SKILL 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

OTHER REQUIREMENTS    

  • Extensive use of computer and telephone
  • Seated for extended periods of time
  • Available for occasional calls in other time zones, outside regular working hours
  • Able to travel internationally if required

#LI-LP1

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.