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Solution Sales Director, Healthcare Data & Technology

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Localizações: East Norriton, Pensilvânia Full time R1289855

Job description

Are you interested in joining a team trying to build intelligent connections across the healthcare ecosystem to enable smarter decisions that reduce cost and drive better patient outcomes?  We leverage our unparalleled expertise to provide comprehensive data solutions, actionable insights, and innovative technology across the Healthcare ecosystem.​

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:
    • Prepare for and lead internal and client pursuit meetings
    • Accurately prepare client meeting materials (i.e. agenda, slides, meeting minutes, etc.)
    • 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 ($1.5m per quarter/$6m annually); maximize profitability and new business financial performance by managing costs and customer pricing
  • Complete all administrative tasks and duties in a timely manner
    • Document weekly activity via sales force
    • Prepare and present weekly status report
    • 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
  • Demonstrated success selling at the C-Suite level
  • Build and sustain pipeline for future sales opportunities
    • Identify qualified pipeline opportunities sufficient to achieve quarterly quota target
    • Generate pipeline 4-5x quarterly / annual sales target
    • Ensure that all opportunities support pricing in line with margin targets
    • Drive external and internal contracting processes
    • Support legal to legal contract negotiation processes
  • Drive complex and consultative sales potentially involving multiple product groups and divisions
  • Understanding of the business application and impact of the following technology services:   Informatics (data & analytics), Population Health Management, Health Plan Payer Technology, Strategy and Digital Health within Health Industries (Provider, Payer and/or Pharma Life Sciences)
  • 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 required
  • 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

IQVIA is a leading global provider of advanced analytics, technology solutions and clinical research services to the life sciences industry. 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. Learn more at https://jobs.iqvia.com

We are committed to providing equal employment opportunities for all, including veterans and candidates with disabilities. https://jobs.iqvia.com/eoe

As the COVID-19 virus continues to evolve, IQVIA’s ability to operate and provide certain services to customers and partners necessitates IQVIA and its employees meet specific requirements regarding vaccination status. https://jobs.iqvia.com/covid-19-vaccine-status

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