Business Development Director, OneKey & Compliance Solutions (Commercial)

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Job description

MedTech Center of Excellence

Join us on our exciting journey!

IQVIA is The Human Data Science Company™, focused on using data and science to help healthcare clients find better solutions for their patients. Formed through the merger of IMS Health and Quintiles, IQVIA offers a broad range of solutions that harness advances in healthcare information, technology, data, and analytics to drive healthcare forward. IQVIA has approximately 70,000 employees in more than 100 countries, all committed to making the potential of Human Data Science a reality.

IQVIIA MedTech provides solutions and services dedicated to supporting the needs of the medical device and in vitro diagnostics industry. IQVIA MedTech solutions and specialists help the industry reimagine their business processes to better navigate the industry's unique challenges across the product lifecycle from concept-to-market to ultimately improve patient care. IQVIA's comprehensive suite of MedTech solutions are powered by the IQVIA CORE™. No one delivers this level of unique actionable insights and execution capabilities at the intersection of extensive domain expertise, transformative technology, and large-scale data and analytics.

At IQVIA, you will have the opportunity to build your career, while helping our customers drive human health outcomes forward. We dedicate our experience, resources and reputation so that you can drive your career and choose the path that best defines your development and success.

Role Summary

The successful Business Development Director will lead new and thought-provoking discussions that challenge status quo in the area of compliance in commercial where IQVIA provides innovative solutions.

The right candidate must have at least one or a combination of the following:

• Significant understanding of compliance reporting in the area of clients' commercial activities
• Significant experience selling end to end global technology and services solutions.
• Substantial MedTech industry knowledge and network of contacts
• Knowledge of commercial compliance requirements and processes

The successful candidate will drive sales for Compliance for commercial activities and OneKey, two solution areas uniquely positioned to meet our customers' needs. OneKey is a comprehensive source of information covering over 9 million healthcare providers (HCPs) and 680,000 healthcare organizations (HCOs), including the affiliations linking them together. Commercial Compliance is an integrated solution suite providing technology, consulting and managed services to help MedTech companies comply to commercial transparency and fair value reporting requirements in an effective and efficient manner.

The candidate will lead the account strategy for a combined offering of Compliance for commercial activities and OneKey to MedTech companies with either global or regional headquarters in the US. The candidate will work closely with a range of global specialists, regional sales individuals and functional teams to drive sales.

Responsibilities:

• Lead Business Development and Account Management for clients that have either global or regional headquarters in the US, delivering significant revenue targets in line with our MedTech strategy.
• Engage and build strong relationships with senior executives and strategic leaders in the client organization
• Support clients with strategic / critical business issues and establish a shared vision on client needs
• Co-ordinate sales, product & service teams at a global, regional, and country level to ensure fulfilment of client needs and achieve client satisfaction, client loyalty and positive referrals.
• Gain intimate knowledge of the client and challenge with innovative ideas in order to develop and close opportunities, to provide end-to-end solutions, to grow the size/duration/value of sales over time
• Ensure clients are getting maximum value from existing services to which they subscribe, by liaising with the client to agree and define requirements any by conducting regular business and service reviews with clients and internal teams
• Collaborate with IQVIA colleagues across the organization to ensure they are engaged and aligned to the account strategy and support new business opportunities within clients. Work closely with colleagues to pull together successful, complex solutions for clients

• 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 and methodical completion of associated sales process activities (e.g. opportunity management, financial, contracting)
• 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

Experience and Skills:

• Degree in Life Science or related field
• Business Development experience in the MedTech sector
• Proven success in B2B solution sales
• Proven ability to build trusted partnership with clients
• Experience of working internationally
• 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

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 70,000+ employees around the world who apply their insight, curiosity and intellectual courage every step of the way. Learn more at jobs.iqvia.com.

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, status as a protected veteran, or any other status protected by applicable law.

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 to arrange for such an accommodation.