Note: The job is a remote job and is open to candidates in USA. IQVIA is a leading global provider of clinical research services, commercial insights and healthcare intelligence to the life sciences and healthcare industries. They are currently seeking a seasoned and entrepreneurial-spirited sales/business development executive to effectively position a portfolio of data solutions and technology for healthcare payer clients.
Responsibilities
- Prospect, qualify, and generate new sales through both virtual and in-person outreach
- Responsible for selling into regional and/or national health plans; particularly into Data & Analytics (CDO, CAO, VP), Technology (CIO) and Business Areas (Pharmacy, Care Management, Care Coordination, other), with demonstrated success selling technology based strategic services
- Drive strategic account growth by expanding service adoption and aligning offerings with client needs through proactive Account Management Plans
- Represent IQVIA at regional and national tradeshows and conferences
- Drive complex and consultative sales, potentially involving multiple product groups and divisions
- Consistently achieve and exceed assigned sales targets while maximizing profitability and new business financial performance by managing costs and customer pricing
- Build and sustain pipeline for future sales opportunities
- Identify qualified pipeline opportunities sufficient to achieve annualized quota target of $1.5M – 2M total contracted value
- Generate early-stage pipeline of 3-4x quarterly 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
- Manage multiple opportunities through the various 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
- Update Salesforce CRM information and document sales activity, transactions, account, client information and revenue opportunities
- Establish forecasts and account penetration plans
- Complete all administrative tasks and duties in a timely manner:
- Document weekly activity via Salesforce
- 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
- Willingness to travel up to 30% domestically
Skills
- Bachelor's degree required
- 10+ years' experience working within a complex sales process; selling into healthcare payers
- Demonstrated success selling into regional and/or national health plans; particularly into Data & Analytics and Business Areas (Pharmacy, other) at the C-suite and leadership levels
- Understanding of the business application and impact of the following capabilities to a health plan: data, advanced analytics and technologies supporting strategy, pricing, pharmacy management, population health and/or operational interoperability
- Exemplary interpersonal, relationship building, negotiations, and professional skills
- Confident, assertive, results driven, strong organizational skills and self-motivated, 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 customers strategically
- 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
- Knowledge of Health plan business processes and industry dynamics
- This role is US Remote with willingness to travel up to 30% domestically
- Advanced degree preferred
Benefits
- Range of health and welfare and/or other benefits
- Incentive plans, bonuses, and/or other forms of compensation may be offered, in addition to a range of health and welfare and/or other benefits
Company Overview