Associate Director, Business Development Digital Healthcare Technology

If you're passionate about creating intelligent connections in the healthcare field to improve patient outcomes while reducing costs, we want you on our team! At IQVIA, we use our extensive expertise to provide comprehensive data solutions, actionable insights, and innovative technology throughout the Healthcare ecosystem.

We are currently seeking an experienced Sales/Business Development leader who is a healthcare technology expert and has an entrepreneurial spirit. The ideal candidate will be able to position a portfolio of healthcare consulting services and solutions to both regional and national Healthcare clients (Hospital, Health System & IDN) using their savvy sales knowledge to identify, hunt new opportunities, qualify prospects, develop proposals, and close deals efficiently.

Qualified individuals must have prior experience successfully establishing long term relationships with hospital/health system CIO's/CTO's, a working knowledge of healthcare industry technology trends (IDP, MDM, AI, Archiving, data integration, managed services, data warehouse etc.) and a desire to understand the business needs of targeted prospects, to develop relationships and map IQVIA's offerings to the customer's needs to achieve desired outcomes.

Primary Accountabilities:

• Prospect, qualify, and generate net new logos through both virtual and in-person outreach; represent IQVIA at regional and national tradeshows and conferences, making daily cold calls/emails, utilizing personal networks, LinkedIn, etc.
• Leverage established relationships with CIOs and CTOs to precisely position IQVIA's offerings
• Establish trusted advisor relationship to assess client needs, identify value, target engagement opportunities, and create demand for IQVIA Healthcare Technology services and solutions
• Update CRM management information and document sales activity, transactions, account, client information and revenue opportunities as required
• Build new and leverage existing technology partnerships and channel referrals
• Manage multiple opportunities through sales cycle stages:
  • 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
• Establish forecasts and account penetration plans
• Consistently achieve and exceed assigned sales targets ($1.5m per quarter/$6m annually); maximize profitability and financial performance by managing costs and customer pricing
• Build and sustain pipeline for future sales opportunities, 4 - 5x quarterly/annual target
• Drive external and internal contracting processes and provide support to legal on contract negotiation processes
• Complete administrative tasks in a timely manner including documenting weekly activity via Salesforce, prepare/present weekly status report, and update pipeline report ensuring accurate dates, contract value and revenue allocation
• Work closely with internal and external teams as required to manage client solution fulfillment

Required Skills and Qualifications:

• Bachelor's Degree required
• 4+ years' experience successfully targeting Chief Information and/or Chief Technology Officers
• 7+ years driving a complex and consultative sales process involving multiple product groups and divisions within healthcare technology
• Understanding of the business application and impact of the following technology services: Informatics (data & analytics), Population Health Management, Strategy and Digital Health within Health Industries (Hospitals/Health Systems/IDN's),
• Willingness to travel up to 80%
• 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

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