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Sr. Business Development Director - (1807745)


Description



PURPOSE
Global responsibility for all R&D solutions (CRO, FSP, Q2S) from demand perspective. Serve as RDS customer relationship manager and strategic business partner responsible for developing and expanding new business opportunities with customers.
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RDS Sale



    • Establish and execute a comprehensive RDS sales plan (in coordination with Global Account Director).

    • Plan and coordinate all customer RDS sales activities

    • Prepare and lead sales presentation.

    • Actively prospect and leverage potential new RDS business opportunities

    • Analyze potential opportunities and develop sales strategies

    • Ensure appropriate strategy/solution is proposed to customer. Monitor actions and results against plan

    • Continuously monitor status of leads and opportunities to ensure a pipeline of opportunities is maintained

    • Conduct RFP receipt/triage. Work with operations and functional managers to identify sales team

    • Lead solutioning, strat calls, proposal review and finalization for large opportunities

    • Coordinate with contracts and proposals to develop proposal.

    • Handle follow-up related to the sale and drive completion of contractual documents.

    • Negotiate change orders and follow-up when appropriate

  • Key Account Management


    • Work closely with GAD G-KAM /HQ KAM as well as functional leaders and senior client partners to ensure no gaps or overlap with how we are supporting?client

    • Communicate all RDS account activity to GAD and Senior Sales Leader and/or appropriate individuals Drive/support strategic alignment with client

    • Work x-functionally within IQVIA to ensure we are meeting the needs of client

    • Utilize CRM to establish reports and dashboards to analyze business development and sales activities and track progress.

    • Provide overall support and serve as a mentor for junior sales staff members

    • Educate team participants in client culture, operational needs/methods and sales techniques needed to close the sale.

  • Client relationship management


    • Cultivate strong, long-term relationships with key decision-makers within Account and develop deep knowledge of the customer organization.

    • Actively network in the client to establish relationships and to identify potential opportunities.

    • Pursue awareness of competitive activities, positioning and pricing, which includes specific reasons for awards and non-awards.

    • Establish brand recognition; communicate with client alliance lead(s) to assess overall level of client satisfaction and progress of projects.

    • Drive Innovation Day presentations, facilitate engagement between our thought leaders and client stakeholders

    • Maintain high visibility within?client organization.?

REQUIRED KNOWLEDGE, SKILLS AND ABILITIES
? Proven track record at developing mid-level and high-level contacts
? Solid understanding of commercialization and the principles of drug discovery and development
? Excellent skills using Microsoft Office Suite: MS PowerPoint, MS Word, and MS Excel
? Excellent oral and written communication skills, strategic business awareness and analytical skills
? Adaptability and flexibility to changing priorities, Demonstrated ability to work creatively and effectively in a fast-paced environment
? Attention to detail and ability to work simultaneously on multiple priorities
? Ability to maintain demanding timelines, ability to influence others both internally and externally
? Ability to work independently and as a team player
? Ability to establish and maintain effective working relationships with coworkers, managers and clients
MINIMUM REQUIRED EDUCATION AND EXPERIENCE
? Bachelor's degree in Business Management and 15 years relevant industry experience (CRO/Pharmaceutical); or
equivalent combination of education, training and experience


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