Associate Business Development Director

IQVIA is seeking an Associate Business Development Director in Santa Clarita, CA, to secure and retain business through proactive sales activities. The role involves cultivating relationships with decision-makers, identifying customer needs, proposing strategies, and coordinating sales presentations. Candidates should have a Bachelor's degree, 10 years of experience in the CRO/Pharmaceutical industry, and strong organizational skills. The position requires 30-40% travel and is not remote.
Secure and retain business through professional, consultative, proactive sales activities directed at decision-makers and decision influencers at existing and new clinical sponsors. Actively prospect and leverage potential new business opportunities within specified customer account(s). Cultivate strong, long-term relationships with key decision-makers within Account and develop in-depth knowledge of the customer organization. Maintain general knowledge of all IQVIA services for appropriate cross-sell opportunities. Aggressively pursue awareness of competitive activities, positioning and pricing, which includes specific reasons for awards and non-awards. Identify and respond to customer needs in order to define potential opportunities. Propose appropriate strategy/solution to customer. Coordinate with contracts/proposals to develop proposal. Work with operations and functional managers to identify sales team and prepares and leads the sales presentation. Educate team participants in customer culture, operational needs/methods and sales techniques needed to close the sale. Handle follow-up related to the sale and drive completion of contractual documents. Adapt successful strategies and tactics to meet market demands and financial targets. Maintain high visibility within customer organization. Monitor customer satisfaction by communicating regularly with customer. Establish and execute a comprehensive sales plan for each target account. Ensure appropriate strategy/solution is proposed to customer. Monitor actions and results against plans. Analyze potential opportunities and develop sales plans for each target account. Ensure appropriate strategy/solution is proposed to customer. Monitor actions and results against plans. Record all customer sales related activities in CRM system. Prepare sales activity report for Sales Management as required. Serve as a liaison between the customer and technical and operational groups at IQVIA, Inc. Qualifications include Bachelor's Degree in Business Management, 10 years related experience including 3 years in CRO/Pharmaceutical industry and/or sales experience or equivalent combination of education, training and experience. Proven track record at mid-level and high-level contacts. Strong organizational, planning, project management skills. Developing record of customer contacts at outsourcing, procurement and mid-management level. Excellent business/industry awareness and understanding of industry trends. Excellent analytical skills in assessing and interpreting customer business data. Ability to maintain demanding timelines, influence others, adapt to changing priorities, work creatively in fast-paced environment, attention to detail, ability to work independently and as a team player. Excellent skills using Microsoft Office Suite and communication skills. 30-40% travel required. Must reside in the same country where the job is located.