Solutions Sales Director, Healthcare Technology
Company: IQVIA
Location: San Francisco
Posted on: January 26, 2023
Job Description:
Are you interested in joining a team trying to build intelligent
connections across the healthcare ecosystem to enable smarter
decisions that reduce cost and drive better patient outcomes? We
leverage our unparalleled expertise to provide comprehensive data
solutions, actionable insights, and innovative technology across
the Healthcare ecosystem.IQVIAs Healthcare Provider Segment, is
currently seeking a seasoned and entrepreneurial spirited solutions
sales director, who can effectively position a portfolio of
healthcare technology services and solutions to hospital/health
system clients, nationwide. The role requires a savvy professional
able to identify/hunt new opportunities, qualify prospects, develop
proposals and close deals in an effective and efficient manner,
focused on our technology offerings. This sales director will be
responsible for securing new hospital/health system logos in order
to generate net new sales revenue. This sales director will ensure
a productive and profitable business relationship. The ideal
candidate must have a working knowledge of healthcare industry
technology trends, prior success selling into the c-suite and a
desire to understand the business needs of providers
(hospitals/health systems). This sales director once trained,
should be able to map IQVIAs offerings to the customers needs to
achieve desired outcomes.Primary responsibilities include, but are
not limited to:
- Prospect: Develop and expand a pipeline of target prospects
through typical processes (cold calls, email, LinkedIn etc.)
- Build new and leverage existing technology partnerships and
channel referrals
- Consultative Selling: Establish trusted advisor relationship in
order to assess client needs, identify value, target engagement
opportunities, and create demand for IQVIA Healthcare Technology
services and solutions
- Manage multiple opportunities through multiple 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 as
required
- Update CRM management information and document sales activity,
transactions, account, client information and revenue opportunities
as required
- Establish forecasts and account penetration plans
- Consistently achieve and exceed assigned sales targets ($1.5m
per quarter/$6m annually); maximize profitability and new business
financial performance by managing costs and customer pricing
- Complete all administrative tasks and duties in a timely
manner
- Document weekly activity via sales force
- 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 fulfillmentRequirements and Qualifications
- 10-12+ years successful and documented experience handling a
complex sales process in the Healthcare environment,
- Prospect, qualify, and generate new sales through both virtual
and in-person outreach; represent IQVIA at regional and national
tradeshows and conferences
- Demonstrated success selling technology into IDNs/health
systems and hospitals at the C-Suite level
- Build and sustain pipeline for future sales opportunities
- Identify qualified pipeline opportunities sufficient to achieve
quarterly quota target
- Generate pipeline 4-5x quarterly / annual sales 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
- Drive complex and consultative sales potentially involving
multiple product groups and divisions
- Understanding of the business application and impact of the
following technology services: Informatics (data & analytics),
Population Health Management, Strategy and Digital Health within
the provider
- Willingness to travel up to 80%
- Excellent communication (written and verbal)
- 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 prospectWork Environment
- Ability and willingness to travel to prospective clients sites
within United States (80 % travel expectation) based on allowable
COVID-19 travel guidelinesRequired Knowledge, Skills, and Abilities
- Bachelor's Degree required
- 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
- Self-starter that thrives serving as the CEO of their
respective business
- Creative mindset that can figure out the right way to secure
face time with decision makers.
- Excellent organizational, time management, and problem-solving
skills
- Strong self-motivation
- Has knowledge of healthcare business, products/services and the
marketIQVIA 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.comWe are committed to providing equal
employment opportunities for all, including veterans and candidates
with disabilities. https://jobs.iqvia.com/eoeAs the COVID-19 virus
continues to evolve, IQVIAs 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-statusIQVIA is a world
leader in using data, technology, advanced analytics, and expertise
to help customers drive healthcare and human health forward.
Together with the companies we serve, we are enabling a more
modern, more effective and more efficient healthcare system, and
creating breakthrough solutions that transform business and patient
outcomes.To get there, it takes diverse skills and a curiosity to
explore new possibilities. No matter your role, everyone at IQVIA,
including our colleagues at Q Solutions, contributes to our shared
goal of improving human health. Thank you for your interest in
growing your career with us.EEO Minorities/Females/Protected
Veterans/Disabled
Keywords: IQVIA, San Francisco , Solutions Sales Director, Healthcare Technology, IT / Software / Systems , San Francisco, California
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