Business Development Director, HCS Payer

Are you interested in joining a team trying to build intelligent connections across the healthcare ecosystem to enable smarter decisions that reduce costs 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 Payer team is currently seeking a seasoned and entrepreneurial-spirited sales/business development executive who can effectively position a portfolio of data solutions technology and strategic services for both regional and national healthcare payer clients.

This individual contributor role requires a savvy professional able to identify/hunt new opportunities qualify prospects develop proposals and close deals in an effective and efficient manner. The ideal candidate must have a working knowledge of healthcare industry technology trends and a desire to understand the business needs of health plan clients in order to develop relationships with business and IT executives and map IQVIAs offerings to the customers needs to achieve desired outcomes.

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.

• Willingness to travel up to 30% domestically.

• 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.

Requirements & Qualifications

• Bachelors degree required; advanced degree preferred.

• 10 years experience working within a complex sales process; selling into healthcare payers.

• Demonstrated success selling into regional and/or national health plans; particularly intoData & 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.

IQVIA is a leading global provider of clinical research services commercial insights and healthcare intelligence to the life sciences and healthcare industries. We create intelligent connections to accelerate the development and commercialization of innovative medical treatments to help improve patient outcomes and population health worldwide. Learn more at

IQVIA is proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race color religion sex sexual orientation gender identity national origin disability status as a protected veteran or any other status protected by applicable law. potential base pay range for this role when annualized is $111200.00 - $309800.00. The actual base pay offered may vary based on a number of factors including job-related qualifications such as knowledge skills education and experience; location; and/or schedule (full or part-time). Dependent on the position offered 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.