Job Summary
Secure and retain business through professional, consultative, proactive sales activities directed at decision-makers and decision influencers at existing and prospect clients. Grow pipeline and subsequently revenue by leveraging the full IQVIA portfolio and identifying new business opportunities. Coordinate with the sales, business and service lines at a regional (Southern Africa countries) level to ensure effective execution against client needs and IQVIA revenue targets.
Responsibilities
Actively prospect and leverage potential new business opportunities within a specified territory (Southern Africa countries)
Actively network in the industry to establish relationships and to identify potential opportunities
Work with leadership to identify and prioritize list of target Account opportunities for each 'prospecting cycle' (e.g. quarterly/semi-annually)
Work with Leadership to establish and execute a comprehensive sales plan for each target account/territory. Ensure appropriate strategy/solution is proposed to customer. Monitor actions and results against plans.
Develop relationships with key executives and decision makers within assigned territory
Continuously monitor status of leads and opportunities to ensure a pipeline of opportunities is maintained
Lead the sales process; prepare and lead the sales presentation
Coordinate with contracts/proposals team to develop proposal. Handle follow-up related to the sale and drive completion of contractual documents
Maintain visibility to the market trends and requirements of the assigned territory
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
Report all sales related activities in CRM system
Prepare sales activity report for Leadership as required
Obtain in-depth knowledge of IQVIA solutions and services
Work with leadership to establish strategic partnerships within the assigned territory
Experience
Typically requires 7 - 10 years of prior relevant experience.
Knowledge
Requires broad Healthcare industry, business development, and sales process knowledge, as well as the ability to influence others outside of own job area regarding policies, procedures, and goals. Healthcare landscape knowledge as well as relationships with key industry stakeholders in the assigned territory.
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.
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