Business Development for Contract Sales Solutions (CSO) in Germany (m/w/d)

Business Development for Contract Sales Solutions (CSO) in Germany (m/w/d)
Pharma & Healthcare (Life Sciences)

Office Location: Mannheim

IQVIA is driven by the mission to accelerate innovation for a healthier world. It is a leading global provider of advanced analytics, technology solutions and clinical research services to the life sciences industry. The ability to develop unique solutions to its customers' most pressing healthcare challenges is what sets IQVIA apart. IQVIA does this by bringing its extensive portfolio of expertise and capabilities together through IQVIA Connected Intelligence™ — an integrated offering designed to meet complex customer needs and provide new levels of value – that includes Contract Sales & Medical Solutions (CSMS).

At CSMS we work closely with our life science customers on analytics-driven commercialization, delivering solutions focused on scalable resources, precision insights and actionable ideas. This especially includes recruitment, training, and deployment of client- or IQVIA-managed primary and secondary sales teams as well as vacancy management. Our Contract Sales and Medical Solutions include:

• Healthcare Provider Engagement Services: Tailored stakeholder engagement solutions that focus on product sales and improving brand value at all stages of the product lifecycle.
• Medical Affairs Services: Strategy and services to aid biopharmaceutical companies to transition medication from clinical trials to commercialization.
• Patient Engagement Services: Nurse-based programs that engage patients to improve their disease and medication understanding and help them navigate reimbursement coverage issues.

Overview

• A result-driven professional with experience in Business Development or Key Account Management in life sciences for a variety of complex products or services.
• Prior experience in labor lease / contracted sales is not a prerequisite, but an advantage
• Understanding and inside knowledge of the German healthcare system and the German healthcare market paired with a strong understanding of business

Responsibilities

Account Management:

• Develop and implement strategic and tactical account plans for assigned accounts.
• Establish, develop long-term relationships with key senior stakeholders and decision-makers.
• Support clients with strategic / critical business issues and establish a shared vision on client needs.
• Grow CSMS business in accounts (size / value / duration) via repeat business, cross- and up-sell.

Business Development:

• Achieve and exceed annual new business and revenue targets.
• Manage a balanced pipeline of short-term tactical opportunities and strategic engagements.
• Manage sales opportunities across the full sales cycle (lead identification, lead qualification, proposal development, pitching, contract negotiation, closing).
• Systematic completion of associated sales process activities (e.g., opportunity management, financial, contracting).

Market Environment:

• Maintain, develop strong understanding of life science industry, with a focus on commercial and go-to-market trends and challenges.
• Understand IQVIA competitor landscape and position IQVIA effectively in proposals & pitches.

Cross-Functional Team:

• Work closely with CSMS and other colleagues to design client solutions.
• Orchestrate resources and obstacles to create innovative solutions based on the widespread IQVIA portfolio such as CRM systems, dashboards, salesforce effectiveness solutions, marketing and communication agency support.
• Develop understanding of the broader IQVIA internal network.
• Co-ordinate with broader accounts team to ensure alignment & awareness of opportunities across other functions

Experience and qualifications

• Degree in life sciences, business administration or other relevant background.
• Current role must encompass a sales target with direct, personal responsibility.
• Demonstrated Business Development and Solution Sales Management experience in the B2B sector, directly selling to commercial life science organizations or working for life science companies.
• Proven ability to build and maintain trusted partnerships with clients.
• Fluency in German and English.
• Excellent written and verbal communication and presentation skills.
• Proactive, self-motivated, can manage own workload with minimal direction.
• Positive, energetic, flexible, ‘can do’ attitude, with a solution focused mindset.
• Able to work collaboratively in complex matrix teams & structures.
• High proficiency in Microsoft PowerPoint, Excel, Word, Outlook, Teams.

What we offer

• Hybrid workplace with mix of IQVIA office, on-site appointments (clients) and work from home.
• Attractive, performance-related compensation.
• Company car – also for private use.
• Flexible working hours.
• 30 days holiday entitlement

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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. Learn more at https://jobs.iqvia.com