Business Development Director – HCS Payer
IQVIA
full-time
Posted on:
Location Type: Remote
Location: Remote • Illinois, New Jersey, North Carolina, Pennsylvania • 🇺🇸 United States
Visit company websiteSalary
💰 $111,200 - $309,800 per year
Job Level
Lead
About the role
- 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).
- Drive strategic account growth by expanding service adoption and aligning offerings with client needs through proactive Account Management Plans.
- 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
- Bachelor’s 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 into Data & Analytics and Business Areas (Pharmacy, other) at the C-suite and leadership levels.
- Understanding of the business application and impact of 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.
Benefits
- Health insurance
- 401(k) matching
- Flexible work hours
- Paid time off
- Remote work options
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard skills
sales processaccount managementcontract negotiationpipeline managementdata analyticshealthcare payer salesfinancial performance managementforecastingpresentation skillsCRM management
Soft skills
interpersonal skillsrelationship buildingnegotiation skillsorganizational skillsself-motivationresults drivenproblem-solving skillstime managementassertivenessstrategic thinking