Director, Account Management, MedTech

IQVIA MedTech provides solutions and services dedicated to supporting the needs of the medical device and in vitro diagnostics industry, from Concept to Patient.  At IQVIA, you will have the opportunity to build your career, while helping our customers drive human health outcomes forward. We dedicate our experience, resources, and reputation so that you can drive your career and choose the path that best defines your development and success.  At IQVIA, we look for the very best people and then give them meaningful work to do.

Position Overview:

Identify and target potential new large complex and medium-sized customers in the MedTech market.  Create new opportunities and close sales through presenting IQVIA solutions to potential new MedTech customers. 

 
Key Responsibilities:

• Drive revenue growth by leveraging IQVIA’s full suite of capabilities including data assets, analytics, SaaS and technology platforms, real-world evidence (RWE), consulting services, and field services to deliver high-value, client-centric solutions.

• Close new business deals by coordinating requirements; developing and negotiating contracts; integrating contract requirements with business operations.

• Qualify new accounts through IQVIA qualification process of identifying key decision makers and champions within target accounts and presenting IQVIA solutions

• Identify trends and ideas by researching client events, publications, and announcements

• Update job knowledge/skills by participating in educational opportunities; reading professional publications; maintaining personal networks; participating in professional organizations.

• Develop sales via MSAs and SOWs by making initial presentation; detailing value proposition, launch strategy and ongoing introduction of service offerings.

• Attend trade shows, conferences and meetings.

• Initiate sales process by cold calling, building relationships, qualifying potential clients and scheduling appointments

• Build relationships with key decision makers via quarterly business reviews

• Manage overall relationship with key executives and decision makers within assigned accounts.

• Serves as key point of contact for all MedTech-related issues for assigned accounts.

• Overcome objections and providing relevant solutions to potential customers

• Prepare presentations, proposals and execute contract strategy for multi-year contracts.

• Update Salesforce.com on a daily/weekly basis. 

• Effectively work within IQVIA’s matrixed organizational structure, specifically with Sales Specialist counterparts and other delivery functions.

Skills and Qualifications: 

• To be eligible for this position, you must reside in the same country where the job is located.

• Bachelor’s Degree required.

• US Remote with ability to travel approximately 30% nationwide.

• Preferred minimum of 6-8+ years selling into a highly complex, multi-faceted environment within the MedTech space.

• MedTech sales and marketing experience preferred.

• Solution selling expertise with known sales cycle and funnel management expertise.

• Comfort in prospecting C-Suites/GM/VP levels. 

• Strong client management and relationship-building skills

• Ability to establish partnerships/alliances

• Strong history of meeting or exceeding sales goals and all financial metrics.

• Excellent communication and organizational skills required.

• Effective strategic territory planning.