Business Development Director, Payer

About the role

IQVIA's Healthcare Payer team is looking for a seasoned, entrepreneurial sales and business development executive to position a portfolio of data solutions, technology and strategic services for regional and national healthcare payer clients. This is an individual contributor role focused on finding new opportunities, qualifying prospects, developing proposals and closing deals. The position is US remote with up to 30% domestic travel.

Key responsibilities

• Prospect, qualify and generate new sales through virtual and in-person outreach, targeting regional and national health plans, especially Data & Analytics (CDO, CAO, VP), Technology (CIO) and Business Areas (Pharmacy, Care Management, Care Coordination).
• Drive 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, and run complex, consultative sales across multiple product groups.
• Achieve and exceed sales targets while managing costs and customer pricing, and build a pipeline sufficient to meet an annualized quota of $1.5M-$2M total contracted value, with early-stage pipeline of 3-4x the quarterly target.
• Manage external and internal contracting, support legal-to-legal negotiations, and lead client pursuit meetings and onsite meetings.
• Maintain accurate Salesforce records, set forecasts and account penetration plans, and prepare weekly activity reports and pipeline reports.
• Work with internal and external teams on client solution fulfillment.

Required profile

• Reside in the same country as the job (United States).
• Bachelor's degree required; advanced degree preferred.
• 10+ years of experience in complex sales, selling into healthcare payers, with success at the C-suite and leadership level.
• Understanding of data, advanced analytics and technologies supporting strategy, pricing, pharmacy management, population health and/or operational interoperability.
• Strong negotiation, relationship-building and organizational skills; confident, assertive and self-motivated.

Required skills

• Sales cycle management and deal execution
• Pipeline management and forecasting
• Contract negotiation support
• Knowledge of health plan business processes and industry dynamics

The potential base pay range, annualized, is $111,200 - $309,800, depending on qualifications, location and schedule; incentives and benefits may also apply.