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А leading global provider of advanced analytics, technology solutions and clinical research services to the life sciences industry IQVIA is recruiting a Director (FSP Client Solutions).
Description
Serve as overall FSP customer expert and strategic business partner. Working closely with sales, responsible for developing and expanding new FSP business opportunities with customers. Provide consultative advice to potential and existing clients. Establish, grow and manage long-term and profitable relationships. Assist in the preparation RFI/RFP responses, proposals and bid defenses.
Responsibilities
Work closely with account leads, to establish and execute a comprehensive business development plan for each target account; monitor actions and results against plans
Plan and coordinate all FSP customer sales activities across the BD organization
Continuously monitor status of FSP leads and opportunities to ensure a pipeline of opportunities is maintained
Establish internal brand recognition with key stakeholders, developing and maintaining collaborative cross functional and business relationships
Work with business development, operations and functional managers to prepare and/or lead the FSP sales presentation
Educate business development & account leads on operational needs/methods and sales techniques needed to close FSP deals
Share insights and best practices with account team to replicate successes and generate pipeline
Serve as FSP SMEs during prospecting and client discussions
Verify leads by providing subject matter expertise to support client engagement
Lead the development of proposed solutions working closely with Solution Design & Delivery or functional leaders
Engage & orchestrate with functional SMEs to progress deals
Work closely with sales & deal teams to design the right client solution and provide input into terms and pricing
Provides specialist knowledge on cross-functional staffing models and deal structure
Required knowledge, skills and abilities
Experience selling FSP model in monitoring, biostatistics, programming, data management, safety & regulatory services to biotech and large pharmaceutical companies
In-depth understanding of the clinical trials process, as well as the different models of outsourcing and potential strategies
Strategic business awareness and analytical skills
Excellent oral and written communication skills
Adaptability and flexibility to changing priorities
Demonstrated ability to work creatively and effectively in a fast-paced environment
Attention to detail and ability to work simultaneously on multiple priorities
Ability to maintain demanding timelines
Ability to influence others both internally and externally
Ability to work independently and as a team player
Ability to establish and maintain effective working relationships with coworkers, managers and clients
Proven record of successful business development within the CRO industry
Bachelor’s degree (Master degree preferred) in Scientific or Business Management field and 10 years relevant industry experience (CRO/Pharmaceutical); or equivalent combination of education, training and experience.
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