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IQVIA is committed to creating a healthier world by accelerating innovation with its customers and partners. The Research and Development Solutions Global Business Unit is dedicated to transforming clinical development through intelligent connections between data, technology, and analytics.

In RDS, patient, site, and customer-centricity are prioritized to deliver clinical research solutions with greater speed, higher precision, and unparalleled consistency. The mission is to reimagine clinical development by accelerating site activation, enhancing patient recruitment, and optimizing trial execution. This approach results in faster decision-making and reduced risk, enabling the efficient delivery of life-changing therapies. Ultimately, IQVIA helps its customers get treatments to the right patients, faster.

Job Overview: The Channel Management (Associate) Director will play a critical role in supporting the Regulatory Affairs and Drug Development Solutions (RADDS) team—not through direct sales, but by managing internal relationships and strategic alignment to help drive success. This is role focuses on the Drug Development & Regulatory Strategy (DDRS) offerings within RADDS.  The individual will be focused on identifying top opportunities in partnership with Business Development; discussing client needs with business development; bringing in subject matter experts from RADDS to ensure a compelling and differentiated solution; working with the proposals team to ensure creation and delivery of appropriate and clear messaging; and understanding the sales pipeline forecast in partnership with the Business Operations team.  The ideal candidate should have a strategic sales mindset, and a strong background in the pharmaceutical industry, notably in clinical development strategy and regulatory consulting.

Location: While the position is hybrid, it would be beneficial for the individual to be based near our Innovation Park office in Durham, NC, to foster in-person collaboration and strengthen team engagement.

Essential Responsibilities:

• Customer engagement support:
  • Partner with RADDS subject-matter experts (SMEs) to support engagement by Sales at all stages of the relationship/potential relationship, from exploratory discussion to proposal/bid defense to relationship maintenance.
  • Collaboratively with RADDS SMEs, deliver tailored and compelling messaging to Sales for presentation to prospective clients, notably emerging biopharma companies. The offerings presented include due diligence, asset valuation, gap analyses, indication prioritization, target product profiles, clinical development plans, study design and synopsis development, pre-IND meeting preparation and support, full-service IND submissions, end-of-phase 2 meetings, PSPs/PIPs, NDAs/BLAs/MAAs.
  • Work directly with Inside Sales to identify target criteria and provide messaging to drive pipeline development.
  • Provide guidance to subject matter experts in effective client-facing activity, including preparation and feedback.
• Channel engagement and enablement: Establish relationships with key internal teams (sales, inside sales, marketing, adjacent product marketing groups) and work closely to define target profiles for customers/customer groups based on various key factors (development stage, size, therapeutic area, indication, etc.)
• Proposal and bid defense: Working with the assigned Business Development representative, provide the RADDS proposals team with a detailed understanding of client needs and pain points to prepare tailored proposals. Support SMEs in the preparation for presentation and defense of proposals. Represent RADDS in the negotiation conducted by Sales of proposals until award.
• Thought leadership and market presence: Be highly visible in the biopharma market and build IQVIA’s reputation associated with drug development and regulatory strategy, in partnership with Marketing, Sales, other RADDS SMEs. 
• Metrics: Assume ownership of regional DDRS new business (sales) and win rate targets.  Have clear understanding of opportunity pipeline, sales forecast, and key opportunities driving quarterly forecast by maintaining a list of Top Opportunities by quarter along with close strategies (identified in conjunction with Sales and RADDS SMEs).  Maintain other key metrics in CRM, such as SME meetings and opportunity notes.
• Geographic span of role: The Americas and EMEA

Knowledge & Other Qualifications:

• Bachelor’s degree required.  Advanced degree in a relevant scientific discipline or equivalent scientific training a plus.
• Pharma/biotech experience required.  Experience in medicinal product development and/or regulatory strategy strongly desired.
• Business development/sales-oriented or client (pharma/biotech)-facing experience required.
• A client-focused consultative approach to selling—in collaboration with Sales and with SME support as applicable; an ability to understand client needs and translate those needs to compelling messaging that will increase likelihood of winning.
• Excellent relationship-building skills, primarily for internal stakeholders.
• Accountability for driving RADDS growth to targets.
• Excellent written and verbal communication skills and effectiveness in a variety of presentation settings.
• Strong organizational and strategic planning skills.
• Strong analytical and problem-solving skills.
• Results-focused
• Strong business acumen
• An ability to self-manage and work autonomously.
• An ability to recognize and adapt to change and an ability to multi-task.
• Capable of being innovative and dynamic in approach to work.
• Capable of performing other duties as assigned by management.

IQVIA is a leading global provider of clinical research services, commercial insights and healthcare intelligence to the life sciences and healthcare industries. We create intelligent connections to accelerate the development and commercialization of innovative medical treatments to help improve patient outcomes and population health worldwide. Learn more at https://jobs.iqvia.com

IQVIA is proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, status as a protected veteran, or any other status protected by applicable law. https://jobs.iqvia.com/eoe

The potential base pay range for this role, when annualized, is $108,900.00 - $303,200.00. The actual base pay offered may vary based on a number of factors including job-related qualifications such as knowledge, skills, education, and experience; location; and/or schedule (full or part-time). Dependent on the position offered, incentive plans, bonuses, and/or other forms of compensation may be offered, in addition to a range of health and welfare and/or other benefits.