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Job Details
The Analytics Sales Director will be responsible for managing the sales and account management process for available analytic solutions and informatics services as applied to a specified list of Corporate Partners. The analytic solutions and services include, but are not limited to, syndicated data offerings; innovative analytic solutions developed to address key issues experienced by key healthcare stakeholders, including pharmaceutical manufacturers; and custom informatics requests. In this position, the individual will lead opportunity identification, qualification, and contract negotiation alone or in coordination with other ION sales and account management personnel to achieve established revenue targets.
Primary Duties and Responsibilities
- Develops and cultivates client relationships within assigned book of accounts; prepares presentations and proposals in support of new business development and supporting renewals associated with the IntrinsiQ and ION Analytics offerings.
- Responsible for lead proposal writing, contracting, client presentations, and outlining of pricing options in accordance with Company pricing model and existing contract structures.
- Communicates client needs and expectations throughout the organization for both data insights and custom analytics; signals any issues or concerns that may require attention.
- Provides consultative guidance to development and implementation of key meeting agendas and leads the coordination and preparation of associated presentation material for client meetings related to ION Analytics offerings.
- Oversees the ongoing maintenance of existing IntelliView syndicated data subscriptions; coordinates and leads sales efforts for other solution and product offerings, as applicable to the client's business needs.
- Acts as a client advocate to ensure key program deliverable component to maintain and provide integrity, reliability and allow for credible research and analytic capabilities in offerings provided.
- Gathers information, analyzes and develops strategies concerning dynamics that may affect meeting objectives, such as changes in customer ownership, new affiliations and targets of opportunity for new growth.
- Meets with internal organizational staff, i.e., Client Service, Business Analytics, Data Quality & Management and ION Corporate Accounts to ensure their understanding of their client's data and analytics needs and on-going adhoc research objectives.
- Ensures regulatory compliance with the PhRMA code in interactions with health care professionals, FDA regulations and other corporate policies governing ethical business practices.
- Expands breadth and depth of contact base within existing Corporate Partners by employing business development techniques such as cold calling into new target accounts and/or new departments and contacts within active client companies.
- Documents all sales and account interactions to ensure a comprehensive understanding of activities across the ION teams.
- Participates in meetings; reports on sales pipeline status, timelines and project execution and status.
- Communicates with Corporate Partner's key functional areas such market research, marketing, and account management staff members to provide general capabilities overviews and present customized applications of data mining and analytics in support of key business objectives and market dynamics for selected brands.
- Travels to and participates in meeting and projects as required, including but not limited to ION LPP and National membership meetings (held on weekends), in-person client meetings and various IntrinsiQ department and staff meetings.
- Performs related duties as assigned.
Experience and Educational Requirements
- B.S required and M.B.A. or advanced degree preferred.
- Requires a professional healthcare sales experience analytics/market research data background within the pharmaceutical industry.
- Data-driven sales background including the use of analytics and/or market research data.
- Direct secondary data and/or market research service sales experience preferred.
- Supportive business education is a plus (such as business administration, sales, marketing).
- Requires a minimum of seven (7) to ten (10) years related and progressively responsible sales experience within the healthcare / pharma industry.
- Oncology industry and market level experience preferred, with contracts negotiation experience.
- Thorough knowledge of the current and ongoing corporate pharmaceutical oncology marketplace and the resulting opportunities it presents to pharma; understanding of generally available clinical data sets including medical claims data, pharmacy claims data, electronic medical record data, as well as general custom data collection techniques.
- Understanding of the function areas within biopharmaceutical companies and payers with demonstrated experience and/or expertise in supporting non-sales and non-market research roles such as outcomes research, reimbursement, managed care and/or government affairs.
- Working knowledge of successful strategic and consultative marketing techniques and related information.
- Strong business planning, analytical, and conceptual skills to evaluate business problems and apply knowledge to identify appropriate solutions; ability to problem solve creatively and think outside the box.
- Ability to direct activities of others (as a leader without authority), including coaching, training, guiding, developing, and managing in both direct and matrix management roles.
- Ability to interpret industry trends and competitive information as well as develop strategies and tactics to respond to changes in the marketplace.
- Strong leadership and interpersonal skills.
- Excellent presentation skills, both for large meeting groups and smaller sessions, as well as in person meetings and/or online meetings with participants in multiple locations.
- Strong communication skills, both orally and in writing.
- Interpersonal skills sufficient to develop and maintain cooperative working and business relationships with others.
- Working knowledge of computers necessary to operate effectively with company systems and programs, including knowledge of PowerPoint, Excel and Microsoft Word.
- Willingness to travel domestically.
What Cencora offers
We provide compensation, benefits, and resources that enable a highly inclusive culture and support our team members' ability to live with purpose every day. In addition to traditional offerings like medical, dental, and vision care, we also provide a comprehensive suite of benefits that focus on the physical, emotional, financial, and social aspects of wellness. This encompasses support for working families, which may include backup dependent care, adoption assistance, infertility coverage, family building support, behavioral health solutions, paid parental leave, and paid caregiver leave. To encourage your personal growth, we also offer a variety of training programs, professional development resources, and opportunities to participate in mentorship programs, employee resource groups, volunteer activities, and much more. For details, visit https://www.virtualfairhub.com/cencora.
Salary Range*
$121,000 - 186,230
*This Salary Range reflects a National Average for this job. The actual range may vary based on your locale. Ranges in Colorado/California/Washington/New York/Hawaii/Vermont/Minnesota/Massachusetts/Illinois State-specific locations may be up to 10% lower than the minimum salary range, and 12% higher than the maximum salary range.
Equal Employment Opportunity
Cencora is committed to providing equal employment opportunity without regard to race, color, religion, sex, sexual orientation, gender identity, genetic information, national origin, age, disability, veteran status or membership in any other class protected by federal, state or local law. The company's continued success depends on the full and effective utilization of qualified individuals. Therefore, harassment is prohibited and all matters related to recruiting, training, compensation, benefits, promotions and transfers comply with equal opportunity principles and are non-discriminatory.
Cencora is committed to providing reasonable accommodations to individuals with disabilities during the employment process which are consistent with legal requirements. If you wish to request an accommodation while seeking employment, please call 888.692.2272 or email hrsc@cencora.com. We will make accommodation determinations on a request-by-request basis. Messages and emails regarding anything other than accommodations requests will not be returned.
Affiliated Companies:
Affiliated Companies: ASD Specialty Healthcare LLC
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