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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.

• 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.

• 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