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Senior Director, Business Development, Real World Data & Analytics

New York, NY, USA | Decision Resources Group

  • Industry:
    Market Research
  • Position Type:
  • Functions:
    Business Development
    General Management
  • Experience:
    5-7 years
Job Description:
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Decision Resources Group (DRG), part of Clarivate’s Healthcare & Data Solutions Business, is the market leader in healthcare business intelligence facilitating informed decision-making by providing customer-focused market intelligence solutions. Whether entering new markets, planning pre-launch/launch activities, or optimizing brand performance, clients rely on DRG’s RWD, Data and Custom Analytics to understand market dynamics, map customer behavior and identify strategic opportunities.


DRG is seeking an experienced Senior Director, Business Development, Data & Analytics. This individual will be tasked with selling DRG’s Real-World Data product, services and advanced analytics to new and existing clients in an assigned territory. This person will also serve as a subject matter expert on DRG’s related portfolio of products and services. This role reports to the VP, Data & Analytics Sales.


Primary Duties and Responsibilities:


Prospects and creates opportunities for selling DRG RWD and Analytics data assets and services into new clients and to support balanced pipeline for future sales

Develops client relationships across the customer’s organization and leverages relationship and knowledge of client to broaden opportunities and provide solutions that span the DRG portfolio of products and services

Leverages client relationships and contacts to develop deep knowledge and understanding of customer’s dynamics and organizational structure to enhance product/service offerings

Leverages client relationships to assess issues and challenges affecting key stakeholders to determine optimal DRG products/services that will deliver client-centric and strategic solutions

Proactively manages renewal process and current client retention in accordance with budget cycle

Creates proposals and other sales related documentation in Salesforce and other internal systems, for what is often-times complicated products and services for both new and existing customers

Demonstrates end-to-end control of a book of business, an accurate and current pipeline of potential business, and realistic forecasting ability based on client deal/sales cycle and contacts

Understands both internal and external stakeholder needs and anticipating questions and preparing solutions to address needs

Effectively communicates and represents the state of the business to senior leadership and internal stakeholders including developing and presenting strategic and tactical plans for territory/accounts

Manages large customer base and opportunity pipeline while Identifying and anticipating challenges

Collaborates with internal stakeholders to create business plans and overcome challenges

Develops an expertise on US claims and EMR data, this includes source data, internal linkages and enhancements and client applications

Generates, plans and leads customer meetings, and identifies opportunities to involve Subject Matter experts when beneficial to the client or potential sales

Develops and maintains a high level of product knowledge and shares relevant product updates, enhancements, and new features with sales colleagues and internal Clarivate/DRG team

Understands the healthcare ecosystem, complexities and impacts of decisions to provide expert assistance and guidance to others

Inspires and motivates internal colleagues and gain the confidence and trust of clients through intellectual leadership, agility and positive attitude

Achieves and/or exceeds revenue goals through territory and new business growth


Requirements:


BA/BS in a business, life sciences, or related field is strongly preferred

At least 5 years of B2B Sales and Account Management experience is required

Biopharma or healthcare experience with an emphasis on Real-World-Evidence and Data & Analytics (custom analytics) is mandatory

Demonstrated track record of delivering results and exceeding sales targets/quotas

Experience developing proposals for complex products/services to new and existing customers

Ability to execute on multiple priorities within a fast-paced environment

Clear thinker with proven ability to synthesize complex issues into simple messages

Passionate about winning; focused on energizing client relationships and building relationships at all levels within an organization

Above average negotiation skills

Curiosity and desire for learning

Excellent communication and presentation skills, including verbal and written communications

Strong comfort with the Microsoft Office suite including Outlook, Word, PowerPoint, and Excel

Team player with experience working with cross-functional and international teams

Overnight travel (domestic and abroad) once the COVID-19 pandemic has passed is highly likely


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