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Product Specialists, Business Development - Data Sciences, Safety & Regulatory Business - Based Europe

  • City / Town: GBR-ENG
  • Date posted: Sep 25 2017 2:31PM
  • Sector: Business Development
  • Employee status: Regular
  • Employment status: Full Time
  • Job reference: 1706811
  • Consultant: Lisa Allcock

This role can be based in Europe


We are looking for Product Specialists covering the following two Business Groups:

1. Data Management, BioStats/Programming & Medical Writing
2. Lifecycle Safety (Pharmacovigilance) & Marketed Products Maintenance (MPM) Offering

As a Product Specialist, you will serve as strategic business partner sitting within the Sales Team and aid in identifying, developing and expanding new business opportunities in alignment with internal stake holders within Sales, Account Management & Operations (BU & GDN). Provide technical advice and sales support to potential and existing clients & help QuintilesIMS develop and deliver market leading solutions and capabilities as well as establish, grow and manage long-term and profitable relationships.

The Product Specialist will be responsible for the Sales Pipeline for the designated service lines and will work closely with the Sales & Account Teams to identify new business opportunities, help design customised solutions with the Operations team and support the Sales team in successfully closing the opportunity.

Assist in the preparation of RFI/RFP responses, Bid Defenses as well as proactive proposals.




• Maintain in-depth knowledge of DSSR services for appropriate cross-sell opportunities.

• Create DSSR BU x Geo Sales Plan. Works with management to identify target customers, markets and services that matches the company’s capabilities. Participate in the analysis and definition of efficient, cost effective and creative solutions which help the customer become more competitive.

• Actively prospect and leverage potential new business opportunities (including early  / proactive engagement opportunities) within specified potential new and/or existing Customers/Accounts.

• Cultivate strong, long-term relationships with key decision-makers within Accounts and develop deep knowledge of the customer organization.

• Actively network in the industry to establish relationships and to identify potential opportunities.

• Aggressively pursue awareness of competitive activities, positioning and pricing, which includes specific reasons for awards and non-awards.

• Continuously monitor status of leads and opportunities to ensure a pipeline of opportunities is maintained

• Analyze potential opportunities and develop sales strategies for each customer account. Ensure appropriate strategy/solution is proposed to customer. Monitor actions and results against plans.

• Establish brand recognition; communicate with internal Project Managers to assess overall level of customer satisfaction and progress of projects as well as opportunities for increased sales / revenue.

• Work with Sales Reps, Account teams and BU / GDN managers to identify sales team and prepares and leads the sales pitches and Bid Defense. Educate team participants in customer culture, operational needs/methods and sales techniques needed to close the sale.

• Coordinate with GBO to develop proposal.

• Utilizes CRM to establish reports and dashboards to analyze business development and sales activities and track progress.

• Communicate all account activity to VP – Sales & other Sales Leaders and/or appropriate individuals through the CRM system.

• Participates in change management initiatives for the sales organization.

• Prioritize current opportunities to align with organization's stated goals and objectives.

• Provide support standardized and creative proposals in response to customers’ expressed needs. Follow up on proposals to customers. Maintain customer, proposal and contract database/tracking systems.

• Develop relationships with both Quintiles’ traditional customer base and non-traditional/new customers and markets.

• Work directly with sales to help customers understand the technical aspect of Quintiles capabilities and assists in closing business. Maintain an advanced technical understanding of Quintiles service offerings and provides “best practice” advice and solutions throughout sales cycle.

• Work across company's service lines and with sales teams to cross-promote and respond to RFPs as well as develop internal relationships needed to create solutions designed using multiple services. Facilitate marketing and strategic links amongst company business lines.

• Handle customer inquiries and requests for information from both internal and external customers in a timely manner.

• Support sales and marketing services by attending, participating and speaking at trade shows and industry conferences.

• Identify and provide strategic information to support Business Development’s annual plans.

• Provide support and refine pricing algorithms to facilitate and standardize proposal budgeting process



QuintilesIMS offers a competitive salary and great benefits!


Quintiles and IMSHealth have merged together to form the new QuintilesIMS. Each wanting to bring something new to customers, we deliver integrated information and technology solutions to drive healthcare forward. QuintilesIMS has approximately 50,000 employees conducting operations in more than 100 countries, dedicated to helping our clients improve their clinical, scientific and commercial results. As a global leader in protecting individual patient privacy, QuintilesIMS uses healthcare data to deliver critical, real-world disease and treatment insights. To learn more, visit




Proven track record at developing mid-level and high-level contacts.

 Solid understanding of the principles of drug discovery and development.

Demonstrate ability to work creatively and effectively in a fast-paced environment.

Attention to detail and ability to work simultaneously on multiple priorities.

Excellent skills using Microsoft Office Suite.

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.

Excellent oral and written communication skills.

Strategic business awareness and analytical skills.

Adaptability and flexibility to changing priorities.

Ability to maintain demanding timelines.



Bachelor's degree in Business Management with related work experience, including relevant industry (CRO/Pharmaceutical) and/or sales experience; equivalent combination of education, training and experience.

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