Senior Global Account Director, MedTech

IQVIA has an opening for a talented Business Development and Account Management individual to join our MedTech team in the role of Senior Global Account Director, MedTech.

We are in an exciting phase of further developing the MedTech business. We do this through our deep understanding of the industry and developing intimate knowledge of our clients.

A successful Senior Global Account Director within IQVIA will lead new and thought-provoking discussions to challenge status quo and ultimately provide innovative solutions that address our clients’ key business challenges in the MedTech/Medical Device industry.

You must have a good appreciation of the IQVIA offerings and strong internal network to pull end to end solutions together. Increasingly these engagements should be larger, more complex and longer term to underpin the relationship and value we bring to our clients.

The IQVIA capabilities include, but are not limited to: Business Intelligence Data, Analytic Platforms/Outsourcing, Technology & Applications (e.g. dashboards, social media, integrated cloud CRM/MCM/CLM), Global Services, CRO Services, Real World Insights and Solutions, Consulting Services and Integrated Engagement Services.

Key Responsibilities:
• Lead Business Development and Account Management within designated MedTech/Med Device clients, delivering revenue targets in line with the MedTech strategy.
• Engage and build strong relationships with senior executives and strategic leaders in the client organization.
• Co-ordinate sales, business & service lines at a regional and country level.
• Gain intimate knowledge of the client and challenge with innovative ideas in order to develop and close opportunities, to provide end-to-end solutions, to grow the size/duration/value of sales over time.
• Develop and maintain a deep understanding of the healthcare industry and the breadth of IQVIA capabilities, to maximize value we can offer to clients by providing industry-wide insights and maximize ability to grow accounts.
• Ensure clients get maximum value from existing services to which they subscribe, by liaising with the client to agree and define requirements and by conducting regular business and service reviews with clients and internal teams.
• Work with clients and internal IQVIA teams to lead and drive client satisfaction with IQVIA services to underpin propensity for repeat, up-sell opportunities, positive referrals, etc.
• Collaborate with IQVIA colleagues across the organization to ensure they are engaged and aligned to the account strategy and support new business opportunities within clients. Work closely with colleagues to pull together successful, complex solutions for clients.
• Methodical completion of underpinning sale activities (e.g. account planning, financial reporting, opportunity management, etc.)

Skills, Education and Experience Required:
 

• Bachelors required. Masters degree preferred.
• 8-10+ years’ experience in the Medical Device or Diagnostic sector is essential.
• US based / Remote, with 10% travel required including both domestic and global travel.
• Previous experience of account management of clients $10m+
• Proven track record of solution selling across a diverse portfolio of capabilities.
• Strong sales and opportunity management skills across the full sales cycle (from lead identification to contract negotiations and closing)
• Ability to engage board level contacts, develop a network of senior and middle management contacts to build long lasting trusted partnerships.
• Experience working for a Medical Device Manufacturer in the field and in the corporate HQ office preferred.
• Proven track record of managing a balanced pipeline of both short-term tactical opportunities and long-term strategic engagements. Sales value of $250k+ single and multi-year
• Proven ability to manage multiple clients effectively and able to create strategic and tactical customer plans.
• Strong understanding of financial reporting/forecasting and sales opportunity management
• Knowledge of the healthcare sector or evidence of successfully moving into a new market sector.
• Competent in the use of MS Office, to deliver professional client