Director, Key Account Management – IQVIA Clinical Technology

Join us on our exciting journey!

IQVIA™ is The Human Data Science Company™, focused on using data and science to help healthcare clients find better solutions for their patients. Formed through the merger of IMS Health and Quintiles, IQVIA offers a broad range of solutions that harness advances in healthcare information, technology, analytics, and human ingenuity to drive healthcare forward.

Director, Key Account Management – IQVIA Clinical Technology

IQVIA Technologies helps life sciences companies accelerate innovation to make a greater impact on human health. Our transformative technologies harness intelligence, integrate industry leading data and analytics, and use advances AI/ML capabilities to unleash business potential – faster.  

Our goal is to empower our clients with the technology and digital solutions they need to enhance people’s lives and improve healthcare around the world. We provide connecting experience, Data, and Technology to optimize clinical experience, our digital Suites are created to engage the patient and improve the speed and agility of clinical research.

Responsibilities

Client engagement and understanding of client business.

• Maintains and further establishes strong professional relationships across the client organization; with a particular focus on e-clinical Technology, proactively but appropriately engages with client teams.

• Responsible for developing and maintaining deep client knowledge; understanding of their business priorities, organizational culture, product portfolio and pipeline, spend/budget priorities.

• Manages a systematic client-feedback approach, soliciting information from client teams about experience of working with IQVIA.

• Go-to person to diffuse tensions and complaints emanating from IQVIA engagements for both IQVIA and Client Teams

Operations management : Leads on the operational management and oversight of IQVIA’s Clinical Technology activities for local and International markets

• Manage assigned strategic and key account relationships individually or in coordination with Global and Regional Sales Teams

• Identify and respond to customer needs to define potential opportunities for Clinical Technology and propose appropriate tailored solution in line with client needs.

• Collaborates with IQVIA’s Internal RFX, Pricing & Contracts team to support the sales cycle from RFX to sale.

• Collaborates with other members of IQVIA Clinical technology team to support the sales strategy (e.g., solution engineers, product team, other technology, or services team members etc.)

Shaping client’s perception of IQVIA

• Identifies opportunities to engage with Client teams to bring relevant marketing and Thought Leadership materials.

• Manages the annual Strategic Management Review conference.

• Identifies, or creates opportunities to introduce relevant IQVIANs or teams who are working in areas of high interest for the client, as part of ‘peer to peer’ engagement (i.e., beyond IQVIA capability presentations, or specific pitches / RFPs)

Bringing innovation to Client

• Builds on their knowledge of client priorities and in close partnership with the Technology Business Partner and Global Account Director identifies strategic discussions and major opportunities for IQVIA.

• Actively engages in the Sales and Account Management community, bringing in relevant ideas and success stories from other major accounts.

Requirements

• Extensive knowledge of Clinical Technology solutions

• 10+ years of experience of working in a Sales, business development or similar position within the pharmaceutical, CRO, health, life science or other related regulated industry

• Proven track record of managing mid-level and high-level contacts

• Strong organizational, planning, project management skills

• A developing record of customer contacts at the outsourcing, procurement and mid - management level

• Excellent Business/Industry awareness and a thorough understanding of industry trends and impact on the business

• Excellent analytical skills in assessing and interpreting customer business data

• Ability to maintain demanding timelines

• Ability to influence others internally and externally

• Adaptability and flexibility to changing priorities

• Demonstrated ability to work creatively in a fast-paced environment

  <