Description
IQVIA™ is The Human Data Science Company™, focused on using data and science to help healthcare clients find better solutions for their patients.
The primary focus of this position is to engage proactively and appropriately with key stakeholders to support and facilitate IQVIA’s commercially focussed business activities covering professional services, information, and data offerings.
Responsibilities
Client engagement and understanding of client business
- Maintains and further establishes strong professional relationships across the client organization, with a particular focus on the HQ; 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 commercial portfolio activities for Netherlands and International markets, working in close partnership with the Global Client Services Partner
- Ownership of Commercial SRM and governance
- Functional-level reviews; bi-annual strategic business review
- Contribute to enterprise level governance
- Ownership of Internal and External reporting for governance meetings
- Oversight of IQVIA’s commercial performance and financial metrics; internal financial reporting; external reporting i.e., rebates, accounts receivable etc.
- Maintains knowledge of recent wins, pipeline, and strategic opportunities
- Active management of DSO, oversight of PO/invoicing processes both with IQVIA and the client team
- Contact person for client teams for RFIs and other adhoc requests (business or procurement)
Facilitating IQVIA’s commercial success
- Develops and maintains highly collaborative working relationships with Service Line leads (Global Consulting, Analytical Services, Information Offerings, GMI, Real World Solutions), Tech Client Partner and EMEA Commercial Technology Sales
- Endeavors to increase the probability of commercial success of Sales and BD teams, leveraging their knowledge of client’s strategic priorities and current business performance to facilitate and tailor commercial portfolio offers
- Plays a leadership and shaping role in account planning for the commercial portfolio, in close collaboration with Service Line leads, the Client Business Partner and Global Account Director
- Stays up to date on IQVIA’s commercial portfolio offerings and broader developments in IQVIA’s overall set of offerings (Connected Intelligence)
- Actively develops the relationships and connections across the international account community, sharing intelligence, client feedback, best practice and success stories
- In partnership with the Client Services Lead ensures IQVIA sales and BD teams have working understanding of MSAs, commercial terms and IQVIA’s vendor status
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 Client 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
Our Ideal Candidate
- 10+ years of experience in Life Sciences Consulting or with a provider serving the life sciences industry.
- Experience leading commercial, strategy, transformation, project management, or account growth engagements for pharma clients
- Strong business development, sales and client-facing responsibilities
- Demonstrated ability to identify opportunities and grow accounts
- Comfortable influencing senior client stakeholders and procurement teams
- Experience operating in matrixed consulting organizations
- Able to create executive presentations and proposals independently
- Deep understanding of pharma commercial models through consulting exposure, not necessarily through direct pharma employment