Job Description
Job Summary
Plans, directs, and leads key Account Management structure for Patient Insights Experience and Registry Solutions (PIERS) teams for key accounts in the US region. Responsible for multiple accounts based upon practice needs
Essential Functions - Directs the activities of Account, Sales, and Delivery teams to achieve/exceed the assigned revenue and growth goals in large, complex accounts or sales
- Takes proactive role in contract strategy. Develops strategy for expanding scope of existing contracts and identifying new business opportunities.
- As required, may lead negotiations in renewing multi-year contract(s) within assigned accounts.
- Develops relationships with key executives and decision makers within assigned accounts.
- Manages the overall relationship to ensure a high level of customer satisfaction.
- Provides leadership to the sales team and coordinates the involvement of IQVIA resources (marketing, consulting, client services) in actively promoting the full IQVIA portfolio of products and consulting services to anticipate and meet client needs.
- Ensures that sales team is fully staffed, trained and deployed to maximize sales coverage
- Develops and executes account plan(s) and monitors progress
- Adjusts plan accordingly to consider IQVIA new product/service offerings as well as significant changes to business conditions
- Understands the motivations of segment personas and specific clients
- Manages senior-level relationships to achieve or exceed both client delivery goals and IQVIA revenue and growth goals for assigned account(s)
- Manages the overall relationship at key accounts to ensure a high level of customer satisfaction with product/service offering
- Takes proactive role in contract strategy
- Develops and maintains strategies for expanding scope of existing contracts and identifying new business opportunities
- Develops and executes account plan(s), monitors progress, and makes regular adjustments to consider new IHP / IQVIA offerings and/or changes to business conditions.
- As required, may support negotiations in renewing multi-year and/or multi-country/ regional contract(s) within assigned account(s)
- Provides leadership coordinating the involvement of IQVIA resources (e.g., marketing, sales specialists, consulting, client services) in actively anticipating and meeting foreseeable client and/or segment needs.
Experience
- 12-15 years of relevant sales or account management experience
Knowledge - Segment and Key Account Management methodologies
- Intermediate familiarity with medical specialty societies or non-profit healthcare organizations
- Previous clinical experience is desirable
- Intermediate familiarity with registry solutions and related services
- Intermediate familiarity with project delivery practices
- Demonstrable experience in one or more roles requiring autonomous decision making
- Commercial experience in managing complex clients
- Demonstrable experience and/or familiarity with key [segment] concepts and customer personas
- Experience employing consultative selling skills
Education - Bachelor's Degree Required
- Masters Degree Preferred
Additional Qualifications - Demonstrable team player with high level of stress tolerance
- Excellent communication, interpersonal and customer service skills
- Strong knowledge of all aspects of medical specialty account management
- Excellent Business/Industry awareness and a thorough understanding of industry trends and impact on the business
- Strong presentation and influencing skills
- Ability to work creatively in a fast-paced environment maintaining flexibility and changing priorities to answer client's needs
- Excellent skills using Microsoft Office Suite: MS PowerPoint, MS Word, and MS Excel
- Ability to establish and maintain effective working relationships with coworkers, managers, and clients
IQVIA is a leading global provider of clinical research services, commercial insights and healthcare intelligence to the life sciences and healthcare industries. We create intelligent connections to accelerate the development and commercialization of innovative medical treatments to help improve patient outcomes and population health worldwide. Learn more at
IQVIA is proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, status as a protected veteran, or any other status protected by applicable law.
The potential base pay range for this role, when annualized, is $111,200.00 - $309,800.00. The actual base pay offered may vary based on a number of factors including job-related qualifications such as knowledge, skills, education, and experience; location; and/or schedule (full or part-time). Dependent on the position offered, incentive plans, bonuses, and/or other forms of compensation may be offered, in addition to a range of health and welfare and/or other benefits.
Job Tags
Full time, Contract work, Part time, Work at office, Worldwide,