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Account Executive (Phase 3) (R1011440) in San Francisco, CA at IQVIA™

Date Posted: 2/15/2018

Job Snapshot

Job Description

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. Our solutions are powered by the IQVIA CORE™, which combines big data, advanced technology, analytics and extensive industry knowledge. IQVIA has approximately 55,000 employees worldwide.

IQVIA helps clients to improve their clinical, scientific and commercial results and seamlessly connects clinical and commercial execution to real-world outcomes.  This allows its clients to realise the full potential of their innovations. From pipeline to portfolio to population health, IQVIA aims to be a transformational partner to its healthcare clients globally. Critically, IQVIA today sells both to R&D and Commercial stakeholders, from the C-Suite down. The company has a strong balance sheet and remains highly acquisitive.


THE ROLE

IQVIA is currently looking to appoint an EBP sales specialist to be based in Parsippany, NJ or Los Angeles/San Francisco, CA area. These are critical appointments as part of a companywide EBP initiative.

IQVIA envisions significant additional commercial upside in a market that remains well-positioned for further consolidation. The key will be effectively harnessing its integrated solutions portfolio in such a way as to move beyond transactional, reactive sales activity to shape understanding around the IQVIA expanded platform.  Inevitably, this will necessitate positioning the end to end offering discussions to a higher level with existing and future clients.

These EBP sales specialists will be responsible for selling the entire solution portfolio across R&D, Commercial, Technology, Data and Consulting, thereby fulfilling every client need across the product lifecycle.  These individuals will need the seniority and gravitas to engage credibly at C-Suite level with EBP clients, navigating internally across the account and pulling together the optimal teams as required.  The ultimate goal being to encourage clients to outsource more to reduce overall costs, making the clinical trial and commercialization process more precise and efficient. 

Critically, these individuals will be required to sell and close the bigger value deals and so IQVIA needs to appoint strategic sales and business development leaders with the experience and gravitas to operate at this level.  Candidates will need to bring past solution selling expertise with a track record of leveraging organizational capabilities in order to upsell, driving a more sophisticated and integrated sales approach helping to shift the market to the benefit of the company. 



THE PERSON

In terms of the preferred profile for these EBP specialists, they should possess strong intellect and analytical acuity and with the ability to define, conceptualise and, ultimately, sell, the company’s integrated solution portfolio.  Critical will be the ability and agility to survive and indeed, thrive, with ambiguity and complexity.  Given that IQVIA is charting a new path there will be a need to work collaboratively across the combined organization and so a sophisticated approach to relationship building, both internal and external, will also be essential.  Certainly, the company needs to appoint individuals who can hit the ground running and, consequently, an established network within the markets of relevance will be required.  The appropriate drive and resilience will be reflected in a track record of transformative sales and business development contribution in past roles. 


In light of the above, candidates for the roles should exhibit the following skills and competencies:


Knowledge:

  • Broad understanding of US Healthcare issues of pricing, access, drug development and commercialization. Ideally with a stronger launch focus given most EBP organizations are developing/commercializing their first product(s)
  • Clear understanding of pressures of the healthcare industry across all stakeholders
  • Evident appreciation of industry changes in data, regulation, technology and the impact on a client’s business.
  • Understanding of the company’s full offerings and capabilities with broad functional knowledge. Ability to understand healthcare data will be critical to this role.

Skills:

  • Ability to translate company vision for EBP into actionable and realistic account-level engagement plans.
  • Comfort working across the enterprise to develop interdisciplinary knowledge in order to articulate comprehensive solutions for key accounts.
  • Excellent communication skills and so able to communicate the total IQVIA value proposition to a broad range of senior client stakeholders.
  • Ability to lead and manage multiple internal stakeholders to best support EBP clients and maximize the overall client relationship across all functional areas
  • Ability to lead and manage complex negotiations.
  • Track record of building strong and long-lasting strategic and trusted relationships with senior client stakeholders as well as IQVIA internal stakeholders
  • Ability to navigate ambiguity while setting a clear vision unified around the client/account.
  • Ability to go deep where necessary and self-awareness to know when to bring in the appropriate SME.
  • Ability to creating/deliver proposals and closing sales opportunities under short timelines.
  • Clear business acumen and creative problem-solving aptitude that can deliver on financial targets.

Experience:

  • +10 years of experience working within the healthcare service, consulting and/or health technology industries; ideally with a focus in the R&D space
  • +5-10 years in a sales leadership, account management, consultative selling or other client facing role..
  • Experience in driving large and/or transformational deals within the industry.

We know that meaningful results require not only the right approach but also the right people. Regardless of your role, we invite you to reimagine healthcare with us. You will have the opportunity to play an important part in helping our clients drive healthcare forward and

Whatever your career goals, we are here to ensure you get there!

We invite you to join IQVIA™.




Job ID: R1011440