Associate Director, European Key Account Management (R1114829) in London, UK at IQVIA™

Date Posted: 2/27/2020

Job Snapshot

Job Description

IQVIA™ is the leading human data science company focused on helping healthcare clients find unparalleled insights and better solutions for patients. Formed through the merger of IMS Health and Quintiles, IQVIA offers a broad range of solutions that harness the power of healthcare data, domain expertise, transformative technology, and advanced analytics to drive healthcare forward.

Role overview

The UKI business is at an exciting time continuing the transition from an established data provider in the healthcare industry, to partnering with our clients in order to provide end to end solutions that significantly add value to their business. We do this through our deep understanding of the industry and developing intimate knowledge of our clients.

We consequently have an exciting opportunity for a talented individual to join the Regional team, within the UKI & Northern Europe business unit in the role of Associate Director, European Key Account Management.

A successful European Key Account Manager within IQVIA will lead new, thought provoking discussions, with all levels of client seniority, to challenge status quo and ultimately provide innovative solutions that address our clients’ key business challenges.  

They must have a good appreciation of IQVIA solutions  and a strong network in order to develop the right approach to the client need, ensuring IQVIA’s unique value proposition is clear. - 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, Master Data Management, integrated cloud CRM/Marketing ),  Real World Insights, Real World Technology, Consulting Services and Integrated Engagement Services.

Client Base: A portfolio of Medium sized, UK Based HQs with accountability for driving EMEA strategy

Principle Accountabilities:

  • Lead Business Development and Account Management across the IQVIA portfolio within designated clients, primarily at the UK HQ
  • Engage and build strong relationships with senior executives and strategic leaders in the client organization
  • Develop a good understanding of the breadth of IQVIA capabilities to maximize ability to grow accounts
  • Deliver revenue targets in line with the IQVIA Global, EMEA and UKI strategy
  • Collaborate with IQVIA colleagues across the organization to ensure they are engaged and aligned to the account strategy, supporting new business opportunities across complex, multi-faceted solutions
  • Co-ordinate sales, business, service & thought leadership activities at a regional and country level ensuring a shared vision and client engagement strategy
  • Gain intimate knowledge of the client (become the client expert) and challenge with innovative ideas in order to add value, develop and close opportunities, provide end-to-end solutions, thus growing the size/duration/value of engagements over time
  • Develop and maintain a deep understanding of the healthcare industry to maximize value offered to clients by providing industry-wide insights
  • Ensure clients are getting maximum value from existing services to which they subscribe, by liaising with the client to agree and define requirements
  • Conduct regular business and service reviews with clients and internal teams with the aim of driving client satisfaction to underpin propensity for repeat, up-sell opportunities and positive referrals
  • Methodical completion of operational sales activities (Including account planning, financial reporting, opportunity management)

Essential Experience, Skills and Education Required:

  • Graduate caliber
  • Ability to engage board level contacts, as well as develop a network of senior and middle management contacts to build long lasting trusted partnerships
  • 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 create strategic and tactical customer plans
  • 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
  • Strategic thinker with a solution focus, combined with ability to execute tactically 
  • Ability to develop strong internal relationships and to work collaboratively to pull together client engagements and delivery of projects
  • 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 Microsoft office, to deliver professional client communications including Word, PowerPoint and Excel
  • Excellent written and verbal communication skills with proven ability to interpret and present complex concepts
  • Proactive, self-motivated and accountable with the aim to always drive positive client satisfaction

Join Us

Making a positive impact on human health takes insight, curiosity, and intellectual courage. It takes brave minds, pushing the boundaries to transform healthcare. Regardless of your role, you will have the opportunity to play an important part in helping our clients drive healthcare forward and ultimately improve outcomes for patients.

Forge a career with greater purpose, make an impact, and never stop learning.

Job ID: R1114829