Business Development Director RWI (Real World Insights) - EBP - Europe - (1807978) in Great Britain at IQVIA™

Date Posted: 7/13/2018

Job Snapshot

Job Description

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.

IQVIA™ Real-World Insights (RWI) teams work with clients to help them collect and use real-world data to generate evidence to meet the needs of regulators, payers, providers and patients. Our approach is unique in the industry and is defining the way companies can develop and apply real-world evidence to provide deeper insight about market dynamics, therapy area changes, outcomes research and other scientific insights. We are collaborative, intellectually curious, entrepreneurial, and constantly looking for opportunities to harness the value of real-world evidence in a constantly evolving industry.

IQVIA is currently looking to appoint an EBP Account Director, to be based in EMEA. This is a critical appointment as part of a company-wide initiative (following on from the successful merger of Quintiles and IMS Health last year).

IQVIA envisions significant additional commercial upside in a market that remains well-positioned for further consolidation. The key will be effectively harnessing its RWI 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.

The EBP sales specialists will be responsible for selling the entire RWI solution, thereby fulfilling every client need across RWI.  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. 

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. 

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 RWI 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. 

Job Requirements

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

Broad understanding of the global issues of pricing, access, drug development and commercialization. Ideally with a stronger R&D focus given most EBP organizations are working in the development space

Clear understanding of Public Markets pressures, and shareholder/stakeholder expectations.

Evident appreciation of industry changes in 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 translate global strategies into actionable and realistic account-level engagement plans.

  • Comfort working across the enterprise to develop interdisciplinary 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 a team without direct line reporting.

  • Ability to lead and manage complex negotiations.

  • Track record of building strong and long-lasting strategic and trusted relationships with senior client 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.


  • +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.

IMS Health and Quintiles have come together to be IQVIA. We have created a new way to harness advances in technology, analytics and human ingenuity called Human Data Science, to deliver solutions that help our customers drive healthcare forward and help patients around the globe. Inspired by the industry we help, our employees are committed to providing solutions that enable life sciences companies to innovate with confidence, maximize their opportunities and ultimately drive human health outcomes forward.

Job ID: 1807978