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Global Patient & Site Strategies (GPSS) - Head, Patient Recruitment Sales (Home or Office-based) (R1073834) in Durham, NC at IQVIA™

Date Posted: 6/7/2019

Job Snapshot

  • Employee Type:
  • Location:
    Durham, NC
  • Date Posted:
  • Job ID:

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.


In partnership with Sales, Therapeutic and Medical Strategy, Centers of Excellence (COE), and Operations, support the achievement of gross new business targets through the oversight of proposed patient recruitment/retention and site engagement strategies associated with new business opportunities and ongoing projects requiring additional recruitment support. Lead and manage (directly or indirectly) an assigned team of regional or global Product Specialist (PS) who are responsible for developing patient recruitment/retention and/or site engagement strategies (GPSS).  Lead strategic initiatives and work with leadership across multiple disciplines to develop implementation plans. This leader may be responsible for some or all of the following activities - at any one time.


  • Actively provide guidance to the Product Specialist to ensure custom strategies are developed to help differentiate IQVIA from the competition by creating compelling, executable proposals that continuously drive business growth.
  • Work with the Product Specialist and strategy team to assure project/program budget(s) meet/exceed financial and company goals, including Gross New Business (GNB).
  • Evaluate the quality of the work, together with the workload via triage process, and scorecard metrics through regular analysis of data. 
  • Collaborate with Business Operations to outline new processes to improve efficiencies and transparency of sales, pipeline and handover of awarded projects. Implement the recommended processes and practices to shape the direction the group. 
  • Drive the team to leverage and consolidate all available data sources to build the project strategy, while promoting internal solutions and products
  • Collaborate cross-functionally to defend proposed strategies while working to educate stakeholders and removing barriers to inclusion.  Seek efficiencies in the development, adherence and preservation of patient recruitment/retention and site engagement strategies. Ensure pull through of strategy from award into final contract.
  • Maintain a solid understanding of the competitive environment as it relates to patient recruitment/retention and site engagement strategies and continuously drive for cost competitive pricing
  • Drive collaboration to organize Product Specialist by therapeutic area in order to build therapeutically-aligned strategies; these strategies should enhance recruitment and retention across IQVIA studies
  • Keep current with industry trends and proactively bring forward new recruitment and retention solutions for testing; ensure best practices are utilized across the team
  • Actively support Sales in the preparation and conduct of customer and bid defense meetings; provide specific content; ensure presentation focus and content effectively conveys or supplements the larger project strategy and critical win themes. Attend and present at customer meeting, or bid defense meeting, as required, (based on the strategy for selling the opportunity).
  • Coordinate with Sales to complete follow up actions identified at bid defenses and customer meetings.
  • Drive collaboration with Patient Advocacy and Insights team to build patient recruitment and retention offerings with Advocacy and Patient Support Organizations and integration of PAG services into patient recruitment and retention strategies and programs
  • Manage staff in accordance with organization’s policies and applicable regulations. Responsibilities may include planning, assigning, and directing work; appraising performance and guiding professional development; rewarding and disciplining employees; addressing employee relations issues and resolving problems. Approve actions on human resources matters
  • Provide operational leadership oversight for the resourcing process, including hiring, on-boarding and training standards and evaluating existing and future resource alternatives
  • Ensure quality and regulatory appropriateness and acceptance of all offerings and programs prior to proposing
  • Coach and mentor employees as they develop in their role
  • May act as a client and/or internal liaison for GPSS 

Required Knowledge, Skills and Abilities

  • Proven ability to manage a team and work through others in a global environment to deliver results to the appropriate quality and timeline metrics. Provides others with a clear direction; delegates work appropriately and fairly; motivates and empowers others; monitors/manages performance and provides feedback and coaching; recruits, develops and retains staff of a high caliber
  • Excellent written, verbal communication and interpersonal skills, including good command of English language
  • Strong business and sales acumen
  • Excellent customer management skills and demonstrated ability to understand customer needs, have difficult conversations with internal/external stakeholders and customers, and negotiate solutions
  • Innovative and strategic thinker
  • Ability to work strategically to realize organizational and GPSS goals
  • Experience working productively in a pressured environment, managing competing priorities and maintaining a positive outlook at work; handles criticism well and learns from it
  • In depth knowledge of, and skill in applying, applicable clinical research regulatory requirements; e.g. Good Clinical Practice (GCP) and International Conference on Harmonization (ICH) guidelines
  • Effective mentoring skills, fostering learning and knowledge sharing with colleagues
  • Strong presentation skills
  • Strong software and computer skills, including MS Office applications
  • The Successful Candidate will have some Sales Experience (CRO Sales or Pharma Sales Leadership)

Minimum Required Education and Experience

  • Bachelor's degree in life sciences or related field and 10 years relevant clinical research experience and/or sales/strategy experience with global focus. Five years of experience with patient recruitment strategies is desirable, including - three + years of management experience; or an equivalent combination of education, training and experience

    Physical Requirements

  • Extensive use of telephone and face-to-face communication requiring accurate perception of speech
  • Extensive use of keyboard requiring repetitive motion of fingers
  • Regular sitting for extended periods of time
  • Frequent travel

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.

IQVIA is an EEO Employer - Minorities/Females/Protected Veterans/Disabled

IQVIA, Inc. provides reasonable accommodations for applicants with disabilities.  Applicants who require reasonable accommodation to submit an application for employment or otherwise participate in the application process should contact IQVIA’s Talent Acquisition team at to arrange for such an accommodation.

Job ID: R1073834