Principal, Tech Solutions Sales Director (R1011087) in London, UK at IQVIA™

Date Posted: 8/30/2018

Job Snapshot

  • Employee Type:
    Full-Time
  • Location:
    London, UK
  • Job Type:
  • Experience:
    Not Specified
  • Date Posted:
    8/30/2018
  • Job ID:
    R1011087

Job Description

Principal, Technology Solutions Sales - Life Sciences

Department: Technology Solutions, UK and Ireland

Location: UK – London


Overview of the team

The Technology Solutions team provides Technology Solutions to Life Science clients across offerings ranging from CRM, Multichannel Marketing, Social Media, Content Management, Performance Management and Master Data Management solutions. The team also provide marketing services to Life Science clients by delivering email and direct mail services as well as patient adherence solutions.

The Technology Solutions group is part of the Technology & Services team – delivering on the vision of bringing the best of IQVIAs’ assets to tackle the challenges of Life Science organisations.


The Technology Solutions team are expanding to deliver the commercial ambition for the future. The key Technology offerings being driven are:

  • Orchestrated Customer Engagement – an end-to-end customer engagement capability spanning CRM and marketing automation capabilities; built on the salesforce platform
  • Salesforce Effectiveness Solutions – a range of applications to support salesforce excellence functions such as incentive compensation and territory design
  • Master Data Management – a solution built off the industry leading platform (Reltio) to enable clients to connect disparate data assets together and obtain a single enriched view of assets, e.g. customers
  • Content Management – a solution supporting clients in the management and distribution of approved content
  • Compliance solutions – the leading compliance solution suite for Life Sciences, from the tracking and reporting of HCP spend to
  • Performance Management & Insights – a suite of performance management capabilities designed around key Life Science personas delivered on a variety of leading performance management solutions

Engagements span CRM and other technology implementations, delivery of social media projects and technology consulting engagements spanning data strategies to customer engagement operating models.


The fundamental role of this principal resource is to drive sales of our OCE (Orchestrated Customer Engagement) offering whilst keeping the broader IQVIA offerings in mind. You will serve as a senior partner to clients, defining unmet needs and proposing compelling solutions.


Overview of the role

As a Principal, you will drive business development efforts to new and existing UK Headquartered EU pharma clients. The principal will be expected to define and progress BD efforts in terms of offering and target clients. Depending on the solution proposed, it is likely that the principal will then lead the delivery of the sold engagement. There are three core requirements to the role:


  • Sales Achievement – develop sales strategies for offering areas and accounts to generate leads. Drive a focus on OCE solutions at UK headquartered pharmaceutical clients.  Lead BD teams in solution design and pitching to clients.
  • Strategic thinking – develop relationships with senior level commercially focussed clients to help frame issues and propose strategically framed solutions
  • Offering of deliveries once they have sold including working on client sites to deliver projects such as data diagnostics resulting in KPI libraries for clients

As part of the role it is expected that the candidate will hone specific subject matter expertise and recommend improvements and alternative solutions to resolve client problems. As a Principal, you will lead teams and work alongside experienced project leads and with the technology delivery team.  This is a critical role in delivering value to our clients and ensuring that we grow the services we provide clients. In the role, you will be responsible for line management as well as a revenue target based on sales and the successful delivery of projects overseen.


Role and responsibilities:

  • Leadership of team members to maintain motivation and achievement of the team goals
  • Responsibility for strategic direction of key Technology areas and development of team capabilities to ensure we remain relevant to our clients
  • Manage the business development and project delivery activities of the broader team – define account alignments, direct and support the activities of those at the Engagement Manager and Senior Consultant levels
  • Produce and maintain annual and quarterly financial forecasts
  • Meet bi-weekly with Sales Operations and Senior Management to communicate updates to the forecasts
  • Liaise with Technology Solutions colleagues in other IQVIA country organisations to support the winning and delivery of multi-country projects for HQ clients in countries ex-UK, which have UK components
  • Possible line/team management responsibilities

Education, skills and experience required

  • Eligibility to work in the UK/EU without sponsorship
  • Significant previous experience selling big enterprise scale solutions, ideally in the life science space
  • Experience in leading consulting engagements across technology areas
  • A degree
  • Highly numerate with strong analytical skills and a strong attention to detail
  • Able to support the execution of multiple complex projects at once within a team environment, to tight deadlines
  • Good team player with strong interpersonal & influencing skills
  • P&L management experience an advantage




Job ID: R1011087