Principal – Technology Solutions (R1011087) in London, UK at IQVIA™

Date Posted: 6/30/2018

Job Snapshot

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  • Location:
    London, UK
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    Not Specified
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Job Description

Principal, Technology Solutions, UK 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 QuintilesIMS’ 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 the principal resource is to serve as a senior partner to clients to define the un-met need / problem statement and then to propose the most compelling possible solution to client combining QI’s leading technology and service capabilities. Overview of the role As a Principal, you will lead teams in the design, development and delivery of technology and consulting projects or components of larger, complex projects. Responsibilities will include driving business development efforts in cooperation with the sales organization. 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 particular focus on Performance Management, Master Data Management and Content Management 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, for example to become a specialist in data analytics or in commercial engagement in the pharmaceutical industry. 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. Example projects: The Emerging Biopharmaceutical client was approaching launch of its specialty medicine and wanted to stand up their commercial operations. QuintilesIMS proposed a solution combining CRM, Data management, Incentive Compensations and Reporting components. The Principal met with the commercial lead from the client and presented an overview of the services offered by QI. Follow this the Principal defines a scope which was agreed with the client and then led on the creation of a proposal for the client and assembly of a cross-functional QI team to pitch to the client. The client wanted to establish a pan-European pricing solution to support the pricing of the innovative medicines portfolio. The principal assembled a team of pricing and analytics experts to design a solution for the client, the solution featured a technology enabled pricing tool that integrated local pricing and reference pricing assets together to enable analytics such as price elasticity to be performed on the data. The client had a goal to gain compliance with new European data privacy regulations. QI proposed a diagnostic across their customer facing functions to map out capability gaps and required solutions. The principal proposed a framework with which to assess the impact of the new regulations on customer engagement and ran workshops with four priority countries to develop a path forward for the organisation. The production of an executable toolkit as well as a technology tool to collect and manage consent was proposed. In recognition of the number of different channels they have to their customers, a client wanted to define a new approach to segmenting their HCP customer base. QI proposed a consulting engagement followed by a technology solution. The Principal engaged with the European Commercial Excellence lead to determine the ambition for segmenting the physician universe. Following this the principal proposed a model to think about segmentation and proposed a roadmap of work to help the client attain their ambition, this started with a consulting project to define the new segmentation model and led to the implementation of a Master Data Management technology capability to operationalise the new model and enable segments to be engaged with through downstream marketing automation and CRM systems. Role and responsibilities: Leadership of team members to maintain motivation and achievement of the team goals Personal development of the members of the team to aid staff retention and career development within and outside the Technology & Service team Responsibility for strategic direction of key Technology areas and development of team capabilities to ensure we remain relevant to our clients Take line management responsibility for 2-3 individuals within the team, with responsibilities including: robust assessment of individuals’ performance and skills, working with individuals to identify short medium and longer-term career goals to work towards, and helping individuals to resolve issues which may occur with their line reports 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, and manage the team to deliver against the agreed forecasts, complying with company revenue recognition rules Support the business development and project delivery activities of the UK-based Regional Principals in the Technology & Services space Liaise with Technology Solutions colleagues in other QuintilesIMS country organisations to support the winning and delivery of multi-country projects for HQ clients in countries ex-UK, which have UK components Collaborate with colleagues in other functions of QuintilesIMS UK, as well as other countries, to define and deliver solutions to address cross-functional client needs Raise the general profile of QuintilesIMS in the Technology arena by attending industry conferences and events, submitting articles to industry publications, and hosting in-person and virtual client events Ensure team compliance to all QuintilesIMS and broader industry rules, regulations, guidelines, and ways of working Contribute to the wider organisation as a member of the Technology and Services leadership team Education, skills and experience required Eligibility to work in the UK/EU without sponsorship Significant previous commercial consulting experience in healthcare Experience in leading consulting engagements across the Life Sciences industry, ideally a mixture of the management consulting and technology areas A degree from a leading university 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 MBA an advantage P&L management experience an advantage

Job ID: R1011087