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Principal, Commercial Effectiveness Services (R1075819) in Mississauga, CA at IQVIA™

Date Posted: 4/10/2019

Job Snapshot

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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.

The Principal works closely with clients to develop innovative go-to-market approaches. Our end-to-end perspective on integrated sales and marketing processes ensures a coordinated allocation of both field force investments and the marketing promotional mix.  With a diverse mix of top pharmaceutical and biotech clients, the PIC gains exposure to solving the most pressing issues facing pharmaceutical executives and as a result help shape a “healthier” future for us all.   Within our Consulting group you will find an atmosphere charged with a sense of purpose.  Our team is an intriguing community of people, a diverse group of talented professionals who work together to help our clients advance healthcare. You will be given every opportunity to grow with us. 

At IQVIA you will experience:

A wealth of global experience and resources from which to draw on to build innovative solutions

A rapid learning curve and solid grounding in aspects of the pharmaceutical and healthcare industries

Focused training in strategic thinking, analysis, data-interpretation, presentation and working with clients

Early responsibility for delivering product, company and market analyses that will shape recommendations to our global multinational pharmaceutical clients and other healthcare stakeholders

An entrepreneurial environment providing significant growth opportunities

A dedicated development coach and mentor to advise you on career goals and personal objectives

A supportive and friendly environment focused on client, business and individual success

Objectives of a Principal within CES:

The Principal role has accountability for the consulting business amongst an assigned set of clients.  Additional goals are to contribute to thought leadership along subject matter lines (therapeutic area or functional), leading team development as well as people management through coaching and mentoring.

The Principal works directly with clients to provide value added input and to deliver projects built around strategic issues typically within the sales and marketing functional areas. Has responsibility for ensuring high levels of client satisfaction. Typically works within a specific expertise area, region and clients with responsibility to meet or exceed assigned revenue targets.


Project Management

  • Takes lead role in proposal development to ensure actionable, on-target and timely proposals are provided to clients.
  • Primary owner of client engagements with ultimate responsibility for client satisfaction and delivering high levels of quality/added value.
  • Manages client interface and project team to achieve efficient and effective project delivery.
  • Serves as a solutions-based expert, internally and externally, by applying consultative problem-solving skills.

Account Management

  • Plays a significant role on account planning and strategy with IQVIA sales team. 
  • Meets or exceeds assigned revenue targets by developing and delivering insightful, value-added solutions that address complex client issues.
  • Responsible for significant and tangible client impact from all engagements. Seeks out and identifies new revenue opportunities at existing and potential clients – ensures a continuous flow of business from client engagements.

Domain Expertise

  • Identifies issues of importance to the industry/clients and works with Center of Excellence (CoE) and Geographic Leaders to develop tangible and commercial offerings.
  • Maintains in-depth and current knowledge of client’s strategies, business issues and relationships from senior management on down. 
  • Remains current on industry, client and competitive trends and directions in order to anticipate and identify new business challenges and issues at assigned clients. 
  • Contributes to the enhanced awareness of IQVIA in the market place, e.g. through speaking engagements, client meetings, publications etc. 
  • Proactively continues to strengthen subject matter expertise through on the job experience, participation in conferences and symposiums and other forums for professional knowledge sharing. 

Team Leadership

  • Direct reporting responsibilities for junior team members
  • Proactively mentors, coaches and shares subject matter expertise with others to elevate our capabilities to deliver world-class solutions for clients. 
  • Participate in recruiting, onboarding and training project managers

Education, Experience, & Specialized Knowledge:

  • At least 10 years of experience in the pharmaceutical or consulting industry with Masters degree preferred.
  • In depth and long standing relationships with client companies, especially at a senior level. Requires deep expertise in one CoE yet demonstrates the ability and knowledge to link across multiple CoE expertise areas.
  • Requires demonstrated experience in leading cross practice teams in the capture of projects of significant size and scope. 
  • Possesses exemplary business development skills.
  • Has broad knowledge of the pharmaceutical industry. In-depth understanding of IQVIA data assets and core offerings. 
  • Works effectively with others in and across the organization to accomplish team goals.
  • Knowledge and understanding of the fundamental processes of business, their interaction and the impact of external/internal influences on decision making, growth and decline.
  • Knowledge of consulting methods, tools and techniques, related to functional area.
  • Knowledge and understanding of the marketplace and professional/trade associations key people and companies.
  • Demonstrated strategic thinking and planning and change management skills.
  • Excellent interpersonal and networking skills.
  • Values people’s opinions and encourages knowledge sharing. High level of energy, drive and enthusiasm.
  • Able to manage complex relationships and juggle priorities.
  • Ability to profitably price engagements.  Has strong client relationship and influencing skills.

Additional Focus Areas for this role

  • Sales Force Effectiveness expertise are required and can cover the spectrum of
    • Commercial Model Design
    • Customer Segmentation, Targeting, Alignment, profiling, call planning, channel management
    • Market Assessments, defining drivers of success, product potential, and forecasting
  • Therapeutic areas of interest
    • Oncology
    • Specialty therapeutics

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

We know that meaningful results require not only the right approach but also the right people. Regardless of your role, we invite you to reimagine healthcare with us. You will have the opportunity to play an important part in helping our clients drive healthcare forward and ultimately improve human health outcomes.

Whatever your career goals, we are here to ensure you get there!

We invite you to join IQVIA™.


We know that meaningful results require not only the right approach but also the right people. Regardless of your role, we invite you to reimagine healthcare with us. You will have the opportunity to play an important part in helping our clients drive healthcare forward and ultimately improve human health outcomes. Whatever your career goals, we are here to ensure you get there! We invite you to join IQVIA™

Job ID: R1075819