Principal, Technology Solutions GTM - NEMEA (R1017678) in London, UK at IQVIA™

Date Posted: 9/30/2019

Job Snapshot

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    London, UK
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    Not Specified
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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.

Principal, Technology Solutions, North Europe, Middle East, Africa and South Asia

Department: Technology Solutions, North Europe, Middle East, Africa and South Asia

Location: TBD (DK – Copenhagen, BE – Brussels, NL – Amsterdam, UK – London)

Overview of the team

The Technology Solutions team provides Technology Solutions to Life Science clients across offerings ranging from CRM, Multichannel Marketing, Compliance, Social Media, Content Management, Performance Management and Master Data Management solutions. The team sells and delivers world-class technology and implementation services and responsible for building executive relationships with HQ’s in the regional business unit.

The Technology Solutions group is part of the regional business unit structure (RBU) and collaborates with the in-country Technology Solutions teams, key account functions and global product management.

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, including transparency and the tracking and reporting of HCP spend
  • 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 IQVIA’s leading technology and service capabilities.

Overview of the role

As a Principal, you will build HQ relationships, become a trusted advisor to them and drive business development efforts self and in cooperation with the sales organization and country teams. 

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 remain involved as an advisor to the engagement. Building out the relationship further to other solutions and becoming a trusted advisor is another expectation. The core requirements to the role:

  • Sales Achievement – develop sales strategies for offering areas and accounts to generate leads.  Drive a focus on Commercial Content Management and CRM/Marketing Automation at European 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 and become a trusted advisor

Role and responsibilities:

  • Conduct account segmentation and develop engagement plans for targeted accounts
  • Execute engagement plans self and with collaboration of the various functions at IQVIA
  • Manage the business development of the broader team (country teams, product management)
  • Produce and maintain annual and quarterly financial forecasts
  • Meet bi-weekly with RBU Management to communicate updates to the forecasts,
  • Liaise with Technology Solutions colleagues in the IQVIA countries across the RBU to support the winning of single and multi-country projects for HQ clients
  • Raise the general profile of IQVIA in the technology space by attending industry conferences and events, submitting articles to industry publications, and hosting in-person and virtual client events
  • Ensure team compliance to all IQVIA and broader industry rules, regulations, guidelines, and ways of working
  • Contribute to the wider organisation as a member of the Technology leadership team

Education, skills and experience required

  • Eligibility to work in the UK/EU without sponsorship
  • Significant previous technology sales experience in the pharmaceutical industry
  • Experience in leading consultative engagements across the Life Sciences industry
  • Strong communication and client facing skills, including executive presentations
  • Proven ability to build senior relationships, be recognised as trusted advisor at HQ level and develop business in the technology arena
  • 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
  • Demonstrable experience and examples of selling from the top down.
  • Good team player with strong interpersonal & influencing skills

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: R1017678