Principal - Technology Solutions (R1023694) in London, UK at IQVIA™

Date Posted: 10/25/2018

Job Snapshot

  • Employee Type:
  • Location:
    London, UK
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  • Experience:
    Not Specified
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Job Description

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

Areas: CRM/Marketing Automation/Orchestration, Compliance or Content Management

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

IQVIA™ (www.IQVIA™.com) is the world’s leading company providing information, technology, and services for virtually every type of stakeholder in healthcare. Every day, IQVIA™ innovates on a large scale. We have been the big data company in healthcare before the “Big Data” term was defined. Since 1954 we have been helping healthcare organizations harness commercial and scientific insights and execute on their most strategic initiatives. We develop and operate systems and applications using big data technologies on our private-public hybrid cloud. IQVIA™ stores and computes more than 20 petabytes of complex healthcare data on diseases, treatments, costs and outcomes to enable our clients to run their operations more efficiently. Our big data infrastructure is processing over 50 billion healthcare transactions annually. IQVIA™ employs over 50,000 professionals in over 100 countries to drive results for over 5,000 healthcare clients globally. IQVIA™ is a publicly listed company (NYSE – Q) with estimated revenue close to $7B and a market cap of over $18B.

Individuals joining us are assured of a rewarding and progressive career in life sciences consulting. You’ll have the opportunity to address challenging client issues, with a hands-on influence in delivering solutions. We operate in a truly multi-cultural, collegial and collaborative work environment that is rich in development and growth.


Overview of the team

The Technology Solutions team provides technology applications and 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 is responsible for building executive relationships with HQ’s in the geographical business unit.

The Technology Solutions group is part of NEMEA, 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; built on the 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 and products
  • 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

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 CRM/Marketing Automation, Commercial Content Management and Compliance Management at European headquartered pharmaceutical clients. Lead BD teams in solution design and pitching to clients.
  • Strategic thinking – develop relationships with senior level commercially focused 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 CRM/Marketing Automation, Content Management or Compliance and broader technology space by attending industry conferences and events, submitting articles to industry publications, and hosting in-person and virtual client events and meetings
  • 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 team

Education, skills and experience required

  • Eligibility to work in the EU without sponsorship
  • Significant previous commercial consulting experience in healthcare
  • Experience in selling and leading consulting engagements across the Life Sciences industry, ideally a mixture of the management consulting and technology areas
  • Proven ability to build senior relationships, be recognised as trusted advisor at HQ level and develop business in the technology arena
  • Ability to work in a matrix organisation
  • A degree from a leading university
  • Working experience with a leading consulting firm
  • Strong communication and client facing skills, including executive presentations
  • Highly numerate with strong analytical skills and a strong attention to detail
  • Good team player with strong interpersonal & influencing skills
  • Prior exposure and working experience with CRM/Marketing Automation, Content Management and Compliance/Compliance Technologies in healthcare or prior exposure to content management solutions and implementations a plus
  • MBA an advantage
  • P&L management experience an advantage

Job ID: R1023694