Senior Consultant (R1115310) in Plymouth Meeting, PA at IQVIA™

Date Posted: 1/28/2020

Job Snapshot

Job Description

IQVIA™ is the leading human data science company focused on helping healthcare clients find unparalleled insights and better solutions for patients. Formed through the merger of IMS Health and Quintiles, IQVIA offers a broad range of solutions that harness the power of healthcare data, domain expertise, transformative technology, and advanced analytics to drive healthcare forward.

Team Overview:

Global Sales Excellence

•         Vision: Innovate, think differently and challenge established methods

•         Mission statement: We are IQVIA enterprise-wide trusted partners to the Go-to-Market and leadership teams. GS&CE creates value and empowers teams with systems, analytics, insights and strategic recommendations to ensure GTM sells better, faster and more efficiently

•         Target Audiences: Global and Regional Account Managers covering Large & Mid size Pharma accounts (GADs, MDs, GKAMs, RKAMs, RADs, HQ KAMs)

•         Core Audience: Full IQVIA GTM - client facing responsible for all selling activities for customers within their assigned countries, regions or globally for all Business Offerings

•         Key Initiatives: Global Account planning, GTM communications, GTM systems and tools including Sales Spot and IQVA CRM, Global Customer Satisfaction programme, Relationship Health Assessment Program, Torch meetings, enhanced GTM training materials including IQVIA The Journey, Core Curriculum, Portfolio Fundamentals and Skills Catalogue, , Global account potential analysis, Consolidated performance analyses and dashboards, Enterprise sales effectiveness diagnosis design

Principle Accountabilities:

Act as an internal consultant, developing innovative evidence-based approaches to solve key business questions regarding GTM, customers and business potential. Be the central source of truth regarding performance. This role closely collaborate with a sales Force Effectiveness Manager, heading the global customer financial function :

  • Oversee IQVIA Global customer financial function, tracking and reporting performance to global GTM, sales and senior leadership – 1 Manager leading
  • Support the global account planning process. Align global GTM communities with IQVIA strategy. Lead/coordinate key account strategic reviews & monitor account performance with cadence calls.
  • Lead, design and develop innovative analytics approaches to assess IQVIA share of wallet within our top customers
  • Design and develop IQVIA customer segmentation, partner with CIO to ensure roll-out across systems
  • Design and administer global incentive plans to drive IQVIA strategic priorities
  • Assess IQVIA revenue impact of large customer upcoming mergers
  • Partner with planning functions and global GTM to improve accuracy of global revenue plans
  • Support GTM, RBUs and GBUs with insights, tools and approaches
  • Develop, enhance and use reporting and analytic tools to provide analysis that will draw attention on IQVIA commercial issues and provide recommendations to Executive Leadership Group / President’s Council on how to address them. Lead enterprise wide initiatives to address operational & commercial challenges.
  • Manage a high number of ad-hoc requests from management requiring creation of methodology

Minimum Education, Experience, & Specialized Knowledge Required:

Bachelor’s degree or equivalent and a minimum of ten (10) years related Consulting, Sales Management or Sales Operations experience. Thorough understanding of the IQVIA offering in the customer environment. Strong networking and communication skills. IQVIA systems and pharmaceutical industry knowledge required. Working in international is a plus.

Organization Reporting and Scope:

•         Reports to:  Head of Global Sales Excellence

•         Management scope (number of full-time employees): 1 depending on profile and experience

Additional Requirements:

Strong problem solving, analytical and project management skills.

Ability to navigate well the organization. Strong relationship builder.

Good knowledge of the full spectrum of IQVIA offerings.

Self-starter with results orientation.

Excel and Powerpoint wizard level.

Excellent communication and interpersonal skills required. 

Ability to influence and manage people/resources without direct reporting line.

Ability to lead and manage multiple projects and initiatives.

Flexibility to travel abroad (15-20%).

Ability to maintain confidentiality

Join Us

Making a positive impact on human health takes insight, curiosity, and intellectual courage. It takes brave minds, pushing the boundaries to transform healthcare. Regardless of your role, you will have the opportunity to play an important part in helping our clients drive healthcare forward and ultimately improve outcomes for patients.

Forge a career with greater purpose, make an impact, and never stop learning.

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

IQVIA, Inc. provides reasonable accommodations for applicants with disabilities.  Applicants who require reasonable accommodation to submit an application for employment or otherwise participate in the application process should contact IQVIA’s Talent Acquisition team at workday_recruiting@iqvia.com to arrange for such an accommodation.



Job ID: R1115310