Senior Sales Specialist, NHS Solutions (R1114914) in Manchester, UK at IQVIA™

Date Posted: 2/27/2020

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.

Contract: Permanent

Location: North of England, United Kingdom

Department: Healthcare

IQVIA continues to increase revenues from selling our NHS data analysis tools and real-world patient pathway analytics to NHS organisations in addition to pharmaceutical, consumer health and medical device companies. Key to our continued success is the recruitment of talented sales specialists focused on driving sales for this powerful and highly consultative offering set.

IQVIA is seeking a successful sales specialist to enhance our Business Development and Account Management capability within the Healthcare division of UK&I IQVIA to support the future ambitions of the business. The successful candidate will proactively generate new sales leads, successfully close leads referred by colleagues and provide feedback on the competitive landscape to the product manager.

IQVIA is in an exciting phase of further developing the UKI business; continuing the transition from an established data provider to pharmaceutical clients, to partnering with them and the NHS on providing end to end solutions that significantly add value. We do this through our deep understanding of the industry and developing intimate knowledge of our clients.

The successful candidate must develop a good appreciation of both IQVIA and NHS offerings, along with a solid understanding of the NHS landscape. The applicant must also be innovative and proactive in their sales cycle, linking in with the broader IQVIA portfolio where appropriate.

The IQVIA capabilities include, but are not limited to: Population Health Analytics, Care Pathway Analytics, BI Services, Income Analytics, Patient Survey Solutions, Benchmarking, Management Consulting and Services and the leading provider of Patient Level Information Costing System.

Our main offices for the Healthcare team are Stafford and London.  This role is based in North of England

With a mix of over 130 NHS clients and the top 20 pharmaceutical companies, IQVIA provides a rewarding environment for those interested in working in the healthcare sector.

Client Base

UK based healthcare providers and commissioners.

Key Responsibilities

  • Develops the skills and knowledge to understand the client’s business
  • Achieve or exceed the assigned revenue targets
  • Accurately qualify leads based on client need
  • Identify and engage potential new clients and new contacts
  • Lead Business Development and Account Management within designated clients, delivering revenue targets in line with the IQVIA strategy
  • Through gaining an intimate knowledge of the client and challenging with innovation and ideas, develop and close opportunities to provide end-to-end solutions, growing the size/duration/value over time
  • Possess and maintain a deep understanding of the healthcare industry to maximise value we can offer to clients by offering industry-wide insights
  • Develop a good understanding of the breadth of IQVIA’s capabilities to maximise ability to grow accounts
  • Ensure clients are getting maximum value from existing services to which they subscribe, which includes:
    • Liaising with the client to agree and define requirements
    • Conducting regular business and service reviews with clients and internal teams
  • Work with clients to lead and drive client satisfaction with IQVIA services to underpin propensity for repeat, up-sell opportunities, positive referrals etc
  • Work collaboratively with IQVIA colleagues across the organisation to ensure they are engaged and aligned to the account strategy and support new business opportunities within clients. Work closely with colleagues on deals based on, complex solutions and maintain an active pipeline
  • Completion of underpinning sale activities (eg account planning, financial reporting, opportunity management etc)
  • Elicit feedback from customers about their requirements and the competitive landscape and share this feedback with the business to ensure that the tools are updated in accordance with customer need

Skills, and Experience Required:

  • A proven track record of solution selling into the Health Sector (NHS or Private) including skills across the full sales cycle (from lead identification to contract negotiations and closing)
  • Detailed knowledge of the NHS procurement and tendering process
  • Proven track record of solution selling across a portfolio of capabilities
  • Proven track record of managing a balanced pipeline of short term tactical opportunities to long term strategic engagements. Sales of value $50k to $2M, single and multi/year
  • Able to develop a mature network of senior clients (Director Level) across an organisation
  • Strong problem solving skills
  • Able to create and execute strategic customer plans and demonstrable skills in strategic selling
  • Excellent written and verbal communication skills with proven ability to interpret and present complex concepts
  • Competent in the use of Microsoft office, to deliver professional client communications including Word, PowerPoint and Excel
  • Strong understanding of financial reporting/forecasting and sales opportunity management
  • Proactive and accountable with the aim to always drive positive client satisfaction
  • Self-motivated, driven to succeed yet able to work as part of a team
  • Ability to develop strong internal relationships and to work collaboratively to pull together client engagements and delivery of projects

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.

Job ID: R1114914