Sr. Business Development Director, Tech (R1012684) in Amsterdam, NL at IQVIA™

Date Posted: 5/18/2018

Job Snapshot

  • Employee Type:
    Full-Time
  • Location:
    Amsterdam, NL
  • Job Type:
    Marketing
  • Experience:
    Not Specified
  • Date Posted:
    5/18/2018
  • Job ID:
    R1012684

Job Description

Your typical activities might include:

  • General management
    • Define overall go to market governance model for European go to market (who does what, alignment between different teams, account plan)
    • Build team: grow team by actively driving recruiting
    • Set up collaboration mechanisms with the different internal sales channels (regional management in technology solutions, account management)
    • Manage P&L for each area of responsibility (sales, marketing, account management)
  • Sales:
    • Manage sales directors, oversee daily activities, enable team in identifying and closing deals
    • Review and manage quality level of sales deliverables
    • Be directly involved in deal closure, especially in senior sales meetings, pricing and contract negotiation
  • Sales support:
    • Manage sales support team
    • Set priorities for support team, prioritize work and efforts
    • Manage improvement initiatives in sales support (e.g. pricing standardization, RFP process etc.)
    • Actively develop enablement program (sales training material, standard pricing documentation etc.) for Europe
  • Marketing:
    • Drive agenda for European level marketing
    • Own marketing budget, decide on priorities
    • Manage and quality review marketing outings (e.g. content newsletters, campaigns etc.)
    • Participate and speak at conferences, representing compliance solutions
    • Solution account management
    • Manage senior solution account managers
    • Establish account management program
    • Enable solution account managers to ensure contract renewal and no attrition
    • Propositioning
    • Work out European market propositions for new compliance solutions products
    • Develop go to market launch plans
    • Work with different internal channels to launch European level products

Responsibilities:

  • Manage all go to market activities for Europe, consisting of IQVIA areas NEMEA and CESE
  • Direct the compliance solutions go to market team, consisting of
    • Sales: currently 2 senior sales directors, with plans to expand
    • Sales operations: currently one sales consultant, recruiting additional resource
    • Marketing: local marketing for Europe
    • Solution account management: currently 2 senior account managers, and actively recruiting
  • Set standards for sales, sales operations, marketing and solution account management in Europe, drive maturation of go to market practice in Europe (e.g. mature RFP process, pricing, standardization of offering management)
  • Develop market propositions for European market based on compliance product portfolio
  • Manage collaboration with IQVIA regional channels: IQVIA account management and technology solutions senior management in NEMEA and CESE
  • Work with direct counterpart on the delivery side to ensure successful collaboration from a services delivery perspective

Additional Preferred Experience:

  • Strong understanding of role of compliance within life sciences industry
  • Strong understanding of SAAS business, including fundamentals of software development processes and procedures


Job ID: R1012684