Learn More at: IQVIA.com
Connect with Us:

Sr Key Account Manager (R1011770) in Cambridge, MA at IQVIA™

Date Posted: 2/28/2018

Job Snapshot

Job Description



The Senior Account Executive will establish and manage executive level relationships to generate new and repeat software and services customers.  As a member of the IQVIA Pilgrim quality management Software team, the Senior Account Executive will have the opportunity to help grow a new and exciting business.  The Senior Account Executive position is field based, with additional leadership activities and responsibilities.  This position will provide sales coverage for the designated territory and will be assigned quarterly and yearly sales goals. 

The Senior Account Executive will use his/her technical and sales skills to initiate and develop long-term relationships with existing and prospective clients.  The goal of the Senior Account Executive is to facilitate the company’s growth through the sales process. The Senior Account Executive will manage the entire sales process, from prospecting through contract execution.  The Senior Account Executive may be assigned major accounts with multi-site potential in addition to assigned territories. The Senior Account Executive will effectively promote both new and existing products to both current and potential customers. The Senior Account Executive will create a territory plan to help support and achieve established corporate objectives.

Principal Duties

  • Building and executing territory plan for achieving quarterly and annual sales and pipeline objectives
  • Identification and Prospecting of new business leads, including qualification and needs assessments
  • Building and maintaining a sales opportunity pipeline utilizing company sales and automation tools
  • Presentation and positioning of IQVIA/Pilgrim marketing and sales solutions to prospective clients
  • Developing effective proposals and persuasively closing new business opportunities
  • Adhering to the IQVIA/Pilgrim strategic selling methodology for developing a sales pipeline
  • Maintaining client relationships and building new business relationships
  • Review proposals (price quotations)
  • Demonstrate the ability to successfully close on proposals submitted to clients
  • Consistently track client information in Salesforce.com
  • Coordinate execution of Confidentiality Disclosure Agreements and Master Service Agreements
  • Generate sales levels consistent with corporate goals for growth with assigned territory
  • Prepare, update and maintain Account Plans for all active clients within the territory
  • Providing market feedback internally concerning the effectiveness of products, services and marketing programs
  • Travel to corporate headquarters (Tampa, FL) as required for training or team building purposes

Proposals and Negotiations

  • Coordination with project teams and team leads/project managers
  • Coordination with Pilgrim business groups for staffing and proposal/project development
  • Identification of up-sell and cross-sell opportunities
  • Consistently track client information in Salesforce.com
  • Strategic ability to identify needs and problem solve for clients
  • Maintaining client relationships and building new business relationships


Educational Requirement

    • Bachelor Degree
    • Master’s degree in Engineering or Computer Science or related degrees preferred


Skill and Experience Requirement

The individual must possess:

•       Minimum of 5 years’ in outside sales environment with proven track record

•       Minimum of 3 years’ experience selling software solutions into the Medical Device, Biotech and Pharmaceutical sector

•       Organizational Skills

•       Business Application software

•       Interpersonal skills and Presentations

•       Strong writing, oral & presentation skills

•       Must be extremely self-motivated and a quick learner

•       Ability to network effectively in a complex, global account

•       Strong sales skills & ability to work with CXO-level executives

•       Time Management, Planning and Budgeting

•       Consultative Selling


Knowledge of or experience with the following will lead to job success:

•       Salesforce.com experience is a plus

•       Life Sciences experience in either consulting or life sciences company or both, particularly in the IQVIA/Pilgrim target sectors of pharmaceutical, medical devices, biotechnology and blood services

•       Business Development

•       Group Presentation

•       Group Facilitation

•       Business operations management

•       Seminar & conference management

•       Business development

•       Preferred familiarity with one of the following: manufacturing processes, technology, business applications, quality management principals or ISO/QS-9000 quality standards.


Job ID: R1011770