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Sr Mgr, Commercial Operations (R1010544) in Parsippany, NJ at IQVIA™

Date Posted: 3/8/2018

Job Snapshot

Job Description

IQVIA was formed through the 2016 merger of two healthcare industry leaders: IMS Health and Quintiles.  We are connecting our combined data, expertise, technology, and operational capabilities in ways that have never been seen before.  Our goal is to deliver integrated information and technology solutions to drive healthcare forward.

The Technology Solutions division of IQVIA develops, markets, and implements healthcare-focused enterprise software applications including Performance Management, Master Data Management, Orchestrated Customer Engagement, CRM, Multi-channel Marketing, Content Management, Social and Compliance solutions. We are building out our Commercial Operations function to enhance our ability to be a market leader in healthcare technology.

Function Purpose

Commercial Operations drives business strategy and supports internal operations by delivering actionable insight and process improvement related to Go-to-Market activities.  This means leveraging data to give visibility of business performance and pipeline health, building operational tools, managing business change, evaluating sales representative performance and incentives, and using analytics to understand the customer and drive up-sell and market growth.

Role Overview

As our Commercial Operations Manager, you will own and lead core commercial operational processes, provide governance to pipeline management, and drive business change. Working with stakeholders across the Technology Solutions organization, your contributions will enable our Go-to-Market teams to more effectively drive sales and business results. An ideal candidate for this newly-created role will have a solid combination of interpersonal skills, business acumen, and understanding of sales processes, an analytical mind-set, and ability to drive and sustain operational improvements.

Sales Cadence Define and manage process to give visibility of full business pipeline
Pipeline Governance Analyse pipeline health and owner behaviour then take actions to ensure deals are entered sufficiently early and kept up-to-date
System Suitability Engage with users of CRM system (Salesforce) to ensure it meets their needs, and the CRM support team to ensure the needs for reporting data are met
Sales Incentive Plans Manage process to set sales incentives in line with business strategy, then derive compensation in line with individual and business performance
Business Change Readiness Lead data integration and commercial operations process definition to support new Product/Company Acquisitions or other significant events (e.g. following new system implementation, etc.)


• 5-10 years’ experience in a similar role with transferable experience (sales management, management consulting, project management, business analysis, etc.). Specific experience should include:
Process Mapping Extensive experience of mapping as-is process and system models, then devising to-be models fully aligned to operational needs and business strategy
Project Management Solid experience of planning and managing projects to implement business and system change with clear visibility of scope, as well as risk mitigation
Pipeline Management Extensive experience of supporting a business to manage its pipeline with a particular focus on governance in terms of deal entry and updating
Stakeholder Engagement and Communication Demonstrable experience of gathering requirements, managing expectations, and driving wider communications and progress and risks

Job ID: R1010544