Sr Mgr, Commercial Operations (R1075829) in Plymouth Meeting, PA at IQVIA™

发布日期: 11/9/2019



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.

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.

The Role
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 Global Technology Solutions organization, your contributions will enable our Go-to-Market teams to more effectively drive sales and business results. You will work closely with other commercial operations, finance and reporting teams within the larger company to efficiently deliver solutions that leverage existing capabilities to better design them to reach our stakeholder community. An ideal candidate for this role will have a solid combination of interpersonal skills, business acumen, understanding of sales processes, an analytical mindset, and ability to drive and sustain operational improvements.

Specific Accountabilities
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. Work with the Commercial Operations Director and the Sales Enablement Director to drive requirements for the technology roadmap to improve visibility, collaboration and productivity

System Design

•       Work with owners of reporting systems in the business (Hyperion, OBI, PowerBI, others) to design solutions to leverage existing tools to provide more self-serve and timely reporting options

•       Design databases, where necessary, or places to store data with optimal structures to allow for

o   Delta snapshot reporting – week on week, month on month, etc
  o   Performance against targets at all levels (individual, team, RBU, etc)

Advanced Analysis

•       Identify trends to improve data models

o   Historical performance (win rates, forecast velocity, forecast accuracy)
  o   To be used as inputs for planning, forecasting, etc.

5-10 years’ experience in a similar role with transferable experience (management consulting, business transformation, project management, business analysis, etc).
Specific experience should include:

Commercial Experience

•       Experience working to support with a diverse and international sales audiences and the metrics needed to run the business and drive a regular cadence. Experience working in high tech or SaaS businesses is a huge plus.

Revenue Planning and Forecasting Experience

•       Revenue is the most important metric to the business and tracked much more closely than traditional commercial metrics, such as bookings. As such, experience with revenue planning, revenue recognition as well as revenue forecasting is a must.

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

•       Documentation of processes as well as working with sales enablement and training teams to ensure these are ready for stakeholders to digest

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. One of the key deliverables for this role will be better operationalization of existing reporting. This will mean using visualization tools to make data more self serve. This requires requirements gathering, managing teams to design and make changes as well as the business readiness to drive this change

Stakeholder Engagement and Communication

•       Demonstrable experience of gathering requirements, managing expectations, and driving wider communications and progress and risks

• Extensive experience of using Excel to manage and present data essential
• Extensive experience of using Salesforce to manage and analyse pipeline essential
• Experience of using PowerPoint to deliver insightful presentations essential
• Experience of using Visio or equivalent to document processes highly desirable
• Experience of using MS Project or equivalent to manage projects desirable

Critical to this role will be experience in defining requirements for visualisation software (could be OBI, PowerBI, Tableau)

Personal Attributes
• Inclusive, proactively engaging stakeholders to define and implement change that works in the real world and can add real value
• Has a "progress mindset" and identifies opportunities to realize immediate gains
• Analytical and process-oriented thinker
• Resilient in the face of adversity
• Agile planner who can move quickly and adapt to changing business conditions
• Thoughtful communicator with the wherewithal to tailor messaging to various audiences (financial, business, technical stakeholders)
• Effective working with a global set of stakeholders from diverse cultures


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 to arrange for such an accommodation.

Job ID: R1075829