The Large Pharma Segment Lead for the Tech Enabled Sales Organization leads strategic growth, client impact, and profitability across outsourced field and virtual sales teams supporting Key Accounts. This role is responsible for expanding client relationships, driving revenue and margin growth, and ensuring operational excellence across a diverse portfolio of healthcare-focused commercial solutions.
Key Responsibilities:
Client Relationship Management
- Oversee and expand the Key Account client portfolio, ensuring high satisfaction and retention.
- Maintain strong direct client engagement to build transformative partnerships that address critical business levers and deliver measurable impact.
Revenue and Profit Growth
- Develop and execute strategies to drive revenue and profitability, emphasizing margin expansion and operational excellence.
- Team Leadership
- Lead Business Development and operational delivery teams responsible for selling and delivering Contract Sales Organization (CSO) services.
Client and Service Diversification
- Identify and pursue opportunities to diversify both the client base and delivery models in response to evolving market needs.
- Innovation and Efficiency
- Champion analytically driven innovations and process improvements that unlock new expansion opportunities and optimize margins.
Subject Matter Expertise
- Develop thought leadership and market innovation; collaborate with internal and external partners to identify trends and differentiate IQVIA offerings.
- Healthcare Provider Activation
- Drive initiatives across HCP activation capabilities, leveraging data and insights to maximize client impact.
Principal Accountabilities:
Driving Top-Line Sales and Revenue
- Meet or exceed revenue goals for the business segment.
- Establish and execute short- and long-term strategies to increase sales and revenue within Key Accounts.
- Oversee targeting prioritization and execution.
- Lead sales and marketing strategy across Key Accounts and throughout the brand life cycle.
- Partner with Centers of Excellence and business lines to integrate cross-portfolio offerings (data, analytics, digital, brand, technology).
- Use analytics to support therapy expertise and delivery strategy.
- Develop new offerings to maintain industry leadership and adapt to emerging norms.
- Demonstrate leadership and subject matter expertise during client presentations to improve win rates.
- Ensure delivery success and strong client satisfaction.
Driving Bottom-Line Profitability:
- Manage expenses and drive profit growth.
- Collaborate with operations to support clients effectively (recruiting, training, project management, delivery).
- Lead Lean initiatives to reduce operating costs and meet annual savings targets.
- Manage compliance and performance to mitigate risks.
Managing the Overall Practice:
- Own P&L and financial targets for the Key Account business.
- Deliver on high standards for people development.
- Ensure overall client impact and satisfaction.
- Develop and execute short- and long-term operating plans aligned with corporate and RBU objectives.
- Build strong relationships with third-party collaborators and client partners.
- Collaborate with the extended RBU leadership team to shape business strategy, innovation, and delivery.
- Provide thought leadership, including new methods for measuring engagement success.
- Build and refine client materials such as case studies and references.
- Maintain competitive pricing structures and develop alternative contracting models.
- Create offerings and business cases for investment, partnership, or acquisition aligned with client needs and long-term objectives.
- Partner with leaders across the organization to build integrated offerings leveraging analytics, methodologies, and technologies.
- Identify opportunities to expand capabilities.
- Provide leadership to the extended team, fostering culture, communication, clear expectations, and high performance.
Minimum Education, Experience & Specialized Knowledge
- Minimum 7 years of experience designing pharma/biotech/med tech field promotional deployments.
- Minimum 10 years of experience in the healthcare industry.
- People management experience.
- Experience selling into pharma clients and with outsourced solutions.
- Bachelor’s degree required.
- Knowledge of U.S. regulatory and compliance environments.
- Excellent communication and organizational skills.
- Strong collaboration skills and ability to work in team environments.
- Ability to lead and influence within a matrixed environment.
- Ability to work independently.
- Ability to engage stakeholders and drive consensus.
- Demonstrated ability to drive innovation and continuous improvement.
- Therapeutic experience in rare disease, oncology, and chronic conditions preferred.
Additional Requirements: Strong communication skills, team orientation, ability to influence outcomes, marketplace and industry knowledge, matrix management skills, organizational and planning skills, presentation and problem‑solving skills, relationship‑building capabilities, sensitivity to cultural and business nuances, strong service orientation, and strategic vision.
IQVIA is a leading global provider of clinical research services, commercial insights and healthcare intelligence to the life sciences and healthcare industries. We create intelligent connections to accelerate the development and commercialization of innovative medical treatments to help improve patient outcomes and population health worldwide. Learn more at https://jobs.iqvia.com
IQVIA is proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, status as a protected veteran, or any other status protected by applicable law. https://jobs.iqvia.com/eoe
IQVIA is committed to integrity in our hiring process and maintains a zero tolerance policy for candidate fraud. All information and credentials submitted in your application must be truthful and complete. Any false statements, misrepresentations, or material omissions during the recruitment process will result in immediate disqualification of your application, or termination of employment if discovered later, in accordance with applicable law. We appreciate your honesty and professionalism.
The potential base pay range for this role, when annualized, is $145,600.00 - $406,900.00. The actual base pay offered may vary based on a number of factors including job-related qualifications such as knowledge, skills, education, and experience; location; and/or schedule (full or part-time). Dependent on the position offered, incentive plans, bonuses, and/or other forms of compensation may be offered, in addition to a range of health and welfare and/or other benefits.