IQVIA is seeking a high-performing Business Development and Account Management individual to join our MedTech team in the role of Senior Global Account Director, MedTech.
This is a pivotal role at an exciting time, as we continue to expand and evolve the MedTech business through deep industry expertise and a commitment to truly understanding our clients.
As a Senior Global Account Director, you will spearhead strategic client engagements, lead new and thought-provoking discussions to challenge status quo, and provide innovative solutions that address our clients’ key business challenges in the MedTech industry.
Success in this role requires a strong appreciation of the IQVIA offerings, with the ability to leverage an internal network to orchestrate integrated, end-to-end solutions. You will play a critical role in developing large, complex, and long-term engagements that strengthen client relationships and amplify the value we bring to our clients.
The IQVIA capabilities include, but are not limited to:
Business Intelligence Data, Analytic Platforms/Outsourcing, Technology & Applications (e.g. dashboards, Global Services, CRO Services, Real World Insights and Solutions, Consulting Services and Integrated Engagement Services.
Key Responsibilities:
- Lead Business Development and Account Management within designated MedTech/Med Device clients, delivering revenue targets aligned with the MedTech strategy.
- Engage and build strong relationships with senior executives and strategic leaders in the client organization.
- Co-ordinate sales, business & service lines at a regional and country level.
- Gain intimate knowledge of the client and challenge with innovative ideas in order to develop and close opportunities, to provide end-to-end solutions, to grow the size/duration/value of sales over time.
- Develop and maintain a deep understanding of the healthcare industry and the breadth of IQVIA capabilities, to maximize value offered to clients, by providing industry-wide insights and maximize ability to grow accounts.
- Ensure clients get maximum value from existing services to which they subscribe, by liaising with the client to agree and define requirements and by conducting regular business and service reviews with clients and internal teams.
- Work with clients and internal IQVIA teams to lead and drive client satisfaction with IQVIA services to underpin propensity for repeat, up-sell opportunities and positive referrals.
- Collaborate with IQVIA colleagues across the organization to ensure they are engaged and aligned to the account strategy and support new business opportunities within clients. Work closely with colleagues to pull together successful, complex solutions for clients.
- Methodical completion of underpinning sale activities (e.g. account planning, financial reporting, opportunity management, etc.)
Required Skills and Experience:
- To be eligible for this position, you must reside in the same country where the job is located.
- Bachelors required. Master’s degree preferred.
- 8-10+ years’ experience in the Medical Device or Diagnostic sector is essential.
- US based / Remote with travel required: 10%-20% domestic and global travel.
- Previous experience of account management of clients $10m+
- Proven track record of solutions selling across a diverse portfolio of capabilities.
- Strong sales and opportunity management skills across the full sales cycle (from lead identification to contract negotiations and closing)
- Ability to engage board level contacts, develop a network of senior and middle management contacts to build long lasting trusted partnerships.
- Experience working for a Medical Device Manufacturer in the field and in the corporate HQ office preferred.
- Proven track record of managing a balanced pipeline of both short-term tactical opportunities, and, long-term strategic engagements. Sales value of $250k+ single and multi-year.
- Proven ability to manage multiple clients effectively and able to create strategic and tactical customer plans.
- Strong understanding of financial reporting/forecasting and sales opportunity management.
- Knowledge of the healthcare sector or evidence of successfully moving into a new market sector.
- Experience negotiating Master Service Agreements is strongly preferred.
- Competent in the use of MS Office, to deliver professional client communications including Word, PowerPoint and Excel.
- Excellent written and verbal communication skills with ability to interpret and present complex concepts.
- Proactive, self-motivated, flexible, and accountable with aim to always drive positive client satisfaction.
- Ability to develop strong internal relationships and to work collaboratively to pull together client engagements and delivery of projects.
- Fluency in English a must.
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 $125,300.00 - $349,000.00. 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.