Job Summary
Plans, directs, and leads key Account Management structure for Patient Insights Experience and Registry Solutions (PIERS) teams for key accounts in the US region. Responsible for multiple accounts based upon practice needs

Essential Functions

Directs the activities of Account, Sales, and Delivery teams to achieve/exceed the assigned revenue and growth goals in large, complex accounts or sales Takes proactive role in contract strategy. Develops strategy for expanding scope of existing contracts and identifying new business opportunities.As required, may lead negotiations in renewing multi-year contract(s) within assigned accounts.Develops relationships with key executives and decision makers within assigned accounts.Manages the overall relationship to ensure a high level of customer satisfaction.Provides leadership to the sales team and coordinates the involvement of IQVIA resources (marketing, consulting, client services) in actively promoting the full IQVIA portfolio of products and consulting services to anticipate and meet client needs.Ensures that sales team is fully staffed, trained and deployed to maximize sales coverageDevelops and executes account plan(s) and monitors progressAdjusts plan accordingly to consider IQVIA new product/service offerings as well as significant changes to business conditionsUnderstands the motivations of segment personas and specific clientsManages senior-level relationships to achieve or exceed both client delivery goals and IQVIA revenue and growth goals for assigned account(s)Manages the overall relationship at key accounts to ensure a high level of customer satisfaction with product/service offeringTakes proactive role in contract strategyDevelops and maintains strategies for expanding scope of existing contracts and identifying new business opportunitiesDevelops and executes account plan(s), monitors progress, and makes regular adjustments to consider new IHP / IQVIA offerings and/or changes to business conditions.As required, may support negotiations in renewing multi-year and/or multi-country/ regional contract(s) within assigned account(s)Provides leadership coordinating the involvement of IQVIA resources (e.g., marketing, sales specialists, consulting, client services) in actively anticipating and meeting foreseeable client and/or segment needs.

Experience

12-15 years of relevant sales or account management experience 

Knowledge

Segment and Key Account Management methodologiesIntermediate familiarity with medical specialty societies or non-profit healthcare organizationsPrevious clinical experience is desirableIntermediate familiarity with registry solutions and related servicesIntermediate familiarity with project delivery practicesDemonstrable experience in one or more roles requiring autonomous decision makingCommercial experience in managing complex clientsDemonstrable experience and/or familiarity with key [segment] concepts and customer personasExperience employing consultative selling skills

​​Education

Bachelor's Degree RequiredMasters Degree Preferred

Additional Qualifications

Demonstrable team player with high level of stress toleranceExcellent communication, interpersonal and customer service skillsStrong knowledge of all aspects of medical specialty account managementExcellent Business/Industry awareness and a thorough understanding of industry trends and impact on the businessStrong presentation and influencing skillsAbility to work creatively in a fast-paced environment maintaining flexibility and changing priorities to answer client's needsExcellent skills using Microsoft Office Suite: MS PowerPoint, MS Word, and MS ExcelAbility to establish and maintain effective working relationships with coworkers, managers, and clients

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

The potential base pay range for this role, when annualized, is $111,200.00 - $309,800.00. 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.