Global Account Director

Job Overview

Manage the relationship for a major, global account Responsible for driving sales and revenue across all IQVIA offerings & services lines and regions/business units. Sets and drives the account strategy with the account team and ensures that people know their role in driving it. Develops and maintains long term relationships with relevant stakeholders in the account, engaging with new audiences when necessary and is included in strategic or critical business discussions. Has thorough understanding of the competitive position and is able to link/connect different needs to secure key renewals and drive new and innovative solutions orchestrating multi-functional teams. Position IQVIA within their customer and acts as an early adopter of new acquisitions/new capabilities. May provide regional sales leadership at an account level.

Essential Functions

• Drive IQVIA business growth across the account

• Set the account strategy considering IQVIA priorities and customer strategic objectives and implement it globally.

• Build long term relationship with key senior stakeholders.

• Expand and deepen relationships within account and builds strategic alliances within the customer.

• Drive customer satisfaction and secure revenue streams.

• Work with the account teams (functional, regional and/or business unit) building a community that will drive and increase the account opportunity pipeline by cross-fertilizing ideas.

• Leverage internal best practices to ultimately increase business opportunities.

• Devise long-term strategy to secure and/or increase customer penetration for multi-year contracts and orchestrate multi-disciplinary and multi-country teams engagements accordingly.

• Assess and anticipate business risks due to environmental changes impacting our relationship with the account such as the competitive setting, account product portfolio, strategy and R&D pipeline.

• Orchestrate resources and break down obstacles to deliver innovative solutions and secure key renewals.

• Position IQVIA as a strategic vendor in our primary solutions areas.

• Engage with new audiences to position new IQVIA  assets (i.e. acquisitions)

• Provide input to develop adequate and adapted solutions, thought leadership material or new business partnerships for large pharma accounts.

• Lead key global or multi-country strategic and/or large opportunities that are critical to achieving account plan and financial goals by driving key decisions.

• Mentor junior leaders (including Client Partners, EKAMS/KAMS, MDs on their accounts), helping them to enhance their performance and leadership skills.

Qualifications

• Bachelor's Degree Required

• Master's Degree Preferred

• Twelve (12) years relevant global/regional sales or account management experience, and of solution sales management required.

• Extensive knowledge of IQVIA offerings, customer account management and pharmaceutical industry.

• Possesses the business savvy and industry knowledge to discuss industry and customer issues with the senior corporate executives.

• Successful track record in sales management role in motivating sales team(s) to consistently achieve assigned revenue and growth goals.

• Business Development Skills, Account Management Skills, Analytical Skills, Communication Skills, Influence Outcomes, Market Research Knowledge, Marketplace and Industry Knowledge, Matrix Management Skills, Negotiating Skills, Organizational Skills, Planning Skills, Presentation Skills, Problem Solving Skills, Relationship Building Skills, Sensitive to local Cultural/Business issues, Servicing Skills, Team Orientation, Vision and Direction.

• 40-50% travel is required (based on location).

• To be eligible for this position, you must reside in the same country where the job is located

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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 $154,800.00 - $431,400.00. 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.