IQVIA Director, Account Mgmt in Cambridge, Massachusetts
Promotes, recommends and sells solutions, products and services to other individuals and organizations. This includes developing, managing, and implementing sales strategies, identifying potential customers, and cultivating existing customer relationships to close deals.
Develops, grows, and maintains the relationship between the organization and clients, with a focus on client retention, sales and revenue growth.
Works closely with sales specialists to coordinate the best solution for the client.
Gets client referrals and increasing amount or type of coverage for existing accounts; liaises between internal teams, vendors and clients on an ongoing basis to ensure service delivery; and serves as a primary contact on an ongoing basis by addressing ad hoc client requests and managing client satisfaction.
Directs the activities of a sales team to achieve/exceed the assigned revenue and growth goals in large, complex accounts or sales territory.
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 coverage.
Develops and executes account plan(s) and monitors progress.
Adjusts plan accordingly to consider IQVIA new product/service offerings as well as significant changes to business conditions.
Required Skills and Abilities:
Nine (9) years relevant sales or account management experience
Requires broad management knowledge to lead teams, and well as the ability to influences others outside of own job area regarding policies, procedures, and goals.
Knowledge of IQVIA offerings, customer account management and pharmaceutical industry.
Problem solving, negotiation, planning, relationship building, presentation, and written and oral communication skills are essential.
Ability to set vision and direction.
Ability to influence outcomes.
Typically, 70% of annual revenue goal is contracted; 30% is new.
At IQVIA, we believe in pushing the boundaries of human science and data science to make the biggest impact possible – to help our customers create a healthier world. The advanced analytics, technology solutions and contract research services we provide to the life sciences industry are made possible by our 70,000+ employees around the world who apply their insight, curiosity and intellectual courage every step of the way. Learn more at jobs.iqvia.com .
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.
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 firstname.lastname@example.org to arrange for such an accommodation.
IQVIA is a world leader in using data, technology, advanced analytics, and expertise to help customers drive healthcare – and human health – forward. Together with the companies we serve, we are enabling a more modern, more effective and more efficient healthcare system, and creating breakthrough solutions that transform business and patient outcomes.
To get there, it takes diverse skills and a curiosity to explore new possibilities. No matter your role, everyone at IQVIA, including our colleagues at Q² Solutions, contributes to our shared goal of improving human health. Thank you for your interest in growing your career with us.
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