Senior Director, Client Engagement & Sales Strategy

IQVIA

IQVIA

Sales & Business Development
Multiple locations
Posted on Saturday, February 10, 2024

Job Overview

The Client Engagement Lead will be a key sales leader for the Regulatory Affairs and Drug Development Solutions (RADDS) team and a member of the RADDS Leadership Team. This is a non-billable role focused on the Drug Development & Regulatory Strategy (DDRS) offerings within RADDS. The individual will be focused on generating client leads in partnership with Business Development; discussing client needs and advising how RADDS can address those needs with the right combination of services both within RADDS and bringing in subject matter experts from other parts of IQVIA to ensure a holistic solution; working with the proposals team to ensure delivery of appropriate engagement proposals; developing and implementing the sales strategy; understanding the sales pipeline and new business forecast in partnership with the Business Operations team. The ideal candidate should have a strong client-engagement experience, a strategic sales mindset, and a strong background in the pharmaceutical industry, notably in clinical development and regulatory consulting.

Essential Duties & Responsibilities:

Sales strategy:

  • Develop and implement the sales strategy for the Drug Development & Regulatory Strategy (DDRS) RADDS offerings to systematically and proactively engage customers and fill the sales pipeline (target customer profile, optimal use of channels such as conferences, RADDS-generated thought leadership, business development, inside sales and sales enablement, understanding of competitor landscape and IQVIA value proposition, etc.)

Metrics:

  • With RADDS leaders, assume ownership of DDRS new business (sales) targets

  • Have clear understanding of opportunity pipeline, sales forecast, key opportunities driving quarterly forecast

Asia Pacific regional growth:

  • Lead a team of regulatory/drug development client engagement specialists in Asia Pacific; help drive strategy for and growth of RADDS in the Asia Pacific region

Sales (Business Development) engagement and enablement:

  • Establish relationships and work with Sales to jointly identify and target customers/customer groups based on various key factors (development stage, size, therapeutic area, indication, etc.); coordinate development and delivery of training to sales to enable optimal customer engagement that will lead to DDRS opportunities.

Customer engagement:

  • Engage directly with customer at all stages of the relationship/potential relationship, from exploratory discussion to proposal/bid defense to relationship maintenance. Actively keep relationships with customers and prospective customers open and “warm” to maintain IQVIA as top-of-mind drug development/regulatory strategy partner

  • Deliver tailored and compelling capabilities presentations to prospective clients, notably emerging biopharma companies. The offerings presented include due diligence, asset valuation, gap analyses, indication prioritization, target product profiles, clinical development plans, study design and synopsis development, pre-IND meeting preparation and support, full-service IND submissions, end-of-phase 2 meetings, PSPs/PIPs, NDAs/BLAs/MAAs.

Proposal and bid defense:

  • Provide the RADDS Triage team with a detailed scope to prepare tailored proposals. Review and edit proposals and submit them to the prospective client.

  • Present and defend proposals in front of clients. Negotiate proposals until award.

  • Once a project award is given, request and send the contractual agreement to the client and follow up until it is fully executed.

  • Orchestrate the hand-off of the project to the RADDS project team to ensure continuity to delivery, by introducing them to the client and facilitate the kickoff meeting

  • Assist, and present as necessary, in formal bid defenses organized by the clinical team

Thought leadership and market presence:

  • Be highly visible in the biopharma market and build IQVIA’s and own reputation associated with drug development and regulatory strategy, in partnership with Marketing, BD, RADDS subject matter experts. Participate in thought leadership activities through abstract submissions to conferences for podium and poster presentations, and/or through the writing of white papers

RADDS leadership:

  • Help drive value, strategy, business direction as key member of the RADDS leadership team reporting directly to the global head of RADDS

  • Define (with the RADDS leadership team) and lead sales/growth-related initiatives

  • Geographic span of role: Global

Knowledge & Other Qualifications:

  • Bachelor’s degree required. Advanced degree in a relevant scientific discipline or equivalent scientific training a plus

  • Pharma/biotech or Regulatory Authority (e.g., FDA, EMA, MHRA, PMDA) experience required. Experience in medicinal product development and/or regulatory strategy strongly preferred

  • Business development/sales-oriented or client (pharma/biotech)-facing experience required

  • Ability to formulate strategy for growth including prioritization/identification of customer populations, services, channels for customer engagement

  • Client-focused and consultative approach for sales – with SME support as applicable, ability to understand client need and translate to best services/approaches to help customers meet their objectives through proposal scope

  • Excellent relationship-building skills, for both internal stakeholders and clients

  • Accountability for driving RADDS growth to targets

  • Demonstrates excellent written and verbal communication skills and is effective in a variety of presentation settings

  • Willingness to travel to client locations to engage in all stages of customer engagement (exploratory through proposal/bid defense through ongoing relationship maintenance)

  • Strong organizational and strategic planning skills

  • Strong analytical and problem-solving skills

  • Results-focused

  • Strong business acumen

  • Ability to self-manage and work autonomously

  • Ability to recognize and adapt to change and ability to multi-task

  • Capable of being innovative and dynamic in approach to work

  • Capable of performing other duties as assigned by management

IQVIA is a leading global provider of advanced analytics, technology solutions and clinical research services to the life sciences industry. 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. Learn more at https://jobs.iqvia.com

We are committed to providing equal employment opportunities for all, including veterans and candidates with disabilities. https://jobs.iqvia.com/eoe

IQVIA’s ability to operate and provide certain services to customers and partners necessitates IQVIA and its employees meet specific requirements regarding COVID-19 vaccination status. https://jobs.iqvia.com/covid-19-vaccine-status

The potential base pay range for this role, when annualized, is $165,500.00 - $281,900.00. 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.