Account Management Director

Job Overview

Responsible for the growth and management of a range of customer accounts within allocated service area(s), leading the team to achieve strong customer relationships, strategic programs and high quality delivery.

Essential Functions

• Lead and grow one or more service offerings within a Practice Area and a portfolio of related customer accounts. Ensure strong client satisfaction with IQVIA partnerships and a strong customer experience of the team. Form strategic relationships with senior-level customer contacts and senior leaders across IQVIA, resulting in new business opportunities and expanded partnerships. Grow revenue of account portfolio through the identification and leadership of new business proposals.
• Provide subject matter expertise across the function and IQVIA and serve as senior point of contact for other leaders within IQVIA, to achieve successful joint business development results. Deputise for Practice Area Lead as required.
• Grow a range of customer accounts within allocated service area(s), leading the team to achieve strong customer relationships, strategic programmes and high quality delivery.
• Lead the team's client relationships across allocated service areas within client companies, acting as a strategic partner with senior level client contacts including procurement and legal teams. Work with IQVIA colleagues to align and identify additional contacts at core client companies. Act as team's point of contact for senior level IQVIA colleagues and participate in collaborative service development and business development opportunities. Generate strong profile outside IQVIA and form relationships with senior client and industry decision makers on behalf of IQVIA, to generate new business opportunities.
• Ensure quality of strategic programs within portfolio of accounts and allocated service areas. Lead team to deliver strategic programs that meet customer needs, liaising with functional teams and wider IQVIA colleagues as necessary to generate the most effective solutions. Collaborate with other IQVIA units to co-develop customer solutions, both proactively and in response to request for proposals (RFPs). Through a deep understanding of customer strategy, identify opportunities to introduce other IQVIA teams to the customer.
• Serve as a subject matter expert across all of Practice Areas' core services, able to articulate value propositions, refine according to customer need and translate into business proposals. Serves as a subject matter expert for function and teams and broader IQVIA leadership. Establish a strong thought leadership position outside IQVIA and mobilize to generate Business Development leads and wins.
• Achieve growth targets for allocated service areas and account portfolios, leading team to generate and deliver ambitious account plans. Use expertise to leverage client relationships and account work to generate new client leads and translate these into RFPs. Represent the function on cross-IQVIA customer / service development initiatives, co-developing new services and collaborate to define and achieve business development plans. Generate new customer relationships outside of IQVIA through networking and thought leadership activities. Generate new business for IQVIA by identifying opportunities to introduce other IQVIA services or solutions to customer contacts. Develop proposals and pitches and act as senior sponsor on opportunities and take responsibility for outcome.
• Achieve overall strategic and executional quality of all account programs within portfolio. Lead team to identify new methodologies and approaches to better meet customer needs. Showcase account deliverables within customer companies and mobilize excellent work to grow IQVIA remit at customer companies.
• Achieve financial performance of account portfolios and allocated service area(s). Analyze profitability and make recommendations to Practice Area Lead on improvements.

Qualifications

• Bachelor's Degree Req
• 12 years relevant experience within the pharmaceutical industry or agency environment with 6 year's management experience required Or equivalent combination of education, training, and experience Req
• Excellent understanding of biopharmaceutical lifecycle strategy as it pertains to allocated Practice Area (s), and Practice Area services and solutions
• Excellent communication, presentation, and interpersonal skills.
• Excellent computer literacy, organizational, communication, and problem-solving skills
  Proven ability to collaborate and work effectively through others in a global environment to deliver results
• Effective leadership skills in a matrix environment with proven people management skills
  Demonstrated track record of proactive risk management, using key metrics and performance data
  Good strategic thinking ability and ability to apply organizationally
• Excellent customer service skills
• Strong Negotiation skills
• Demonstrated track record of good judgment and decision making skills
• Ability to establish and maintain effective working relationships with coworkers, managers and clients.

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

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