Descripción del trabajo
IQVIA™ is the leading human data science company focused on helping healthcare clients find unparalleled insights and better solutions for patients.
Formed through the merger of IMS Health and Quintiles, IQVIA offers a broad range of solutions that harness the power of healthcare data, domain expertise, transformative technology, and advanced analytics to drive healthcare forward.
IQVIA R&D Technologies provides the leading cloud-based AI-powered data and analytics clinical technology platform that harnesses big data for clinical integration, predictive analytics, and business intelligence.
The Orchestrated Clinical Trials SaaS platform is the first of its kind to empower organizations to more effectively utilize their data to improve trigger a series of orchestrated automation around patient-centric workflows and supporting trial automation to competitively lead precision therapies to market smarter and faster.
At IQVIA everything we do is centered around the patients. From Virtual Trials in bringing the patient to the trials to leveraging connected device to improve the patient experience to improve engagement and retention.
By connecting disparate data and unlocking incorporating valuable actionable insights from multiple sources of data, fundamentally re-imagining the patient experience radically improving the patient experience, enhancing clinical trial productivity.
Re-imagine and evaluate the possibilities to unify your data in a novel meaningful way via IQVIA’s Orchestrated Clinical Technology platform.
About the role
We are currently hiring a Pre-Sales Director (Digital Advisor ) to join the R&D Digital Strategy team in the UK.
For Global Pharma, Biotech and Medical device companies, the platform enables them to pull clinical, regulatory, compliance and commercial data in new ways.
As a member of the R&D Digital Strategy team you will join us in our mission to improve lives and give hope by delivering innovative solutions that address the most pressing patient and site challenges through data and cognitive insights.
As an IQVIA Clinical Technologies Digital Advisor, you will be informing and advancing the digital health strategy of Life Sciences and Biopharma companies, leveraging the IQVIA Orchestrated Clinical Technology platform.
You will be defining, scoping and closing deals that help our clients engage with patients. You will be an expert in digital health, someone who has a proven track record in using digital health to engage with stakeholders (patients, providers, payers, caregivers) to deliver meaningful results and business value.
You are looked upon as a digital health expert, a pioneer of new technology and a change agent. You are a trusted advisor, someone who can lead clients from education, through ideation to implementation.
Manages the presentation, demonstration and technical support for the sale of IQVIA Technologies applications and services.
The Director is responsible for the ongoing participates in customer opportunity strategic assessments, oversees RFI / RFP application and technical responses, and oversees pricing for IQVIA Technologies Products and Services.
Your responsibilities include :
Serve as a high-level consultative technology sales executive
Working with the world’s leading Life Sciences (Pharma, Biotech, and Medical Device) companies to educate and identify opportunities to leverage the IQVIA Orchestrated Clinical Technology Platform and create digital health solutions and experiences
Communicating the value proposition of the IQVIA Clinical Technology Platform and the range of available data, analytics and cognitive services available
Present IQVIA’s overall value proposition with a specific focus on our portfolio of technology solutions
Educating and demonstrating the platform, walking clients though the experience, helping to answer pre-sales questions and adapting content / analysis to client needs
Leading the negotiation of pricing, terms and conditions, and other key agreement components.
Managing the client relationship from ideation to implementation
Applying your Digital Health expertise and your passion to help our clients transform how they interact with stakeholders, and ultimately their business
Being part of a high performing team that is at the forefront of the cognitive computing era in Life Sciences
Leading the growth of our Global Digital Sales expansion
Assure the execution of strategic account plans, including development and implementation of qualitative and quantitative metrics for achieving account success
Lead client prospecting, site presentations, negotiations, contract development and account business reviews with key stakeholders to ensure all SLA’s are being met;
stays abreast of contract expiration dates and remains actively involved to secure renewal
Utilize CRM to document actions regarding planning and sales activities (ie, sales calls, customer events, opportunities, e-marketing campaigns) and shares account intelligence with internal members during account strategy meetings
Act as a liaison between prospect / customer and IQVIA Services and Delivery teams as necessary
Present sales opportunities to management and work with the internal departments / team members to close large complex sales
Lead the process for preparing Requests for Information (RFIs) and Requests for Proposals (RFPs) and is responsible to ensure they are completed in a timely and accurate manner
Keep well-informed of assigned industry trends, technological and process changes, new developments, services and other general information related to the assigned accounts and market scope
Recommend strategies to continuously strengthen competitive position in markets
Provide required status reporting and updates to management
Demonstrate a high level of personal accountability
8+ years professional sales and account management experience, with at least five years of experience within the pharmaceutical, healthcare or CRO industry selling eclinical SaaS technology
Proven ability to translate customer requests, competitive activities, and industry trends into value drivers of new offerings and product requirements that can be easily understood by product managers, developers and other key constituencies within the organization
Expertise working with customers and key stakeholders to validate requirements throughout the development cycle. Able to identify and manage across key customers, their requirements, and their business processes.
Demonstrable analytical, interpretative and problem-solving skills
Well-developed written and verbal communication skills including presentations, bid defenses, workshop facilitation, business and report writing
Strong capability in managing large and / or multiple projects and juggling priorities so that deadlines are met while retaining consistently high-quality outcomes
Experience in developing credible relationships with senior level managers and executives in the pharmaceutical / healthcare industry
Excellent interpersonal skills and ability to work effectively with others in and across the organization to accomplish team goals
Knowledge of key issues and current developments in the pharmaceutical and healthcare industries; thorough understanding of industry trends and impact on the business
Knowledge of consulting methodologies, tools and techniques
Knowledge of computer usage in a web-based environment
Exposure to clinical data management applications and / or concepts
Exposure to clinical trial software or equivalent experience in other enterprise systems preferred
In addition to the skills and experience above :
Bachelor’s degree or equivalent, graduate degree or MBA not required but a plus
Fluency in English (spoken and written)
A willingness and ability to travel
Right to live and work in the recruiting country