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JOB DESCRIPTION

Job Title: Key Account Manager (KAM) – SME Pharma Sales

Contract type: Permanent

Job Family : Sales

Location: London, Paddington

IQVIA is looking for a bright and highly motivated Key Account Manager to drive new and maintain existing business with a portfolio of Big Pharma accounts in the UK.

IQVIA has created a dynamic company with a diverse portfolio, which is dedicated to helping its clients improve their clinical, scientific and commercial results. With approximately 70,000 employees in more than 100 countries, IQVIA (formerly QuintilesIMS) is in a truly unique position to be able to support companies seeking to improve real-world patient outcomes and enhanced clinical trial outsourcing through treatment innovations, care provision and access. With a broad range of healthcare information, technology and service offerings, IQVIA provide solutions that span clinical to commercial, bringing clients an exceptional opportunity to realize the full potential of innovations and advance healthcare outcomes.

Role Summary

We are in an exciting phase of further developing the UKI business; continuing the transition from an established data provider in the healthcare industry, to partnering with our clients in order to provide end to end solutions that significantly add value to their business. We do this through our deep understanding of the industry and developing intimate knowledge of our clients.

A successful UK Pharma Key Account Manager within IQVIA will lead new and thought provoking discussions to challenge status quo and ultimately provide innovative solutions that address our clients’ key business challenges from pre launch, launch and LOE

They must have a good appreciation of the IQVIA core, our offerings and strong internal network to pull end to end solutions together. Increasingly these engagements should be larger, more complex and longer term to underpin the relationship and value we bring to our clients. In addition to the tactical short term plays which are key to a successful sales performance

Key Accountabilities:

Lead Business Development, Account Management and Stakeholder Relationships within multiple designated clients, delivering revenue targets in line with the IQVIA Global, EMEA and UK strategy

Client portfolio value between $6m-$10m. Through gaining an intimate knowledge of the client and challenging with innovation and ideas, develop and close opportunities to provide end-to-end solutions, growing the size/duration/value of sales over time

Develop and maintain a deep understanding of the healthcare industry to maximize value we can offer to clients by offering industry-wide insights

Develop a good understanding of the breadth of IQVIA capabilities to maximize ability to grow accounts

Ensure clients are getting maximum value from existing services to which they subscribe, which includes:

Liaising with the client to agree and define requirements

Conducting regular business strategy reviews with clients and internal teams

Work with clients and internal IQVIA teams to lead and drive client satisfaction with IQVIA services to underpin propensity for repeat, up-sell opportunities, positive referrals etc

Work collaboratively with IQVIA colleagues across the organization to ensure they are engaged and aligned to the account strategy and support new business opportunities within clients. Work closely with colleagues to pull together successful, complex solutions for clients.

Methodical completion of underpinning sales activities (eg account planning, financial reporting, opportunity management etc)

Education, skills and experience required

Education

Graduate caliber – minimum grade 2.1 or equivalent

Science or pharma qualifications beneficial

You will need to be eligibility to work in the UK/EU without sponsorship.

Experience

Minimum 2 years experience of account management / business development / sales & service role

Proven track record of managing a balanced pipeline of short term tactical opportunities to long term strategic engagements

Evidence of a successful record of solution selling across a diverse portfolio and or complex business

Strong understanding of CRM, financial reporting, forecasting and sales opportunity management

Either knowledge of the healthcare sector or experience of successfully moving into a new market sector

Proactive and accountable with the aim to always drive positive client satisfaction

Skills

Consultative selling skills

Excellent communication & collaboration across internal and client teams

Able to develop a network of senior and middle management contacts to build long lasting trusted partnerships

Strong sales and opportunity management skills across the full sales cycle (from lead identification to contract negotiations and closing)

Able to create strategic and tactical customer plans

Excellent written and verbal communication skills with proven ability to interpret and present complex concepts

Competent in the use of Microsoft office, to deliver professional client communications including Word, PowerPoint and Excel

Self-motivated, problem solve who is driven to succeed

Strategic thinker with a solution focus, combined with ability to execute tactically

Ability to develop strong internal relationships and to work collaboratively to pull together client engagements and delivery of projects

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 a leading global provider of clinical research services, commercial insights and healthcare intelligence to the life sciences and healthcare industries. We create connections that accelerate the development and commercialization of innovative medical treatments. Everything we do is part of a journey to improve patient outcomes and population health worldwide.

To get there, we seek out diverse talent with curious minds and a relentless commitment to innovation and impact. No matter your role, everyone at IQVIA contributes to our shared goal of helping customers improve the lives of patients everywhere. Thank you for your interest in growing your career with us.

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