JOB DESCRIPTIONJob Title: Key Account Manager (KAM) – SME Pharma SalesContract 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 SummaryWe 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 LOEThey 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 performanceKey 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
