Director, Business Development, EMEA, Commercial Biotech

Join us on our exciting journey! IQVIA is The Human Data Science Company, focused on using data and science to help healthcare clients find better solutions for their patients. Formed through the merger of IMS Health and Quintiles, IQVIA offers a broad range of solutions that harness advances in healthcare information, technology, analytics, and human ingenuity to drive healthcare forward. Our solutions are powered by the IQVIA CORE, which combines big data, advanced technology, analytics, and extensive industry knowledge. IQVIA has approximately 75,000 employees worldwide. IQVIA helps clients to improve their clinical, scientific, and commercial results and seamlessly connects clinical and commercial execution to real-world outcomes. This allows its clients to realise the full potential of their innovations. From pipeline to portfolio to population health, IQVIA aims to be a transformational partner to its healthcare clients globally.

The Role: IQVIA is currently looking to appoint a team of driven and experienced BD professionals, to work specifically within the domain of Emerging BioPharma (EBP). These individuals will be based in the company’s key EMEA hubs – the UK, Switzerland, Belgium, Netherlands, Germany, Spain, Italy, France, and the Nordics. These are critical appointments as part of a company-wide initiative, who are not only focussed on increasing our client portfolio through successful sales and business development, but who will develop trusted relationships which will enable IQVIA to sell across the enterprise/continuum over time. IQVIA envisions significant additional commercial upside in a market that remains well-positioned for further consolidation.

The key will be effectively harnessing its integrated solutions portfolio in such a way as to move beyond transactional, reactive sales activity to shape understanding around the IQVIA expanded platform. Inevitably, this will necessitate positioning the end to end offering discussions to a higher level with existing and future clients. These EBP sales specialists will be responsible for selling the entire solution portfolio across Commercial, Technology, Data and Consulting, thereby fulfilling every client need across the product lifecycle.

These individuals will need the seniority and gravitas to engage credibly at C-Suite level with EBP clients, navigating internally across the account and pulling together the optimal IQVIA expert teams as required. They will gather the required internal, external, and competitive intelligence on their clients, develop a robust, systematic account strategy and drive superior execution to identify, drive and expand the business within their target EBP HQ clients across the entire IQVIA solution portfolio. Critically, these individuals will be required to sell and close the bigger value deals and so IQVIA needs to appoint strategic sales and business development leaders with the experience and gravitas to operate at this level.

The Person: In terms of the preferred profile for these EBP specialists, they should possess strong intellect and analytical acuity and with the ability to define, conceptualise and, ultimately, sell, the company’s integrated solution portfolio. Critical will be the ability and agility to survive and indeed, thrive, with ambiguity and complexity. Given that IQVIA is charting a new path there will be a need to work collaboratively across the combined organization and so a sophisticated approach to relationship building, both internal and external, will also be essential. Certainly, the company needs to appoint individuals who can hit the ground running and, consequently, an established network within the markets of relevance will be required. The appropriate drive and resilience will be reflected in a track record of transformative sales and business development contribution in past roles.

Considering the above, candidates for the roles should exhibit the following skills and competencies:

• Broad understanding of the global and regional challenges of life science companies in pricing, access, drug development and commercialization – in the context of our Business, Process and Technology-oriented questions.
• Ideally with a stronger R&D understanding given most EBP organizations are working in the development space.
• Understanding of the company’s full offerings and capabilities with broad functional knowledge.

Skills:

• Ability to translate global strategies into actionable and realistic account-level engagement plans.
• Comfort working across the enterprise to develop interdisciplinary solutions for key accounts.
• Excellent communication skills and so able to communicate the total IQVIA value proposition to a broad range of senior client stakeholders.
• Ability to lead and manage a team without direct line reporting.
• Ability to lead and manage complex negotiations.
• Track record of building strong and long-lasting strategic and trusted relationships with senior client stakeholders.
• Ability to navigate ambiguity while setting a clear vision unified around the client/account.
• Ability to go deep where necessary and self-awareness to know when to bring in the appropriate SME.
• Ability to create/deliver proposals and closing sales opportunities under short timelines.
• Clear business acumen and creative problem-solving aptitude that can deliver on financial targets.

Experience:

• +10 years of experience working within the healthcare service, consulting and/or health technology industries.
• +5-10 years in a sales leadership, account management, consultative selling or other client facing role.
• Experience in driving large and/or transformational deals within the industry.

We know that meaningful results require not only the right approach but also the right people. Regardless of your role, we invite you to reimagine healthcare with us. You will have the opportunity to play an important part in helping our clients drive healthcare forward and whatever your career goals, we are here to ensure you get there! We invite you to join IQVIA.