Commercial Client Partner, Emerging BioPharma

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Job description

Senior Principal, Commercial Client Business Partner

Emerging BioPharma

Location: Independent/close to client HQ

Department: Consulting Services

Profile Summary

A senior role for an experienced professional who is used to engaging as a peer at the highest levels within emerging biopharma (EBP) in Europe. Works directly within EBP to build relationships with the most senior stakeholders from CEO down to help define their commercial journey from early in an asset or company lifecycle.

This journey should position IQVIA as a long-term partner and help create joint solutions which can be drawn from across the breadth of IQVIA’s capabilities and stitched together by the business partner to help the clients develop their long-term commercial goals. Would be geographically placed and work across several clients, as the depth of relationship grows in selected accounts more focus on key partner clients would be expected.  Performance rewards will be based on achievement of the financial targets associated with the targeted clients and / or regions.

Role Overview

The EBP Business Partner is the senior owner of the relationship with a number of EBP clients within a specified geography and as such will play a pivotal role in driving increasing levels of success with this expanding segment.  This role will operate across the client organization, particularly with the most senior stakeholders to help define and shape their commercial future and to build long term partnerships to support them with the full commercial capabilities of IQVIA.

The business partner understands and influences the client’s commercial strategy and aligns IQVIA’s capabilities to maximize IQVIA’s penetration.  This role is responsible for building customer relationships and aligning IQVIA resources against the customer needs to sell and deliver profitable work.  The role is responsible for helping the client architect their commercial plans and build solutions that meet their objectives and should link closely to their clinical development plans.

This role contributes to making IQVIA the leader across traditional offerings such as commercial portfolio and brand strategy and organisation design, commercial effectiveness, multi-channel marketing, and primary research, in addition to innovative offerings such as AIML driven advanced analytics, enabling technology, the IQVIA Human Data Science cloud & commercial outsourcing.

Responsibilities

• Drive overall business growth globally with a focus on increasing revenue, and profitability into the assigned regional EBP accounts in accordance with target. 


• Build strong and long-term relationships with client decision-makers at the senior level and key stakeholders.  Leverage the extended account community to build and maintain relationships at all levels.


• Influence the client’s commercialization strategy and position IQVIA through thought leadership and innovation aligned to client strategic priorities. Leverage senior IQVIA resources and subject matter experts as needed in building long term partnership relationships.


• Implement a cross-account team prospecting and client engagement strategy to ensure we proactively engage the account by anticipating client needs and leveraging the IQVIA expertise to develop both short- and long-term opportunities.


• Lead cross-functional teams in defining unique client solutions and differentiated value propositions.


• Act as an internal and external ambassador and maintaining relationships with project sponsors to ensure projects are meeting business goals and ensure long term partnerships from molecule to market and beyond.


• Lead/participate in client governance, including development of charter, design of KPIs/metrics, and coordination and inclusion into executive level governance as needed. Resolve issues on behalf of the client and / or IQVIA. 


• Operate as the client subject matter expert/voice of the customer, advising others on client needs, processes, organization structure and updates, relevant master agreements etc.


• Collaborate across the enterprise to design, sell and oversee cross-functional solutions.

Skills & Experience

The successful candidate will have a track record of success across most of the following competencies:

• A highly seasoned executive with strong Pharma & Life Science Commercial domain expertise and a deep understanding of business strategy and processes of emerging biopharmaceutical companies


• Natural leader and influencer, builds relationships easily


• Excellent consultative selling skills and best-in-class relationship development skills


• Ability to engage with Senior Executives at client site as a knowledge partner who can speak knowledgeable of the commercial challenges of a small or emerging biopharma company


• Expertise in Solution Development, who can craft a compelling story, generate and evidence big ideas.


• Collaboration and team leadership, with and without direct authority, as well as influence and persuasion skills


• Strong Financial Acumen


• Experience selling and negotiating large-scale and / or cross-functional solutions

#CONAJD

At IQVIA, 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. The advanced analytics, technology solutions and contract research services we provide to the life sciences industry are made possible by our 70,000+ employees around the world who apply their insight, curiosity and intellectual courage every step of the way. Learn more at jobs.iqvia.com.

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