Director, Client Services, Medical Affairs
- Collaborate with the Head of Medical Affairs Communications Practice to shape and execute Practice Area strategy, including new solution development in collaboration with our Product and Strategy team, internal stakeholder engagement, implementing core initiatives to achieve Practice Area strategy, and ensuring robust performance reporting.
- Deputize for the Head of Medical Affairs Communications when necessary
- Take responsibility for financial performance of account portfolio including achieving growth, revenue and profitability targets and ensuring accurate forecasting
- Take accountability for collaborating with Account Management Team to design and implement Account Growth Plans that drive organic expansion and net new business
- Cultivate fruitful partnerships with IQVIA business development teams to ensure integration of IQVIA Medical Communications (IMC’s) growth goals into broader account plans, and to ensure inclusion in the relevant proposals and client engagements
- Maintain overview of all IMC work across allocated accounts, working with Heads of Practice and Account Management team to identify opportunities to cross sell solutions and extend relationships with clients from clinical study support into Medical Affairs Communications
- Identify and lead strategic pricing initiatives, ensuring inclusion of IMC services within IQVIA pricing tools and encouraging default inclusions of services into core IQVIA solutions across Research and Development, Real World Solutions and Commercial Services
- Serve as a strategic client / sponsor partner across key accounts, cultivating senior-level stakeholder relationships - including with procurement teams - to uncover new opportunities and accelerate growth
- Increase portfolio revenue by identifying and acting as senior lead on high-impact business proposals, overseeing pitch / bid defence development, and ensuring successful outcomes
- Take responsibility for maintaining strong hit and strike rates for proposals and driving improvements over time
- Lead team to collaborate with other IQVIA business development teams to advocate for, and protect, inclusion of IMC services into study proposals, budgets and contracts
- Maintain a deep understanding of the relevant therapeutic landscape pertaining to client accounts, and develop subject matter expertise in identified service areas across all IMC Practice Areas
- Build a strong external presence and engage senior industry leaders to cultivate new business opportunities
- Support Account Management team to deliver high quality strategies and programs that are delivered with excellence, ensuring strong client feedback and enabling organic growth
- Act as point of escalation for any delivery challenges, advising and mentoring Account Management team to resolve and where appropriate, supporting client discussions and brokering internal solutions
- Champion process optimization and ensure consistent adherence to best practices across the Practice Area; actively participate in initiatives to deliver operational enhancements, ensuring they meet Practice Area needs
- Provide subject matter expertise across the Practice Area and wider IQVIA, serving as a senior point of contact for other leaders within IQVIA, to identify and operationalise fruitful collaborations
- Participate in collaborative service development and business development opportunities that drive growth for IMC
- Through a deep understanding of customer strategy, identify opportunities to introduce other IQVIA teams to the customer
- Participate in collaborative service development and business development activities
- Line manage and mentor the Account Management team, managing staff in accordance with organization’s policies and applicable regulations, and supporting and developing them to achieve their goals and develop new skills and supporting resource planning to maintain optimal team utilization
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