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Senior Director, Clinical FSP Go To Market/TSL

Amsterdam, Netherlands; Barcelona, Spain; London, United Kingdom; Madrid, Spain; Copenhagen, Denmark; Durham, United States; Paris, France; Reading, United States; Aarhus, Denmark

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.

Senior Director, Clinical FSP Go to Market/Therapeutic Strategy Lead


The Senior Director, Clinical FSP Go to Market/TSL is the link between key customers and IQVIA, with a primary focus on supporting and leading the design of FSP Solutions and cFSP NNB growth from early engagement, client discussions, to RFI, RFP and bid defense meetings.

He/she is in charge to work closely with Sales, BD, account teams and operations, by providing insights and strategy for customer solutions based on understood requirements across functions.

Responsibilities

  • Accountable and responsible for creating effective FSP delivery strategies and solutions, addressing the specific needs and challenges of each customer and differentiate IQVIA from its competitors. In partnership with Sales, Operations, and other functions, responsible for award of strategic and tactical new business to achieve annual Gross New Business targets.

  • Support internal review and approval of both the opportunity approach and strategy before proposals are issued to customers including presentations to senior leadership. Define and communicate the team profile and organizational structure that will enable operational managers to identify and assign team members that can meet the customer’s needs and successfully secure the award.

  • Collaborate with Sales to engage, create, identify, evaluate, and manage new opportunities from early engagement through to award decision. This may include, but is not limited to, stand-alone programs, requests for information (RFI), RFP, BDM, capabilities, and early engagement. Work with key internal stakeholders to analyse information and data that enables development of efficient and feasible delivery solutions.

  • Review client requests, identify needed FSP information, and work closely with the cross-functional team (FSP Heads, Business Developer and Proposal Developer…etc.) to prepare and finalize the expected FSP deliverables according to timelines.
  • Function as a FSP Subject Matter Expert and provide hands-on support and guidance to the rest of the cross-functional team in the delivery of assigned FSP opportunities. Proactively identify cFSP GTM business needs and Sales material.

  • Actively support Sales in the preparation and conduct of customer and bid defence meetings e.g., training and preparation of the assigned team. Ensure presentation focus and content effectively conveys delivery strategy and critical win themes. Attend and present at customer meeting, or bid defence meeting, as required, (based on the strategy for selling the opportunity). Coordinate with Sales to complete follow up actions identified at bid defences and customer meetings.

  • Actively support Sales in the preparation and conduct of customer and bid defence meetings e.g., training and preparation of the assigned team. Ensure presentation focus and content effectively conveys delivery strategy and critical win themes. Attend and present at customer meeting, or bid defence meeting, as required, (based on the strategy for selling the opportunity). Coordinate with Sales to complete follow up actions identified at bid defences and customer meetings.

  • Maintain a repository of FSP opportunities, templates, stock text repository, cFSP Case studies and BDM deck library to ensure continues improvement of our tools and deliverables.

  • Provide cFSP GTM training and support to Business Development, GBO and Operations as required.

Our Ideal Candidate

  • Has an in-depth understanding of clinical development and Clinical Operations
  • A degree in Life Science, Business Management or related field for that role is required
  • Has ideally > 15 years’ experience in the pharmaceutical, CRO, or related industry, including clinical operations, commercial and /or alternative operational functional (e.g., business development, data management, project management, laboratory, pre-clinical)
  • Excellent communication and people skills
  • Possesses the ability to establish and maintain collaborative working relationships with senior management, peers, and customers
  • Project and program delivery for all assigned key customer contracted work across Global Product Development, ensuring metrics and customer goals are achieved, consolidating resources, sharing best practices, achieving customer loyalty and Program Risk Management for customer portfolio
  • Has excellent analytical/critical thinking skills
  • Demonstrated ability to deliver results to customer and company expectations
  • Strong influencing and negotiation skills
  • Excellent matrix and cultural team leadership skills
  • Excellent customer service skills
  • Sound judgment and decision-making skills
  • Strong financial analysis skills; preferably thorough understanding of company margins, pricing strategies, and profitability measures
  • Is accountable for the development and management against key customer rules of engagement and/or operational norms
  • Supports the delivery against key metrics, milestones, and contractual obligations for a portfolio of projects to encompass expectation setting and management against quality, time, and financial objectives (e.g., project & portfolio margin targets)
  • Directs the review of a customer pipeline, opportunities pending, and future customer needs in support of the quarterly development of resource forecasts for delivery to the cost centres providing resources to the designated customer account (e.g., project management, QLAB, Phase I, ECG, data management, clinical operations, biostatistics, etc.)
  • Serves as the primary management holder for a designated customer escalation plan with recommended courses of action regarding client management issues
  • Leads, oversees, and manage multiple project teams to ensure global customer best practices are adhered to by individuals assigned to projects for the designated customer account.
  • Leads, oversees, and manage the enterprise to ensure the IQVIA transformational and business practices are adhered to by individuals assigned to projects for the designated customer account
  • Brings Excellent communication, organisational skills, logical thinking, and problem-solving capabilities
  • Will perform other duties as assigned

Why Join?

You can drive your career at IQVIA and choose the path that best defines your development and success. With exposure across diverse geographies, capabilities, and vast therapeutic and information and technology areas, you can seek opportunities to change and grow without boundaries.

We know that meaningful results require not only the right approach but also the fitting personality . 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 ultimately improve human health outcomes.

It is an exciting time to join and reimagine what's possible in healthcare.

Moving healthcare forward. Together.

IQVIA is a strong advocate of diversity and inclusion in the workplace. We believe that a work environment that embraces diversity will give us a competitive advantage in the global marketplace and enhance our success. We believe that an inclusive and respectful workplace culture fosters a sense of belonging among our employees, builds a stronger team, and allows individual employees the opportunity to maximize their personal potential.

IQVIA is a leading global provider of advanced analytics, technology solutions and clinical research services to the life sciences industry. 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. Learn more at https://jobs.iqvia.com

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