Principal, Head of Commercial Effectiveness, UK

IQVIA™ is the leading human data science company focused on helping healthcare clients find unparalleled insights and better solutions for patients. Formed through the merger of IMS Health and Quintiles, IQVIA offers a broad range of solutions that harness the power of healthcare data, domain expertise, transformative technology, and advanced analytics to drive healthcare forward.

Principal, Head of Commercial Effectiveness, UK

Location: London, United Kingdom
Reporting to: Senior Principal, Director of Commercial Services, UK

The 2016 merger of Quintiles and IMS 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 65,000 employees in more than 100 countries, IQVIA 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.

Commercial Effectiveness is a key department in the UK Commercial Services team. The UK Commercial Effectiveness consulting team consists of 25 people in London, supported by 12 people in Bangalore, designing and delivering commercial effectiveness solutions, supported by our world-class proprietary data assets, to fuel the advancement of our UK-based pharmaceutical and healthcare clients. The Commercial Effectiveness team principally supports our clients in three main capability areas:

Commercial Effectiveness Consulting Profiling, Segmentation & Targeting Longitudinal Patient and Prescription dynamics tracking

Role Summary

Reporting to the Director of Commercial Services, as a Principal and head of department you will be responsible for leading, motivating, recruiting and developing the members of the Commercial Effectiveness team. You will set the strategic direction of the department and the development of the offerings and capabilities of the team.

You will be accountable for all work sold by the members of the team: overseeing Business Development activities as well as project delivery, and responsible for directly driving business with your assigned focus regional HQ clients. Crucial to the role is leading the achievement of the team’s annual and quarterly revenue targets, project and team profitability metrics, and overall team utilisation.

Key Accountabilities:

• Leadership of the team members to maintain motivation and achievement of the team goals
• Personal development of the members of the team to aid staff retention and career development within and outside the CE team
• Responsibility for the strategic direction of the department and the development of the team capabilities to ensure we remain relevant to our clients
• Take line management responsibility for 4-6 individuals within the team, with responsibilities including: robust assessment of individuals’ performance and skills, working with individuals to identify short medium- and longer-term career goals to work towards, and helping individuals to resolve issues which may occur with their line reports
• Manage the business development and project delivery activities of the broader team – define account alignments, direct and support the activities of those at the Engagement Manager and Senior Consultant levels
• Produce and maintain annual and quarterly financial forecasts for each of the three business areas for which you are accountable
• Meet biweekly with Sales Operations and Senior Management to communicate updates to the forecasts, and manage the team to deliver against the agreed forecasts, complying with company revenue recognition rules
• Personally lead Business Development activities and project delivery in the Commercial Effectiveness space as the aligned Regional Client Principal for 1 or 2 named UK-based Regional HQs of pharmaceutical companies, working closely with Global and European Key Account Managers, and colleagues with delivery expertise in other functional areas
• Support the business development and project delivery activities of the UK-based Regional Principals in the Commercial Services space
• Liaise with Commercial Effectiveness colleagues in other IQVIA country organisations to support the winning and delivery of the UK components of multi-country projects for HQ clients in countries outside of the UK
• Collaborate with colleagues in other functions of IQVIA UK, as well as other countries, to define and deliver solutions to address cross-functional client needs
• Work with colleagues in the Offering Development team to conceptualise and realise new offerings to take to clients, as well as enhance and evolve the pricing of existing offerings
• Raise the general profile of IQVIA in the Commercial Effectiveness space by attending industry conferences and events, submitting articles to industry publications, and hosting in-person
• and virtual client events
• Ensure team compliance to all IQVIA and broader industry rules, regulations, guidelines, and ways of working
• Contribute to the wider organisation as a member of the Commercial Services leadership team

Education, skills and experience required

• Minimum 2:1 honours degree from a top-tier university in any numerate discipline, plus A-level mathematics
• Previous commercial consulting experience, ideally with health and/or life sciences project experience
• Demonstrated interest in health and life sciences industry sector, and willingness to build deep industry skill
• Strong analytical skills and a strong attention to detail
• Good team player with strong interpersonal skills for influencing and advising
• Able to explain complex concepts and frameworks and place these in appropriate client situations and context
• You will need to be eligible to work in the UK/EU without sponsorship
• Fluency in English (spoken and written) to a strong business standard

Join Us

Making a positive impact on human health takes insight, curiosity, and intellectual courage. It takes brave minds, pushing the boundaries to transform healthcare. Regardless of your role, you will have the opportunity to play an important part in helping our clients drive healthcare forward and ultimately improve outcomes for patients.

Forge a career with greater purpose, make an impact, and never stop learning.