KAM

Job Overview

Provides the key client relationship to a major client or clients through relationships with senior executives and strategic leaders in the client organization in a large market or part of a large region. Grows revenue by leveraging the full IQVIA portfolio and identifying new business opportunities. Co-ordinates the sales, business & service lines at a regional and/or market level to ensure effective execution against client needs and IQVIA revenue targets. Work throughout multidisciplinary teams to build the solutions for the clients. 

Essential Functions

• Understands the key priorites of the client and manages – either directly or indirectly, the activities of a sales team to achieve or exceed the assigned revenue and growth goals in assigned account(s) or sales territory.
• Takes proactive role in contract strategy.
• Develops strategy for expanding scope of existing contracts and identifying new business and win-back opportunities.
• Identifies and leads the pursuit of the targeted new business and contract expansion opportunities within assigned account(s).
• As required, may lead negotiations in renewing multi-year and/or multi-country/ regional contract(s) within assigned account(s).
• Develops relationships with key executives and decision makers within assigned accounts.
• Manages the overall relationship to ensure a high level of customer satisfaction with product/service offering.
• Provides leadership to the sales team and coordinates the involvement of IQVIA resources (marketing, sales specialists, consulting and client service) in actively promoting the full IQVIA portfolio of products and consulting services to anticipate and meet clients’ needs.
• Ensures the sales team is fully staffed, trained and deployed to maximize sales coverage.
• Develops and executes account plan(s) and monitors progress.
• Adjusts plan accordingly to consider new IQVIA product/service offerings as well as significant changes to business conditions.
• May pursue multi-country/regional opportunities through to close.
• May directly manage a sales team.

Qualifications

• Bachelor's Degree  Req
• Seven years relevant sales or account management experience and/or solution sales management experience (preferred) Req
• Seven years relevant sales or account management experience and/or solution sales management experience (preferred) Advanced
• Excellent organizational and problem solving skills. Advanced
• Ability to establish and maintain effective working relationships with co-

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 67,000+ employees around the world who apply their insight, curiosity and intellectual courage every step of the way. Learn more at jobs.iqvia.com.