Director, Business Acct Mgmt

PURPOSE:

The Business Account Management (BAM) group is the bridge between Sales and Contracts & Proposals on our key accounts.  Providing global seamless end to end support to the external customer and internal stakeholder.

BAM drives customer value as global solution architects of customized business relationships and the development, implementation, and management of enterprise wide business solutions.

RESPONSIBILITIES

• Strategic focus of the end to end budgeting and contracting process from RFP through the study lifecycle across the account portfolio;
• Establish and maintain process alignment with the customer from RFP through to final budget and contract reconciliation;
• Develop and maintain customer relationships based on trust, credibility, transparency and expertise;
• Internal and external process improvement and development;
• Share knowledge of account history, challenges of account, position of account and influence proposals and contracts strategy accordingly;
• Point of escalation in Contracts and Proposals for account specific issues/challenges etc.;
• Account planning representation and participation to guide GBO on future customer strategy to ensure current and future contracts & proposal needs are understood and met;
• Where possible, gather and track preliminary information on account pipeline (early feasibility/capability) to supplement account strategy knowledge and allow for resource planning within GBO;
• Proactively inform GBO line management of future resource needs based upon known customer knowledge;
• Drive the execution strategy for unsigned contracts and report to Executive management;
• Attend and participate in Governance Committees (steering, operational committee meetings, working groups and account initiative meetings or oversight of sub-group committees);
• Represent GBO in other customer meetings, as appropriate;
• Matrix management of team aligned to account and input into staff appraisals where required;
• Provide account metrics to the customer and internal stakeholders as required, using such data to drive account improvements and optimization where possible; and
• Perform other duties as required.

REQUIRED KNOWLEDGE, SKILLS AND ABILITIES

• Knowledge of proposals and contracting process
• Minimum of 10-12 years applicable  experience in contracts or proposals
• Ability to negotiate and drive strategy
• Ability to develop and maintain relationships
• Ability to influence others
• Ability to understand the pharmaceutical and CRO industry and nuances of clinical trials.

MINIMUM REQUIRED EDUCATION AND EXPERIENCE

• Degree in Life Science, Business Management or related field and 10 – 12 years experience in Contracts or Proposals; or equivalent combination of education, training and experience.

#LI-NM2

#LI-Remote

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.

IQVIA is an EEO Employer - Minorities/Females/Protected Veterans/Disabled

IQVIA, Inc. provides reasonable accommodations for applicants with disabilities.  Applicants who require reasonable accommodation to submit an application for employment or otherwise participate in the application process should contact IQVIA’s Talent Acquisition team at workday_recruiting@iqvia.com to arrange for such an accommodation.