Solution Sales Specialist - Tech

The Technology Solutions team provides Technology Solutions to Life Science clients across offerings ranging from CRM, Multichannel Marketing, Social Media, Content Management, Performance Management and Master Data Management solutions. The team also provide marketing services to Life Science clients by delivering email and direct mail services as well as patient adherence solutions.

The Technology Solutions group is part of the Technology & Services team – delivering on the vision of bringing the best of IQVIAs assets to tackle the challenges of Life Science organisations.

The Technology Solutions team are expanding to deliver the commercial ambition for the future. The key Technology offerings being driven are:

• Orchestrated Customer Engagement – an end-to-end customer engagement capability spanning CRM and marketing automation capabilities; built on the salesforce platform
• Salesforce Effectiveness Solutions – a range of applications to support salesforce excellence functions such as incentive compensation and territory design
• Master Data Management – a solution built off the industry leading platform (Reltio) to enable clients to connect disparate data assets together and obtain a single enriched view of assets, e.g. customers
• Content Management – a solution supporting clients in the management and distribution of approved content
• Compliance solutions – the leading compliance solution suite for Life Sciences, from the tracking and reporting of HCP spend to

Performance Management & Insights – a suite of performance management capabilities designed around key Life Science personas delivered on a variety of leading performance management solutions

Engagements span CRM and other technology implementations, delivery of social media projects and technology consulting engagements spanning data strategies to customer engagement operating models.

The fundamental role of the principal resource is to serve as a senior partner to clients to define the un-met need / problem statement and then to propose the most compelling possible solution to client combining QI’s leading technology and service capabilities.

Overview of the role

As a Sales Lead, you will position teams in the design, development and delivery of technology and consulting projects or components of larger, complex projects.

Primary responsibility is to drive business development in Nordics in cooperation with the sales organization, in particular the Reginal Tech Sales team. Technology demo support is provided by a dedicated team as is delivery approach support, the role will need to identify opportunities, position IQVIA technologies and close the sale by engaging a varied internal team.

Secondary responsibility is to ensure that clients are realizing value of usage by assessing service and leveraging support organizations to implement improvements.  

The primary focus for the role will be in selling commercial technologies, specifically: multichannel marketing, master data management, content management, performance management solutions and commercial compliance. There will also be a focus on clinical through quality solutions etc. For larger accounts, you will be engaging as a part of a team driven by a Senior Principal. For the remaining accounts you will be leading the tech engagement.

The role will be expected to define and progress BD efforts in terms of offering and target clients. There are three core requirements to the role:

• Sales Achievement – develop sales strategies for offering areas and accounts to generate leads. Drive a particular focus on Performance Management, Master Data Management and Content Management solutions at headquartered pharmaceutical clients as well as affiliates.
• Strategicthinking– develop relationships with senior level commercially focussed clients to help frame issues and propose strategically framed solutions

As part of the role it is expected that the candidate will hone specific subject matter expertise and recommend improvements and alternative solutions to resolve client problems, for example to become a specialist in data analytics or in commercial engagement in the pharmaceutical industry.

Role and responsibilities:

• Drive the IQVIA Technologies P&L for the Nordics supporting the regional lead. Creating a balance of focus across different product areas will be key as the revenue profiles of different products and opportunities differ significantly
• Partner with Regional and Nordic sales organisation to prioritize accounts, develop account plans, build relationships and identify and close opportunities
• Coaching of sales teams to drive awareness of IQVIA Technologies and how to generate leads
• Work with colleagues across the region to leverage best practice and identify key strategic barriers
• Provide accurate quarterly reporting and ensure that pipeline is reflected in the salesforce CRM
• Drive a focus on profitability of engagements through rigorous pricing
• Produce and maintain annual and quarterly financial forecasts
• Meet bi-weekly 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
• Undertake external activities to raise the awareness of IQVIA Technologies e.g. client events, conferences

Education, skills and experience required

• Eligibility to work in Denmark without sponsorship
• Significant previous commercial consulting experience in healthcare
• Experience in leading consulting engagements across the Life Sciences industry, ideally a mixture of the management consulting and technology areas
• A degree from a leading university
• Highly numerate with strong analytical skills and a strong attention to detail
• Able to support the execution of multiple complex projects at once within a team environment, to tight deadlines
• Good team player with strong interpersonal & influencing skills
• MBA an advantage
• P&L management experience an advantage

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 70,000+ employees around the world who apply their insight, curiosity and intellectual courage every step of the way. Learn more at jobs.iqvia.com.