IQVIA is a leading global provider of advanced analytics, technology solutions, and clinical research services to the life sciences industry. IQVIA creates intelligent connections across all aspects of healthcare through its analytics, transformative technology, big data resources and extensive domain expertise. IQVIA Connected Intelligence™ delivers powerful insights with speed and agility — enabling customers to accelerate the clinical development and commercialization of innovative medical treatments that improve healthcare outcomes for patients. With approximately 85,000 employees, IQVIA conducts operations in more than 100 countries.
Join us on our exciting journey!
Our vision is to be the preferred partner - “from molecule to market” - for major life science and pharma companies and we do this through our deep understanding of the industry and developing intimate knowledge of our clients.
In order to realize our vision, we are looking for a Sr Key Account Manager to strengthen our Sales team in Milan.
Responsibilities:
• This role will work within the Sales Team Affiliates and will be part of the Top Affiliates Primary & Specialty Care Group. The assigned clients will primarily be top pharmaceutical companies with a Primary Care portfolio.
• Develops, grows, and maintains relationships with clients, focusing on client retention, sales, and revenue growth, promoting the full range of IQVIA products and services within assigned accounts to achieve assigned revenue goals
• Develops and maintains a deep and wide knowledge of the assigned accounts and is able to understand their priorities and needs, turning them into business opportunities
• Develops and executes account plans within assigned accounts
• Understands client priorities, anticipates clients’ needs and, in collaboration with other departments (Information, Analytics & Consulting, Real World Solutions, Commercial Technology, Marketing Services, CSMS) develops and presents proposed solutions to client's complex business issues
• Based on long term relationship with client, acts as an advisor on industry issues, trends and IQVIA solutions and capabilities
• Leads negotiations for renewing contracts and multi-year contracts within assigned accounts
• Originates and manages the development of large and complex deals with clients leveraging the whole company portfolio
• Constantly monitors client satisfaction and works with Supervisor and Client Service team to achieve and maintain a high level of customer satisfaction
• Timely updates CRM platform regarding opportunity pipeline and call plan
• Ensures the quarterly and full year revenue targets are met to achieve or exceed the assigned revenue and growth goals in assigned accounts
• Collaborate with the Global Account team to create synergies in managing TOP accounts across different geographies
Education:
- BA or BSc preferably in Economics, Management, Business
Professional experience:
• Between 5- and 10-years’ commercial experience in B2B sales with responsibility for managing complex deals with clients
• Clear and demonstrable experience of winning new business from new and existing accounts and achieving revenue & customer satisfaction targets.
Essential general technical skills and knowledge:
•Client-focused consultative mindset
•Demonstrated problem solving skills
•Knowledge of IQVIA offerings
•Strong negotiation and consultative selling skills
• Demonstrated analytical skills, proven expertise in account planning and accurate sales forecasting
Language skills:
- Fluency in both English and Italian (spoken and written)
Personal skills:
• An ability to build strong business relationships
• Excellent time management and organizational skills
• Strong commitment to achieve or exceed assigned goals
• Excellent interpersonal and verbal communication skills
• An attitude to working collaboratively and effectively with others in and across the team to accomplish goals
• Other key personal attributes include drive, self-motivation, energy and tenacity
• Commitment to adhere to IQVIA’ values, policies and procedures
Location: Milan, Italy (hybrid)
IQVIA is a leading global provider of clinical research services, commercial insights and healthcare intelligence to the life sciences and healthcare industries. We create intelligent connections to accelerate the development and commercialization of innovative medical treatments to help improve patient outcomes and population health worldwide. Learn more at https://jobs.iqvia.com
