Senior Director, Business Development – Clinical Solutions, EMEA
IQVIA is seeking a high-impact Senior Director of Business Development to lead strategic growth initiatives across large pharmaceutical accounts. This role is designed for a seasoned commercial leader with deep clinical development expertise and a consultative approach to client engagement. Responsibilities include shaping long-term partnerships, driving complex solution sales, and positioning IQVIA’s RDS capabilities as a catalyst for innovation in drug development.
Responsibilities
* Achieve individual annual sales target by selling to pharmaceutical clients across the offering suite to attain TCV quotas as assigned.
* Maintain in-depth knowledge of all IQVIA services for appropriate cross-sell opportunities.
* Actively prospect and leverage potential new business opportunities within specified new or existing customers/accounts.
* Establish and execute a comprehensive sales plan for each target account.
* Cultivate strong, long-term relationships with key decision-makers within the account and develop deep knowledge of the customer organization.
* Actively network in the industry to establish relationships and identify potential opportunities.
* Aggressively pursue awareness of competitive activities, positioning and pricing, including specific reasons for awards and non-awards.
* Continuously monitor status of leads and opportunities to ensure a pipeline of opportunities is maintained.
* Analyse potential opportunities and develop sales strategies for each customer account.
* Ensure appropriate strategy/solution is proposed to customer; monitor actions and results against plans.
* Establish brand recognition; communicate with internal project managers to assess overall level of customer satisfaction and progress of projects.
* Work with operations and functional managers to identify sales team and prepare and lead the sales presentation; educate team participants in customer culture, operational needs/methods and sales techniques needed to close the sale.
* Coordinate with contracts and proposals to develop proposals.
* Handle follow-up related to the sale and drive completion of contractual documents.
* Utilize CRM to establish reports and dashboards to analyse business development and sales activities and track progress.
* Maintain high visibility within customer organization.
* Lead/participate in change management initiatives for the sales organization.
* Provide overall support and serve as a mentor for junior sales staff members.
Requirements
* 15 years of business development experience in Clinical Research Organizations, focusing on large-scale clinical programs.
* Proven success in managing and growing strategic accounts within mid-size and large pharma.
* Strong understanding of global clinical development, regulatory pathways, and therapeutic area dynamics.
* Executive presence with excellent communication, negotiation, and influencing skills.
* Ability to navigate complex sales cycles and drive cross-functional collaboration.
* Experience with portfolio-level planning, asset prioritization, and long-range forecasting.
* Strong financial acumen and ability to structure deals that balance client value with commercial viability.
Why Join?
IQVIA is a global leader in clinical research services and healthcare intelligence. Working here provides access to cutting‑edge technology, extensive data sets, and opportunities for professional growth across diverse geographies and therapeutic areas.
IQVIA is committed to diversity and inclusion in the workplace, believing that an inclusive environment fosters innovation and teamwork.
IQVIA is committed to integrity in the hiring process and maintains a zero tolerance policy for candidate fraud. All information and credentials submitted in your application must be truthful and complete. Any false statements or omissions will result in immediate disqualification or potential termination.
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