Sr Key Account Manager, Top Affiliates

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 85000 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 clients 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