Mid Pharma Segment Lead, Tech Enabled Sales Organization

Role Overview

The Large Pharma Segment Lead for the Tech Enabled Sales Organization leads strategic growth, client impact, and profitability across outsourced field and virtual sales teams supporting Key Accounts. This role is responsible for expanding client relationships, driving revenue and margin growth, and ensuring operational excellence across a diverse portfolio of healthcare-focused commercial solutions.

• Oversee and expand the Key Account client portfolio, ensuring high satisfaction and retention.
• Maintain strong direct client engagement to build transformative partnerships that address critical business levers and deliver measurable impact.

• Develop and execute strategies to drive revenue and profitability, emphasizing margin expansion and operational excellence.
• Lead Business Development and operational delivery teams responsible for selling and delivering Contract Sales Organization (CSO) services.

• Identify and pursue opportunities to diversify both the client base and delivery models in response to evolving market needs.
• Champion analytically driven innovations and process improvements that unlock new expansion opportunities and optimize margins.

• Develop thought leadership and market innovation; collaborate with internal and external partners to identify trends and differentiate IQVIA offerings.
• Drive initiatives across HCP activation capabilities, leveraging data and insights to maximize client impact.

• Meet or exceed revenue goals for the business segment.
• Establish and execute short- and long-term strategies to increase sales and revenue within Key Accounts.
• Oversee targeting prioritization and execution.
• Lead sales and marketing strategy across Key Accounts and throughout the brand life cycle.
• Partner with Centers of Excellence and business lines to integrate cross-portfolio offerings (data, analytics, digital, brand, technology).
• Use analytics to support therapy expertise and delivery strategy.
• Develop new offerings to maintain industry leadership and adapt to emerging norms.
• Demonstrate leadership and subject matter expertise during client presentations to improve win rates.
• Ensure delivery success and strong client satisfaction.

• Manage expenses and drive profit growth.
• Collaborate with operations to support clients effectively (recruiting, training, project management, delivery).
• Lead Lean initiatives to reduce operating costs and meet annual savings targets.
• Manage compliance and performance to mitigate risks.

• Own P&L and financial targets for the Key Account business.
• Deliver on high standards for people development.
• Ensure overall client impact and satisfaction.
• Develop and execute short- and long-term operating plans aligned with corporate and RBU objectives.
• Build strong relationships with third‑party collaborators and client partners.
• Collaborate with the extended RBU leadership team to shape business strategy, innovation, and delivery.
• Provide thought leadership, including new methods for measuring engagement success.
• Build and refine client materials such as case studies and references.
• Maintain competitive pricing structures and develop alternative contracting models.
• Create offerings and business cases for investment, partnership, or acquisition aligned with client needs and long‑term objectives.
• Partner with leaders across the organization to build integrated offerings leveraging analytics, methodologies, and technologies.
• Identify opportunities to expand capabilities.
• Provide leadership to the extended team, fostering culture, communication, clear expectations, and high performance.

• Minimum 7 years of experience designing pharma/biotech/med tech field promotional deployments.
• Minimum 10 years of experience in the healthcare industry.
• People management experience.
• Experience selling into pharma clients and with outsourced solutions.
• Bachelor’s degree required.
• Knowledge of U.S. regulatory and compliance environments.
• Excellent…