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Senior Director, Business Account Management

  • City / Town: GBR-ENG-Reading
  • Date posted: Nov 15 2017 2:31PM
  • Sector: Contracts & Proposals
  • Employee status: Regular
  • Employment status: Full Time
  • Job reference: 1720148
  • Consultant: Lisa Allcock

The Business Account Management (BAM) group is the bridge between Sales and Contracts & Proposals on our key customers. Providing global seamless end to end support to the external customer and internal stakeholder.
BAM drives customer value as global solution architects of customized business relationships and the development, implementation, and management of enterprise wide business solutions.

We are seeking an individual with a background in business development or business operations who may be seeking the next step in their career.
You will be a strong leader with the ability to effect change, have a solid understanding of the contracts & proposals structure and ideally some experience or knowledge of the CRO / Pharma industry.

• Strategic focus of the end to end budgeting and contracting process from RFP through the study lifecycle across the account portfolio;
• Establish and maintain process alignment with the customer from RFP through to final budget and contract reconciliation;
• Develop and maintain customer relationships based on trust, credibility, transparency and expertise;
• Internal and external process improvement and development;
• Share knowledge of account history, challenges of account, position of account and influence proposals and contracts strategy accordingly;
• Point of escalation in Contracts and Proposals for account specific issues/challenges etc. in Global Business Operations (GBO);
• Account planning representation and participation to guide GBO on future customer strategy to ensure current and future contracts & proposal needs are understood and met;
• Where possible, gather and track preliminary information on account pipeline (early feasibility/capability) to supplement account strategy knowledge and allow for resource planning within GBO;
• Proactively inform GBO line management of future resource needs based upon known customer knowledge;
• Drive the execution strategy for unsigned contracts and report to Executive management;
• Attend and participate in Governance Committees (steering, operational committee meetings, working groups and account initiative meetings or oversight of sub-group committees);
• Represent GBO in other customer meetings, as appropriate;
• Matrix management of team aligned to account and input into staff appraisals where required;
• Provide account metrics to the customer and internal stakeholders as required, using such data to drive account improvements and optimization where possible; and
• Perform other duties as required.

We offer a competitive salary and great benefits, including a profit-related annual bonus, private health insurance and a generous company pension scheme.


• Demonstrable experience working with clients in a Sales or Business Operations function
• Solid understanding of the contracts & proposals structure
• Previous experience in contracts, finance, proposals gained within a CRO or Pharma environment
• Line management experience
• Ability to understand the pharmaceutical and CRO industry and nuances of clinical trials.
• Ability to negotiate and drive strategy
• Ability to develop and maintain relationships
• Ability to influence others
• Degree in Life Science, Business Management or related field and demonstrable experience in Contracts or Proposals; or equivalent combination of education, training and experience.

Did You Know?

We know that meaningful results require not only the right approach but also the right people. Regardless of your role, we invite you to reimagine healthcare with us. You will have the opportunity to play an important part in helping our clients drive healthcare forward and ultimately improve human health outcomes. Whatever your career goals, we are here to ensure you get there!We invite you to join IQVIA™.

About Quintiles?

Join us on our exciting journey!IQVIA™ is The Human Data Science Company™, focused on using data and science to help healthcare clients find better solutions for their patients. Formed through the merger of IMS Health and Quintiles, IQVIA offers a broad range of solutions that harness advances in healthcare information, technology, analytics and human ingenuity to drive healthcare forward.