IQVIA
Director, Business Development
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Director, Sales
Role objective: Reporting to the Head of Practice / Director EPG Health, this role is accountable for the strategic growth, revenue performance, and client acquisition across EPG Health’s portfolio of medical education and digital engagement solutions. This role leads the sales function to improve pipeline quality, increase win rates, and drive sustainable growth through focused, high-value sponsor engagement.
The role combines strategic commercial leadership with hands-on execution, acting as a “player-coach” to lead key accounts while developing a high-performing sales team. This includes establishing robust account plans, strengthening senior client relationships, shaping high-impact proposals, and ensuring strong alignment between commercial activity and delivery capability. The role also contributes to wider business transformation initiatives to optimise sales effectiveness and ensure scalable, profitable growth.
Key Responsibilities Include
Strategic leadership
- Collaborate with IMC / EPG Health leadership to define and execute the commercial and go-to-market strategy
- Contribute to development of new commercial solutions aligned to Medthority and wider platform capabilities
- Lead implementation of strategic initiatives to improve win rate, pipeline quality, and sales effectiveness
- Represent the commercial function in cross-business initiatives and leadership forums
Growth
- Take full accountability for sales and revenue performance, including net new business and profitability targets
- Own pipeline development, establishing leading and lagging KPIs to drive lead generation and working with the team to achieve these, and forecasting accuracy
- Lead proactive business development activity to identify, qualify, and convert new opportunities within target accounts and markets
- Generate and convert a strong pipeline of qualified leads through networking, thought leadership, referrals, industry engagement, and direct sales activity
- Drive improvement in sales conversion rates through targeted, insight-led direct sales activity including prospecting and relationship building
- Ensure sales effort is prioritised toward high-impact, revenue-generating opportunities
- Establish a high-performance sales culture with clear expectations around pipeline creation, client engagement, and revenue generation
- Track and report on key business development metrics including lead generation, conversion rates, pipeline value, win rates, and revenue growth
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Client relationships and business development
- Act as a strategic partner to pharmaceutical sponsors, building senior-level relationships across key accounts that generate new / expanded commercial opportunities
- Deliver revenue growth through a combination of new client acquisition, cross-selling, upselling, and expansion within existing accounts
- Develop and execute account growth plans that identify unmet client needs and create opportunities for additional business
- Lead pursuit, development and conversion of high-value opportunities, including oversight of proposals pitches and supporting contract negotiations processes
Sales effectiveness / commercial discipline
- Embed best practice across pipeline management, account planning, and deal governance
- Improve forecast accuracy, sales cycle efficiency, and overall commercial performance
- Establish clear sales metrics, reporting, and performance tracking
Internal collaboration
- Partner with all internal EPG Health teams to ensure alignment from origination through to delivery
- Work collaboratively with marketing and content teams to shape value propositions and go-to-market messaging
- Identify opportunities to leverage broader IQVIA capabilities within client accounts
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Team leadership
- Lead, line manage, and develop a high-performing sales team
- Drive accountability, performance management, and capability development
- Support resource planning and ensure optimal deployment of sales effort
Subject matter expertise
- Demonstrate strong understanding of the pharmaceutical commercial landscape and medical education market
- Provide senior commercial input into programme strategy and client engagement approaches
- Serve as a senior point of contact across EPG Health and wider IQVIA for commercial strategy and growth initiatives
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
IQVIA is committed to integrity in our 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, misrepresentations, or material omissions during the recruitment process will result in immediate disqualification of your application, or termination of employment if discovered later, in accordance with applicable law. We appreciate your honesty and professionalism.
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