IQVIA
Director, Clinical FSP Go to Market/Therapeutic Strategy Lead
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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.
Director, Clinical FSP Go to Market/Therapeutic Strategy Lead
The Director, Clinical FSP Go to Market/TSL is the link between key customers and IQVIA, with a primary focus on supporting and leading the design of FSP Solutions and cFSP NNB growth from early engagement, client discussions, to RFI, RFP and bid defense meetings.
He/she is in charge to work closely with Sales, BD, account teams and operations, by providing insights and strategy for customer solutions based on understood requirements across functions.
Responsibilities
- Lead Clinical FSP go-to-market activity by translating IQVIA’s FSP strategy, value proposition and differentiated capabilities into compelling customer-facing positioning, messaging and solution narratives.
- Partner with Sales, Business Development, account teams and CFSP leadership to identify, shape and progress priority FSP opportunities from early engagement through RFI, RFP, proposal development and bid defense.
- Support active and potential sales opportunities by providing FSP subject matter expertise, customer insight, competitive positioning, win themes and practical guidance on the most appropriate FSP, hybrid or flexible delivery model.
- Enable regional Sales and Business Development teams to act as confident FSP ambassadors by creating and maintaining reusable materials, capability decks, battle cards, case studies, solution examples and client-ready messaging.
- Drive structured early engagement with customers through discovery discussions, workshops, capability presentations and proactive account planning, with a focus on expanding the customer base and increasing FSP new business growth.
- Collaborate across CFSP, Operations, Therapeutic Centers of Excellence, Strategic Sites, Technology, Pricing, Talent Acquisition, Marketing and Sales Enablement to build integrated, feasible and differentiated customer solutions.
- Shape FSP solution design best practices to support increasingly complex customer demands, including multi-functional FSPs, blended FSP/FSO models, flexible resourcing constructs, hub-based delivery and technology-enabled solutions.
- Lead or contribute to proposal strategy, response development and review, ensuring the final customer response clearly reflects the client need, IQVIA’s FSP value proposition, operational feasibility, commercial logic and competitive differentiation.
- Develop and refine opportunity-specific narratives, executive summaries, client presentations and bid defense materials that articulate IQVIA’s FSP strengths in a clear, credible and outcome-focused manner.
- Support pricing and commercial strategy discussions by aligning the proposed FSP model, resource assumptions, role mapping, locations and delivery approach with customer expectations and contribution margin requirements.
- Coordinate internal alignment across opportunity teams by clarifying roles, responsibilities, ownership, review timelines, open questions and leadership decisions required to advance high-quality submissions.
- Represent Clinical FSP in customer meetings, internal strategy discussions and bid defenses, presenting the FSP value proposition, solution rationale, flexible delivery options and key differentiators as required.
- Maintain awareness of FSP market trends, customer outsourcing priorities, competitive dynamics, innovation themes and IQVIA capability developments to continuously strengthen the GTM narrative and sales materials.
- Capture lessons learned from opportunities, client discussions and implemented models to improve future FSP positioning, repeatability, scalability and quality of go-to-market execution.
- Support long-term enterprise growth by expanding IQVIA’s FSP services and value, increasing Business Development fluency, strengthening competitive edge and helping the organisation “see more, win more” in Clinical FSP.
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Our Ideal Candidate
- 12+ years of clinical research, clinical operations, FSP, outsourcing or drug development experience; equivalent education/training accepted.
- Strong understanding of Clinical FSP delivery models, including functional outsourcing, hybrid FSP/FSO, flexible resourcing, hub-based delivery and multi-functional FSP constructs.
- Commercially minded, with the ability to translate IQVIA capabilities into clear customer value propositions, differentiated messaging and practical solution narratives.
- Experience supporting RFIs, RFPs, proposals, customer presentations, workshops and bid defenses.
- Strong ability to partner with Sales, Business Development, account teams and Operations to shape early engagement, qualify customer needs and progress priority opportunities.
- Confident developing or contributing to sales enablement materials, capability decks, proposal content, case studies, battle cards and reusable client-ready messaging.
- Strong cross-functional leadership skills, with the ability to align Operations, Pricing, Talent Acquisition, Finance, Marketing and leadership around feasible and competitive customer solutions.
- Solid understanding of clinical trial delivery, drug development, customer outsourcing priorities and key FSP market trends.
- Financial and commercial confidence, including comfort with resource assumptions, pricing logic, contribution margin, role mapping and delivery model trade-offs.
- Excellent communication, presentation and executive storytelling skills, with the ability to simplify complex operational topics into clear, outcome-focused messages.
- Strong influencing and negotiation skills, with the confidence to manage challenging discussions and drive alignment across matrix teams.
- Technologically confident, with the ability to use data, business intelligence, competitive insights and digital tools to support opportunity strategy and GTM execution.
- Able to work effectively under pressure, manage competing priorities and maintain momentum across multiple opportunities.
- Collaborative, constructive and growth-oriented, with the ability to coach others, share lessons learned and strengthen FSP fluency across the organisation.
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Why Join?
You can drive your career at IQVIA and choose the path that best defines your development and success. With exposure across diverse geographies, capabilities, and vast therapeutic and information and technology areas, you can seek opportunities to change and grow without boundaries.
We know that meaningful results require not only the right approach but also the fitting personality. 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.
It is an exciting time to join and reimagine what's possible in healthcare.
Moving healthcare forward. Together.
IQVIA is a strong advocate of diversity and inclusion in the workplace. We believe that a work environment that embraces diversity will give us a competitive advantage in the global marketplace and enhance our success. We believe that an inclusive and respectful workplace culture fosters a sense of belonging among our employees, builds a stronger team, and allows individual employees the opportunity to maximize their personal potential.
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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