About This Role
Directing business development, this role drives strategic growth, revenue performance, and client acquisition across EPG Health's portfolio of medical education and digital engagement solutions. It leads the sales function to improve pipeline quality, increase win rates, and achieve sustainable growth through focused, high-value sponsor engagement. The role combines strategic commercial leadership with hands-on execution, acting as a "player-coach" to manage key accounts while developing a high-performing sales team.
Responsibilities
- 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
- 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
- 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
- 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
- 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
- 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
- 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
About the Company
IQVIA is The Human Data Science Company, focused on using data and science to help healthcare clients find better solutions for their patients. It offers a broad range of solutions that harness advances in healthcare information, technology, analytics and human ingenuity to drive healthcare forward. IQVIA is a leading global provider of clinical research services, commercial insights and healthcare intelligence to the life sciences and healthcare industries, creating intelligent connections to accelerate the development and commercialization of innovative medical treatments to help improve patient outcomes and population health worldwide.
