Vaccine Laboratory Services - Head Of Strategy And Sales

Iqvia Holdings Inc San Francisco , CA 94118

Posted 3 weeks ago

Job description:

Q2 Solutions is a leading clinical trial laboratory services organization with end-to-end laboratory services and secure, enterprise-wide biospecimen and consent management solutions. With a relentless focus on quality and innovation, Q2 Solutions uses its global experience and scientific expertise to transform science and data into actionable medical insights that help customers improve human health. A joint venture of IQVIA (formerly QuintilesIMS) and Quest Diagnostics, Q2 Solutions combines the best of each parent organization's clinical trials laboratory services capabilities to fulfill its mission of treating each sample as if a life depends on it.


Work with Vaccine Lab Leadership to define and continuously update offering. Develop a Sales Strategy to drive year on year growth for the global Vaccines business. Secure and retain early development vaccine testing business through direct professional, consultative, proactive customer activities directed at decision-makers and decision influencers at existing and new biopharma sponsors. Provide direction and managerial oversight both directly and virtually to the sales organization responsible for selling the vaccine services.


  • Complete regular market assessment to understand market and customer requirements

  • Develop a sales strategy and appropriate tactics to be implemented to drive year on year growth and achieve Vaccines Services Sales Target.

  • Both individually and via managerial oversight, prospect and leverage potential new business opportunities within specified potential new and/or existing Customers/Accounts.

  • Actively network in the industry to establish relationships and to identify potential opportunities.

  • Work with Q Solutions sales teams to identify and prioritize list of target Account opportunities for each 'prospecting cycle' (e.g. quarterly/semi-annually).

  • Analyze potential opportunities and develop sales plans for each target account. Ensure appropriate strategy/solution is proposed to customer. Monitor actions and results against plans.

  • Work with Vaccine Scientists, Sales Management and Sales team to establish and execute the comprehensive account coverage plan for each target account. Ensure appropriate strategy/solution is proposed to customer.

  • Plan and coordinate direct customer sales activities and provide oversight of direct sales and matrix sales executives.

  • Continuously monitor status of leads and opportunities to ensure a pipeline of opportunities is maintained.

  • Regularly review sales and performance metrics and manage performance accordingly

  • Coordinate with contracts/proposals to develop quality proposals. Handle follow-up related to the sale and drive completion of contractual documents.

  • Maintain visibility within customer organization. Monitor customer satisfaction.

  • Insure compliance of all sales related activities in CRM system.

  • Prepare sales activity report for Sales Management and Vaccines Management team.

  • Serve as a liaison and advocate between the Vaccines customers and technical and operational groups within Q2 Solutions Vaccines organization.



  • Experience in clinical applications of vaccine anti-infective and anti-viral testing

  • Proven managerial experience

  • Experience in "Go-to-Market" and sales strategy development and implementation

  • Proven track record selling laboratory testing services and products

  • Excellent analytical skills in assessing and interpreting customer technical requirements.

  • Excellent business/industry awareness

  • Solid understanding of commercialization and the principles of drug discovery and development

  • Ability to influence others both internally and externally

  • Adaptability and flexibility to changing priorities

  • Demonstrated ability to work creatively in a fast-paced environment

  • Attention to detail and ability to work simultaneously on multiple priorities

  • Ability to maintain demanding timelines

  • Ability to work independently and as a team player

  • Ability to establish and maintain effective working relationships with direct reports, coworkers, managers and clients

  • Strong computer skills (Excel, Word, PowerPoint, Outlook, and Salesforce CRM).

  • Excellent communication skills (written and verbal).

  • Ability to create and give technical oral presentations to large groups of scientists.

  • Must be self-directed and capable of prioritizing opportunities and performing multiple tasks.


  • Bachelor's degree in life sciences, computational sciences, or Business Management. (Masters or PhD preferred) and 5 years relevant industry experience (CRO/Central Laboratory/Biomarker Laboratory/IVD Manufacturer/Life Sciences), including 3 years of Sales responsibility; or equivalent combination of education, training and experience


  • Use of keyboard requiring repetitive motion of fingers

  • Extensive use of telephone and face-to-face communication requiring accurate perception of speech

  • Frequent travel

  • Frequent long, varied hours

IQVIA is an EEO Employer - Minorities/Females/Protected Veterans/Disabled

IQVIA, Inc. provides reasonable accommodations for applicants with disabilities. Applicants who require reasonable accommodation to submit an application for employment or otherwise participate in the application process should contact IQVIA's Talent Acquisition team at to arrange for such an accommodation.

icon no score

See how you match
to the job

Find your dream job anywhere
with the LiveCareer app.
Mobile App Icon
Download the
LiveCareer app and find
your dream job anywhere
App Store Icon Google Play Icon

Boost your job search productivity with our
free Chrome Extension!

lc_apply_tool GET EXTENSION

Similar Jobs

Want to see jobs matched to your resume? Upload One Now! Remove
Global Head Of Recurring Revenue Strategy & Operations


Posted 5 days ago

VIEW JOBS 4/12/2021 12:00:00 AM 2021-07-11T00:00 Join us as we pursue our disruptive new vision to make machine data accessible, usable and valuable to everyone. We are a company filled with people who are passionate about our product and seek to deliver the best experience for our customers. At Splunk, we're committed to our work, customers, having fun and most importantly to each other's success. Learn more about Splunk careers and how you can become a part of our journey! Splunk is the world's first Data-to-Everything Platform. Now organizations no longer need to worry about where their data is coming from, and they are free to focus on the business outcomes that data can deliver. Role: Are you an upbeat Strategy and Operations Leader, with deep SaaS experience? Are you ready to play a mission-critical role in the scale-up of rapidly growing enterprise software business, with customer value, experience, retention and growth at the core? If so, Splunk is in need of an experienced, outcomes-driven candidate with extraordinary quantitative, communication, and program management skills to define, optimize and scale our renewals strategy, process and cross-functional interlock. The Global Head of Recurring Revenue Strategy & Operations will be accountable for scaling all aspects of how we Plan, Disseminate, Track, Forecast, Execute, Report and Synthesize Renewals at Splunk, as well as operationalizing how we plan and execute the scale -out of our high touch and tech-touch CSM models. Assuring that all the underlying processes, data and systems will improve and scale with our business. The role will see you working with your own team of strategy and operations professionals and driving cross-functional collaboration with adjacent Renewal Sales, Revenue, Finance, Sales, Customer Success, Product and GTM teams. This is a unique role, seeking a unique set of skills and experiences. Responsibilities: * Lead role in driving Splunk's SaaS renewal strategy, target setting, coverage modeling, capacity planning and forecasting in partnership with Renewals, Sales, Sales Operations and Finance. * Working with the global CSM and Renewal Sales Leadership to plan and evolve coverage models for high-touch customer success management and at-scale customer advocacy, all while evolving the sophistication of the models, optimizing cost-to-serve and aligning with customer expectation for what outcomes-oriented service looks like. * Lead and partner to improve processes related to the renewal motion - including renewal risk, upsell, cross sell, adoption and churn. * Work with adjacent operational teams and outside-consulting to create 'One-Ecosystem' for how we plan, execute and view retention performance at Splunk - at the Renewals Baseline eclipses $1Bn and tens of thousands of transactions annually. * Improve performance through data-driven insights and reporting that monitors, projects and accounts for results; creating a positive impact on revenue generation and the customer adopt, expand, renew lifecycle. * Responsible for the availability and accuracy of all information related to renewals pipeline, opportunities, total ARR under management, and any related reporting or dashboarding. * Bring together win/loss reasons; capitalizing on wins as best practices and identifying root cause for losses; targeting for improvement efforts. * Prepare operational review content to present success to senior leadership; with focus on key drivers of renewal business. * Understand renewals day-to-day motion and work directly with our renewal sales management and CSM leadership to help them with the systems and processes necessary to exceed their goals and targets. * Drive new initiatives and programs for productivity, scale and cost of sale management. (i.e. auto-renewal, renewal rep productivity, low cost models, partner-driven models). * Champion and charter Renewals improvement projects, using rapid yet effective methodologies/quality cycles. * Partner with Sales Operations, PMO and IT to define the required Renewals features and functions of the CRM and Customer Success/Recurring Revenue/CSM systems and testing/validating changes; working effectively within a plan of record to improve results for the organization. * Partner with Sales Enablement to continually define and build required training for the Renewals team. * Committed to building strong relationships with key functional organizations that enable renewals and adoption (i.e. Customer Success, Finance, Sales, Sales Operations, PMO, IT, Finance). Requirements: * 10+ years in advanced commercial operations role (i.e. Sales, Customer Success, ideally with a heavy focus on Renewals, Customer Success and Retention) implementing commercial analytics and driving operational excellence, preferably in subscription-based software organizations. * Deep understanding of SaaS and Enterprise Sales business model with understanding of customer lifecycle measures and SaaS revenue streams. * Experience supporting a quota carrying sales/renewals team and driving sales productivity. * Deep experience with and Renewals Management/Recurring Revenue Management software (i.e. Gainsight). * Excellent verbal and written communication skills, including effective listening; composing clear, concise correspondence, internal policies, procedures, presentations, and reports. * Possess a keen business insight with the ability to handle, analyze and track data for a sophisticated and often complex process. * Strong analytical skills and can accurately summarize and present complex principles to an executive audience. * Demonstrable ability to create, document, implement, measure and enhance processes and procedures. * The right person for this role will have strong interpersonal skills, be able to influence and will be an effective agent of change. Able to chart and navigate to outcomes in complex inter-dependent environments. * Committed to analyzing and anticipating situations, defining problems and objectives, recognizing alternatives and formulating solutions. * Ability to effectively prioritize in complex business structures; thrives when working in a fast paced, high-growth, results oriented environment. We value diversity at our company. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or any other applicable legally protected characteristics in the location in which the candidate is applying. For job positions in San Francisco, CA, and other locations where required, we will consider for employment qualified applicants with arrest and conviction records. Splunk San Francisco CA

Vaccine Laboratory Services - Head Of Strategy And Sales

Iqvia Holdings Inc