Key Account Manager

Role Purpose

The Key Account Manager is the commercial owner and strategic orchestrator of assigned accounts, responsible for driving revenue growth, deepening executive relationships, and maximizing the value delivered through the full IQVIA France portfolio.

The KAM acts as a trusted advisor and primary interface for clients, ensuring consistent, high-value engagement and unlocking integrated business opportunities across Data, Technology, Consulting and Services.

Key Accountabilities

1. Client Leadership & Executive Engagement

• Own and develop C-level and senior stakeholder relationships within client organizations
• Position IQVIA as a strategic partner, not a vendor
• Act as a trusted advisor on client business challenges, industry trends, and transformation priorities
• Represent IQVIA externally and ensure a consistent executive narrative

2. Revenue Growth & Business Development

• Deliver and exceed revenue and growth targets on assigned accounts
• Identify, shape and close new business and expansion opportunities (cross-sell / upsell)
• Lead the full sales cycle: opportunity qualification, proposal coordination, negotiation and closing
• Drive contract renewals and long-term value creation

3. Account Strategy & OneIQVIA Orchestration

• Define and execute cross-IQVIA account strategy and planning
• Translate client priorities into a coherent, integrated value proposition leveraging IQVIA capabilities
• Mobilize internal stakeholders (Sales Specialists, Consulting, Tech, Client Services)
• Ensure alignment and coordination across all IQVIA teams engaged on the account

4. Client Value Delivery & Satisfaction

• Anticipate client needs and proactively shape solutions to complex business issues
• Ensure high-quality delivery in collaboration with Client Services teams
• Monitor and drive client satisfaction and long-term relationship health
• Act as the escalation point to secure delivery excellence and business continuity

5. Commercial Governance & Execution

• Lead commercial processes including NDAs, contracts, SOW and deal structuring (in coordination with Legal)
• Ensure pipeline accuracy, forecasting discipline and reporting quality
• Manage purchase order collection and commercial follow-up
• Contribute to pricing strategy and negotiation of complex deals

6. Collaboration & Leadership

• Work closely with regional and global account teams to unlock multi-country opportunities
• Build and leverage strong internal networks across IQVIA
• Mentor and support junior sales team members on account management and selling skills
• Contribute to collective KAM performance and best practice sharing

Success Profile (What “good” looks like)

• Strong client intimacy & executive credibility
• Ability to connect client strategy to IQVIA full value proposition
• Proven complex sales and account management capabilities
• Strong orchestration and transversal leadership across teams
• High level of ownership, accountability and commercial discipline
• Proactive mindset with strong anticipation of client needs

Operating Principles (IQVIA France DNA)

• OneIQVIA mindset: break silos, drive integrated value
• Client-first approach: focus on real client business impact
• Speed & impact over perfection
• Collaboration & internal leverage as performance drivers
• Executive-level thinking & commercial rigor

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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