[Remote] Director, Business Operations, IQVIA Digital

Note: The job is a remote job and is open to candidates in USA. IQVIA is a leading global provider of clinical research services, commercial insights and healthcare intelligence to the life sciences and healthcare industries. The Director, Business Operations is responsible for establishing and scaling the RFP and Business Ops functions, improving sales execution and revenue realization across the commercial lifecycle, and leading a team to enhance operational infrastructure for sales success.

Responsibilities

• Lead expansion of existing RFP team beyond its current scope (agency focus) to all IQVIA Digital customer segments (pharma, partner, publisher, etc.) that directly supports revenue acquisition across a complex, multi-product digital portfolio
• Operate at the intersection of sales strategy and hands-on deal execution
• Lead coordination of cross-product and inter-business unit pitches
• Partner closely with commercial, finance, legal, and operations leaders to improve speed, accuracy, and predictability of revenue
• Drive measurable improvements in sales productivity, deal velocity, and in-quarter revenue performance
• Lead systems, processes, and KPI program integrations that enable and measure commercial and delivery success
• Lead and scale IQVIA Digital’s centralized RFP capability, building on an established team currently supporting high-volume proposal execution to deliver consistent, high-quality responses across the portfolio
• Expand the scope of the RFP function beyond its current agency-focused remit into broader client segments (e.g., direct pharma, platforms, data partnerships), ensuring coverage aligns to evolving commercial priorities
• Own the end-to-end RFP lifecycle including intake, qualification, prioritization, proposal development, cross-functional coordination, and submission, ensuring accountability for timelines, quality, and outcomes
• Serve as the central coordination point across Sales, Account Management, Product, Delivery, Finance, and Legal to aggregate inputs, align messaging, and drive efficient execution of complex, multi-product proposals
• Establish standardized RFP processes, templates, and operating rhythms to improve consistency, scalability, and turnaround times while reducing variability across teams and segments
• Partner with Product Marketing and Product teams to continuously strengthen proposal content, messaging, and positioning to improve win rates and differentiation in competitive situations
• Develop and maintain a centralized repository of reusable proposal content, case studies, pricing frameworks, and best practices to enable faster and higher-quality responses over time
• Scale performance tracking across the RFP pipeline (e.g., volume, turnaround time, win rates, contribution to revenue) and use insights to continuously refine strategy, resourcing, and execution
• Provide surge coverage and leadership during high-priority or complex deals, including coordination of executive inputs and ensuring alignment across senior stakeholders
• Lead the development, optimization, and ongoing maintenance of IQVIA Digital’s internal commercial systems in coordination with RBU partners (e.g., Salesforce, Workfront, and related tools), ensuring alignment to enterprise standards while meeting Digital-specific needs
• Own the design and governance of a centralized KPI framework spanning financial (e.g., revenue visibility, forecasting accuracy), people (e.g., headcount planning, capacity utilization), and process (e.g., workflow efficiency, cycle times) metrics within a single, integrated repository
• Ensure consistent definitions, data integrity, and cross-functional alignment of KPIs across Sales, Account Management, Delivery, and Finance to enable enterprise-wide transparency and decision-making
• Develop and operationalize both standard and bespoke KPIs tailored to leadership priorities and functional team needs, ensuring relevance to commercial performance and operational effectiveness
• Establish regular KPI review cadences with leadership and functional teams to assess performance, identify gaps, and drive continuous improvement initiatives tied to measurable impact
• Own the configuration, administration, and optimization of Workfront to support standardized intake, workflow management, and visibility across commercial and technical operations
• Design and maintain request queues, intake forms, routing logic, statuses, and automations to ensure work is captured, categorized, and directed to the appropriate owning teams
• Configure incidents and request intake of workflows to support triage by delivery and technical teams, without assuming responsibility for resolution or execution
• Partner with Sales, Account Management, Technical Operations, and Project Delivery teams to translate operational requirements into scalable Workfront configurations
• Maintain platform governance, including naming conventions, workflow standards, permissions, and change controls
• Act as IQVIA Digital point-of-contact to lead standardization of contracting workflows, including creating GTM intake standards for Statements of Work (SOWs) creation and improving execution with RBU Legal and Contracting
• Support pricing accuracy by coordinating pricing models, managing discount documentation, and coordinating required approvals with Product and Finance
• Ensure invoicing readiness from PO setup coordination with account teams to post-sale handoff to billing teams
• Partner with Finance and Account Management to resolve invoicing, billing, and revenue recognition issues that impact cash flow or client experience
• Build, structure, and lead a joint RFP and BPTO team aligned to IQVIA Digital commercial and operational priorities
• Set clear objectives, operating rhythms, and performance expectations for the function
• Coach and develop managers and individual contributors, fostering accountability and continuous improvement
• Identify opportunities to redeploy seller capacity by shifting administrative and execution work into the enablement function
• Partner with GTM, Strategy, and Marketing to deliver high quality RFP submissions
• Partner with Account Management leadership to support revenue growth, retention, and expansion
• Collaborate with Product Marketing and Product teams to ensure sales readiness and consistent messaging
• Work closely with Sales Operations, Finance, and Legal to streamline forecasting, pricing, contracting, and approval processes
• Identify opportunities for IQVIA Digital growth within accounts through the creation, publication, and monitoring of impactful KPIs

Skills

• Leadership experience in business operations or related field
• Experience in managing RFP processes and proposal development
• Strong understanding of sales strategy and execution
• Ability to coordinate cross-functional teams and manage complex projects
• Experience with CRM systems and commercial operations tools
• Strong analytical skills to develop and track KPIs
• Excellent communication and interpersonal skills
• Ability to drive measurable improvements in sales productivity and revenue performance
• Experience in contracting, pricing, and invoicing processes
• Proven ability to build and lead high-performing teams
• Experience in collaborating with finance, legal, and operations teams
• Experience in the healthcare or life sciences industry
• Familiarity with Salesforce and Workfront
• Experience in developing and operationalizing KPIs
• Ability to work in a fast-paced, dynamic environment
• Experience in managing vendor relationships and partnerships

Benefits

• Dependent on the position offered, incentive plans, bonuses, and/or other forms of compensation may be offered, in addition to a range of health and welfare and/or other benefits.

Company Overview

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