Job Profile Summary
Lead the operational execution of the client-dedicated commercial organisation in Israel across therapeutic areas and customer-facing teams. Responsible for translating strategic business objectives into operational plans that drive customer engagement, field force effectiveness and commercial performance.
Provides leadership and direction to Country management and field leadership teams, ensuring consistent implementation of commercial priorities, customer engagement strategies and operational standards. Partners closely with Commercial Excellence, Marketing, Medical Affairs, Business Analytics, Training, Compliance and Finance functions to ensure coordinated execution of commercial activities and achievement of business objectives.
RESPONSIBILITIES
Essential Functions
Commercial Operations Leadership
•Lead commercial operations activities
•Translate strategic business objectives into executable operational plans and field force priorities
•Endorse Total Sales target and breakdown the Total Sales target for each of the brands ensuring we are maximizing all local sales growth opportunities
•Drive consistency of execution across customer-facing teams
•Lead implementation of operational frameworks that support business performance and customer engagement
•Support delivery of account objectives through effective operational management and commercial execution
•Identify operational risks and implement mitigation plans to ensure business continuity and performance delivery
•Act as the primary operational partner in the execution of commercial strategy
Field Force Leadership
•Provide leadership, direction and support to field leadership teams
•Drive accountability for execution of commercial priorities across teams and therapeutic areas
•Monitor field force performance and execution standards
•Coach and support teams to ensure operational excellence and consistent customer engagement
•Ensure field teams operate in line with approved business priorities, customer engagement frameworks and compliance requirements
•Support resolution of operational challenges and barriers to execution
Commercial Planning and Execution
•Lead operational implementation of commercial plans developed in partnership with IQVIA and client leadership teams
•Coordinate execution of strategic initiatives
•Monitor progress against business objectives, implementation plans and commercial milestones
•Ensure operational readiness for new initiatives, projects and business priorities
•Support deployment of customer engagement initiatives and field force programmes
•Drive execution of agreed performance improvement initiatives
Customer Engagement Excellence
•Ensure effective implementation of approved customer engagement strategies
•Drive consistent execution of customer-facing activities and customer experience standards
•Support omnichannel customer engagement delivery through coordination across field, marketing and support functions
•Monitor customer engagement effectiveness and identify operational improvement opportunities
•Promote adoption of best practices in customer engagement and field execution
•Ensure customer engagement plans are effectively translated into field activity
Territory Deployment and Field Execution
•Partner with Commercial Excellence to ensure territory alignment strategies are effectively implemented within the field organisation
•Coordinate execution of resource deployment decisions and field force allocation plans
•Monitor field coverage and deployment effectiveness across territories
•Support implementation of customer coverage plans and engagement priorities
•Ensure operational execution aligns with resource deployment recommendations and business priorities
Business Performance Management
•Partner with Commercial Excellence leadership to review sales force effectiveness, customer engagement outcomes and business performance
•Translate performance insights into operational action plans and execution activities
•Drive implementation of agreed actions designed to improve field force effectiveness and commercial outcomes
•Monitor progress against commercial objectives and performance targets
•Support performance improvement initiatives
Governance and Business Reviews
•Lead regular operational review meetings with cross-functional stakeholders
•Support client governance meetings through preparation of operational updates, progress reviews and performance summaries
•Monitor execution against commercial plans, agreed objectives and operational milestones
•Ensure operational risks, issues and dependencies are identified, escalated and managed appropriately
•Support Joint Steering Committee and business governance processes through operational reporting and updates
•Provide regular updates regarding field execution, operational performance and commercial delivery
Cross-Functional Leadership
•Partner with Commercial Excellence, Marketing, Medical Affairs, Compliance, Training and Finance functions to ensure coordinated execution of business priorities
•Lead cross-functional implementation of initiatives that impact customer-facing teams
•Support organisational change management and implementation of new processes, systems and ways of working
•Drive collaboration and alignment across multiple stakeholder groups
•Ensure operational activities remain aligned with business objectives, governance requirements and contractual obligations
Leadership and People Management
•Manage staff in accordance with organisation policies and applicable legislation
•Plan, assign and direct work activities and priorities
•Manage performance, development and succession planning activities
•Coach and mentor team members to support professional development and business performance
•Participate in recruitment, onboarding and talent development activities
•Ensure team members have the tools, training and support required to perform effectively
•Promote a culture of accountability, collaboration and continuous improvement
Additional Responsibilities
•Participate in customer meetings and leadership discussions as required
•May lead or contribute to client-specific, regional or global IQVIA initiatives
•Coordinate projects and resources to ensure delivery of high-quality operational outcomes
•Provide advice, support and guidance to colleagues and stakeholders
•Perform other duties as assigned
MINIMUM REQUIRED EDUCATION AND EXPERIENCE
Experience
Typically requires significant prior experience leading operations across multiple business units, with responsibility for operational delivery, stakeholder alignment and field-based team execution.
Knowledge
Requires broad management and operational leadership knowledge to lead teams, influence senior stakeholders and ensure effective delivery of business objectives across complex field-based organisations.
Requires strong understanding of:
•Operational leadership
•Field-based team leadership and deployment
•Operational planning and execution
•Resource coordination and prioritisation
•Customer-facing or client-dedicated service delivery models
•Performance management and operational governance
•Cross-functional stakeholder management
•Pharmaceutical, healthcare, life sciences or other complex regulated environments
EDUCATION
Bachelor's degree or equivalent experience in a relevant discipline.
Advanced degree or additional professional qualification may be advantageous but is not essential.
ADDITIONAL WORK EXPERIENCE
•Significant related experience, including experience in people leadership, operational management or programme delivery
•Experience leading large operations
•Experience managing field-based teams or operational teams
•Experience coordinating multiple stakeholder groups and delivery priorities within a matrix environment
•Experience working with customer-facing, client-dedicated or service delivery organisations
•Experience driving operational execution, performance improvement and governance across broad teams or programmes
•Experience working within pharmaceutical, healthcare, life sciences or other regulated/commercial environments would be advantageous
•Equivalent combination of education, training and experience
SKILLS AND ABILITIES
•Strong leadership and people management skills
•Excellent knowledge of commercial operations and field force management
•Strong understanding of customer engagement and execution excellence
•Ability to translate strategic objectives into operational plans
•Excellent stakeholder management and influencing skills
•Strong project and programme management capabilities
•Excellent communication, presentation and facilitation skills
•Ability to manage multiple priorities and stakeholders simultaneously
•Strong commercial acumen and business judgement
•Experience working with CRM and commercial systems
•Ability to analyse performance information and drive operational action
•Ability to establish and maintain effective working relationships with coworkers, managers, clients and senior leaders
TRAVEL REQUIREMENTS
Occasional travel may be required for client meetings, governance reviews, leadership meetings, field visits, training programmes and business planning activities.
IQVIA is a leading global provider of clinical research services, commercial insights and healthcare intelligence to the life sciences and healthcare industries.
