Contracts & Proposals Director

IQVIA•Wayne, PA

11d

About The Position

IQVIA’s Channel and Specialty Data Solutions empower pharmaceutical and MedTech companies with real-time, end-to-end visibility into product movement, inventory, and patient access. Through the ValueTrak® platform, the team delivers integrated data aggregation, advanced analytics, and customizable reporting to optimize brand performance, improve forecasting, and enhance the patient journey. By harmonizing data across sources and leveraging AI-driven insights, the team helps clients reduce revenue leakage, manage trading partner relationships, and make smarter, data-informed decisions across the commercial lifecycle. As Director of Contracts & Proposals, you will lead the strategic development and execution of RFP/RFI responses and proposal content for Channel and Specialty Aggregation services. This role is ideal for a seasoned professional with vendor-side experience , who understands how to position solutions to Pharmaceutical & MedTech clients and drive proposal excellence across cross-functional teams.

Requirements

Bachelor's Degree Bachelor's Degree in Life Science, Business Management or related field and 12 years of experience in Contracts or Proposals or equivalent combination of education, training, and experience with at least 3 years in a director-level or leadership role
Excellent knowledge of Microsoft Excel, Word and understanding of costing models.
Excellent knowledge of contract, proposals and budget processes and ability to interpret budgets and protocols.
Possess strong analytical skills and excellent verbal and written communication skills.
Ability to establish and maintain effective working relationships with coworkers, managers and customers.
Proven track record of success responding to pharmaceutical RFPs from the vendor side
Expertise in Channel and Specialty Aggregation workflows, including 3PL, SP, SD, patient services, and tokenization.
Advanced proficiency in PowerPoint and executive-level storytelling.

Responsibilities

Strategic Proposal Leadership : Lead the end-to-end strategy and execution of proposals for Channel and Specialty Aggregation, Integration, and Tokenization offerings. Ensure alignment with client needs, market trends, and internal capabilities.
RFP/RFI Process Ownership : Oversee the full lifecycle of RFP and RFI responses—from intake and intent to respond, through clarification, solution definition, pricing, and submission. Ensure compliance with internal IQVIA protocols, including pricing requests, client reference coordination, and security assessments.
Cross-Functional Collaboration : Coordinate internal efforts across Sales, Legal, Finance, Product, and Operations to ensure timely, accurate, and competitive responses to RFPs, RFIs, proposals, and change orders. Establish Teams sites for collaboration and maintain structured folders for originals, drafts, and final submissions.
Client Engagement & Escalation Point : Serve as a senior point of contact for assigned clients, managing expectations, resolving escalations, and ensuring high-quality deliverables and customer satisfaction.
Proposal Development & Messaging : Oversee the full lifecycle of proposal development—including storyboarding, content creation, and compliance—ensuring clarity, consistency, and strategic impact across all submissions. Leverage standardized templates and executive summaries tailored to client asks.
Contracts & Change Order Management : Lead the development, negotiation, and execution of contracts and change orders. Maximize profitability and ensure timely revenue recognition while maintaining compliance and alignment with pricing strategy.
Pricing Strategy Support : Collaborate with Finance and Sales to develop accurate, competitive, and compliant pricing models for proposals. Ensure pricing is derived from solution definitions and submitted early to avoid last-minute changes.
Process Optimization & Governance : Implement scalable processes and best practices to improve proposal efficiency, quality, and consistency. Ensure process adherence and contribute to the Contracts and Proposals strategy.
Training & Mentorship : Develop and maintain a comprehensive training curriculum for the sales team. Mentor colleagues and provide strategic direction on projects and initiatives with minimal oversight.
Executive Reporting & Communication : Provide regular updates to senior leadership on proposal pipeline, client feedback, and strategic opportunities. Participate in bid defenses, customer meetings, and task forces.
PowerPoint & Visual Storytelling : Direct the creation of high-impact slide decks and visual narratives for client presentations, bid defenses, and internal alignment.
Vendor-Side Expertise : Apply deep understanding of the Channel and Specialty landscape to craft compelling responses to Pharmaceutical & MedTech RFPs, emphasizing IQVIA’s differentiators and value proposition.
RFP Performance Analysis : Monitor and analyze RFP win/loss trends by segment and client type. Use insights to refine strategy, improve win rates, and identify areas for capability enhancement.
Other Duties : Perform additional responsibilities as required to support business needs.