Associate Director, Sales Force Effectiveness

IQVIA; Dortmund; On-site; EUR 120,000 - 160,000; Full time

Job summary

IQVIA in Dortmund is seeking an Associate Director for Sales Force Effectiveness (m/w/d) to drive sales excellence, optimize processes, and enable data-driven decisions across the commercial organization. You will partner with Sales Leadership, manage KPIs and dashboards, oversee tender management, forecasting, and pipeline accuracy in Salesforce, and lead Sales Operations and Business Support teams.

Candidates should hold a degree in business or related field, with several years' experience in

Qualifications

• Degree in Business Administration, Economics, Business Informatics, or a related field.
• Several years of experience in Sales Operations, Sales Excellence, Commercial Effectiveness, Business Development, or tender management.
• A consulting background, ideally gained in a leading management consultancy.
• Strong analytical, commercial, and problem-solving capabilities, combined with confident stakeholder management.
• Experience with CRM systems, business intelligence tools, and performance analytics.
• Proven leadership skills, a structured delivery mindset and the ability to manage complex, deadline-driven processes end to end.

Responsibilities

• Take end-to-end accountability for tender management and proposals: assess opportunities, governance, timelines, cross-functional contributions, hands-on content, decision papers, and timely submission; ensure deadlines and follow-up.
• Drive sales force effectiveness through KPIs, dashboards, forecasting, and actionable insights.
• Own and improve sales standards and processes, reporting quality, and Salesforce pipeline management; support contract management activities.
• Support annual sales planning, target setting, territory optimization, market analysis, and commercial transformation initiatives.
• Lead and develop Sales Operations and Business Support professionals while fostering accountability and continuous improvement.

Skills

CRM systems

Business intelligence

Performance analytics

Leadership

Stakeholder management

Education

Business Administration/Economics/BI degree

Tools

Salesforce

Power BI

Job description

Associate Director - Sales Force Effectiveness (m/w/d)

Location: Dortmund, Germany

Time Type: Full time

Job Description

As part of the IQVIA Group, with its global presence and affiliated subsidiaries, we share a common goal: to improve healthcare.

IQVIA Health System Services (HSS) was founded in 1990 and is one of the leading technology providers and service providers in the German healthcare market. Our core areas of focus include authorization and billing management, software development and deployment, as well as digitization and archiving services for health insurance companies.

Shape Sales Excellence and Commercial Performance

As Associate Director, Sales Force Effectiveness, you will drive sales excellence, operational

efficiency and data-driven decision-making across the commercial organization. Acting as a

strategic partner to Sales Leadership, you will align processes, systems, analytics and resources to

strengthen performance and support sustainable growth.

Your Responsibilities

• Take end-to-end accountability for tender management and public or private requests for proposal: assess opportunities, establish governance and timelines, coordinate cross-functional contributions, contribute hands-on to tender content, prepare decision papers and approval recommendations, ensure compliant and timely submission, and maintain rigorous deadline and follow-up control.
• Drive sales force effectiveness through clear KPIs, performance dashboards, robust forecasting, and actionable management insights.
• Own and continuously improve sales standards and processes, reporting quality and operational planning, including maintaining an accurate and up-to-date sales pipeline in Salesforce and supporting contract management activities.
• Support annual sales planning, target setting, territory optimization, market analysis, and commercial transformation initiatives.
• Lead and develop Sales Operations and Business Support professionals while fostering accountability, collaboration, and continuous improvement.

Your Profile

• Degree in Business Administration, Economics, Business Informatics, or a related field.
• Several years of experience in Sales Operations, Sales Excellence, Commercial Effectiveness, Business Development, or tender management.
• A consulting background, ideally gained in a leading management consultancy, would be considered a valuable asset for this role.
• Strong analytical, commercial, and problem-solving capabilities, combined with confident stakeholder management.
• Experience with CRM systems, business intelligence tools, and performance analytics.
• Proven leadership skills, a structured delivery mindset and the ability to manage complex, deadline-driven processes end to end.

We value diversity and therefore welcome all applications - regardless of gender, nationality, ethnic and social background, religion or beliefs, disability, age, or sexual identity.

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.