Senior Director Health Insurance Management Platform
Dubai, United Arab Emirates
Job Description
Role Responsibilities: P&L, Commercial, Proposals
- Plan and manage revenue, cost, and EBITDA for the entire business line.
- Work with Sales, Finance, HR, group leadership and corporate office to define a business plan.
- Work with Sales heads to create opportunities by discussing growth strategies and building execution plans.
- Work with Finance and HR leaders to define the overall team\xe2\x80\x99s composition by country and grade levels across various functions to determine the total headcounts required to achieve the planned revenue.
- Work with Finance and HR leaders to define the internal and external costs that will need to be incurred to deliver the revenue plan.
- Plan and lead the commercial review calls with Sales and group leadership on forecasting revenue estimates for quarter end and year end.
- Work with Proposals lead to build the commercial proposal. Have in depth knowledge about licensing, services, annual maintenance, support, call center, and 3rd party contractors related costs and margins to build competitive proposals.
- Work with Finance lead to review the DSO, upcoming payments, upcoming revenue milestones and associated risks and challenges, and devise mitigation plans.
- Participate in pre-sales meetings with the Sales team and customers to promote the business and solutions.
- Work with Client Services lead to define customer engagement strategy to nurture the relationship with existing customers and grow the business further.
- Lead discussions associated with customer engagement pertaining to new proposals, delivery, and quality.
- Engage with group leadership, sales and Client Services leads to plan communication with the customer\xe2\x80\x99s executive leadership to ensure the customer gets a consistent message from IQVIA leaders.
- Ensure that the Client Services team is aligned with the business team on all aspects pertaining to commercials, implementation, and new opportunities.
- Meet the customer\xe2\x80\x99s executives on a regular basis and understand their concerns to build a high degree of trust and ensure customer satisfaction through timely resolution of issues and risks.
- Align the internal teams including corporate office, group leadership, business, and functional teams, as well as client services to create a unified strategy to resolve the client\xe2\x80\x99s concerns.
- Follow up on commitments made to the client with progress reports, regular one on one calls with the client\xe2\x80\x99s executives and ensuring the larger team is working towards commitments made to the customer.
- Build a highly structured and governed PMO and delivery organization which follows industry standards in executing all types of projects.
- Review contracts and statement of work (SOWs) to ensure all business-related clauses are included to ensure IQVIA does not end up in a loss-making deal.
- Understand key aspects and risks of the projects and manage the same pertaining to project financials, revenue recognition, customer\xe2\x80\x99s voice, key issues and risks, mitigation plans, reporting within the organization and to the customer.
- Prepare for and participate in Steering Committee and Executive level meetings with the customer\xe2\x80\x99s leadership and executive committee.
- Identify issues and risks at the programme / project level which need to be discussed with the customer\xe2\x80\x99s leadership and ensure that the project is moving ahead as per the contractual agreement.
- Perform periodic executive level project review meetings with the PMO and Client Services groups and have executive level project report distributed to the customer as well as to the internal leadership.
- Lead Cadence calls with PMO and Client Services teams to review the deliverables pertaining to revenue recognition and Change Requests (CRs).
- Work with the Product leads to define and review the product strategy and roadmap based upon feedback from Customer Advisory Boards (CABs), learnings from various RFPs, feedback from existing production systems, research from market trends in healthcare and government initiatives, and feedback from sales, proposals, and business development teams.
- Define a product roadmap along with the investment and resources required for core product development to achieve the goals planned in the product roadmap.
- Justify the investment and resources required to the Finance and Corporate teams by providing write ups on the need for product enhancement considering the desired growth opportunities and operational efficiencies to be achieved.
- Review the progress on the core product development projects and ensure the product teams have the right resources to execute the project. Ensure the risks and issues are reviewed on a regular basis and mitigation plans are devised to ensure the success of the internal projects.
- Work with product development, Quality Assurance, Dev Ops and Client Hosting heads to ensure the right number of resources are planned with the right competencies for the internal product development as well as client projects.
- Engage with team leaders and staff at all levels to foster open communication and create a good level of trust.
- Organize townhalls on a periodic basis to inform the team members about how the business is moving forward, what customers are saying about IQVIA, how the team is performing on client implementations as well as updates on the product roadmap which will drive growth in the future.
- As required and as approved by corporate, educate the team leaders and members about the aspects pertaining to corporate policies, business plans, commercial objectives, legal and compliance matters, and customer satisfaction.
- Capture the key issues, risks and concerns associated with people matters and work with the HR mitigate these issues through various strategies to ensure a healthy work environment and a generally contended group of employees across all countries.
- Travel to IQVIA offices on a periodic basis to engage with the team members and address their concerns.
- Define a set of goals which will allow a structured and objective evaluation at the end of the year where good work is appreciated and areas of improvement are highlighted constructively.
- Plan for awards and rewards on a periodic basis to ensure good work in appreciated and recognized at all levels.
- Conduct skip level meetings with next line of managers / leaders to understand what\xe2\x80\x99s working well in the team and what can be further improved.
- Define a comprehensive governance process which can be applied across all internal and external projects.
- Document and train team members on the governance process and perform audit checkpoints to ensure the process is being followed as per the guidance provided.
- Work with legal and compliance leads to ensure total adherence to IQVIA policies.
- Define a framework for operations excellence which oversees the key result areas (KRAs) pertaining to Cost Management, Profitability, Utilization, Attrition, Awards and Rewards and reporting the same to executive management.
- Identify gaps in the current processes through an iterative process of feedback from internal IQVIA persons and customer stakeholders and devise specific strategies and time-bound tasks to mitigate these gaps.
- Work with Talent Acquisition leads to help define the business need and associated urgency on hiring the required resources.
- Work with the business / functional teams to ensure the hiring process is managed appropriately from screening of CVs to interviews, and onboarding of new resources.
- Work with HR and Talent Acquisition teams to define the appropriate compa-ratio for every country and every grade level.
- Take decisions on compensation matters with HR and Talent Acquisition teams to ensure new employees are hired at the right compa-ratio.
- Work with HR, group leadership and corporate to perform yearly merit increases, incentive payouts, and market adjustments and promotions.
- Define retention plans for critical resources and ensure the product and domain knowledge is retained in the team.
- Perform resource planning exercise on a quarterly basis with all functional heads to ensure changes in resource needs are assessed to either redistribute the resources for better utilization or hire more resources to increase the top line.
- Work with the IT and Client Hosting lead to assess the appropriate infrastructure plan for customer implementations to ensure IQVIA remains competitive.
- Work with the IT lead on planning infrastructure needs for IQVIA teams.
- Engage in vendor selection and evaluation process to ensure the vendor can provide the required services at competitive rates.
- Engage with the vendor\xe2\x80\x99s leadership to set expectations in aligning with IQVIA\xe2\x80\x99s goals and objectives.
- Work closely with the Contracts, Legal & Compliance teams, and the group leadership to prepare contracts and statement of work for vendor services.
- Have regular checkpoint meetings with the vendor to evaluate their SLAs and quality.
- Perform internal checkpoints with Business Support team to verify planned versus actuals costs for vendor services and control cost overrun.
- Good business management skills to plan forward in growing business and keeping it profitable.
- Good people management and leadership skills with ability to connect with teams across the region.
- Practical knowledge in working on large scale government projects with multiple partners and vendors.
- Experience in managing large healthcare implementations.
- Extremely proficient in working with the \xe2\x80\x98CXO\xe2\x80\x99 level and having good negotiation skills to resolve critical issues impacting customer satisfaction, and IQVIA\xe2\x80\x99s business, revenue, and growth.
- Proficient in collaborating with corporate, commercial, business, sales, finance, legal and compliance leaders within the organization.
- Experienced in implementing and governing teams on processes and standards.
- Proficient in identifying risks and creating mitigation plans while monitoring the progress of all teams, projects, and operations activities with predefined KRAs & KPIs.
- Experienced in understanding issues that are generally faced in talent acquisition to devise better strategies with HR and hiring teams.
- Good presentation skills with excellent writing and oral communication skills.
- 25 years of experience
- Healthcare / Insurance Management \xe2\x80\x93 highly recommended.
- Healthcare / Hospital \xe2\x80\x93 highly recommended.
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Job Detail
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Job IdJD1596868
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IndustryNot mentioned
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Total Positions1
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Job Type:Full Time
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Salary:Not mentioned
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Employment StatusPermanent
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Job LocationDubai, United Arab Emirates
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EducationNot mentioned