Joe Franco, general manager of Commercial Sales and Services in Canada, shares his career journey and advice for those interested in Sales and Account Management at IQVIA

Joe Franco, general manager of Commercial Sales and Services in Canada, brings a wealth of experience to his sales leadership role at IQVIA. In a conversation with Talent Acquisition Manager Darby Heller, they explore the factors driving his career success, the culture he aims to cultivate, and the distinctive qualities that set IQVIA apart.

Describe your career journey to IQVIA.

Before joining IQVIA, I spent two decades in the pharmaceutical industry, gaining diverse experience across finance, operations, marketing and sales. As I pursued my master’s degree, I quickly discovered my passion and expertise lie within sales where my driving force is to build strong client relationships.

Describe the Account Management role at IQVIA.

Every day in Account Management brings new challenges. As a sales professional at IQVIA, you take ownership of the accounts under your alignment, similar to running your own business. To address our customers’ complex needs, you are encouraged to tap into IQVIA’s diverse expertise and collaborate across multi-disciplinary global teams to identify and sell innovative solutions with the potential to bring value to the customer. At the end of the day, we all share a mission to advance health and improve patient outcomes.

What key skills are required for success in Account Management at IQVIA?

1. Client focus. In today’s environment, it is harder to get face-to-face time with our customers, so mastering the art of relationship building and ongoing engagement is important to help you meet your goals.
2. Curiosity. We will not learn and build trust unless we ask questions. Be curious about your customers’ needs.
3. Creativity. Be innovative. Bring tailored solutions to the table that address customers’ unique and ever-changing challenges.

Describe your team culturE.

Our culture is highly collaborative. As sales professionals, we may not always have the answer, so we rely on our subject matter experts to help us unleash IQVIA’s full potential. That means leveraging our network of internal and external relationships to match customer needs with our diverse capabilities. This collaborative approach allows us to solve almost any healthcare challenge. As a team, we recognize that it’s the high level of support, individual leadership and a collective effort across IQVIA that enables us to achieve our goals.

What resources have supported your career growth?

I have been fortunate to have several mentors and work alongside leaders from different backgrounds throughout my career. Leveraging their experiences, advice and diverse career paths, has enabled me to foster a growth-oriented mindset.

What makes working at IQVIA unique?

The entrepreneurial spirit at IQVIA, particularly in Account Management, drives our continuous expansion of creative solutions for customers. No two days are alike, which fuels our creativity in tailoring unique solutions for each customer.

What is one piece of advice you have for someone starting a career in Sales at IQVIA?

Develop the habit of preparing ten questions daily for both internal and external contacts. This practice accelerates your learning and broadens your understanding. At IQVIA, a multifaceted organization, continuous learning is essential. By asking insightful questions, you will enhance your business acumen and gain knowledge more efficiently.

Interested in a Sales or Account Management career at IQVIA? Explore our open roles here.