Account Development Manager

At ICON, it’s our people that set us apart. Our diverse teams enable us to become a better partner to our customers and help us to fulfil our mission to advance and improve patients’ lives.

Our ‘Own It’ culture is driven by four key values that bring us together as individuals and set us apart as an organisation: Accountability & Delivery, Collaboration, Partnership and Integrity. We want to be the Clinical Research Organisation that delivers excellence to our clients and to patients at every touch-point. In short, to be the partner of choice in drug development.

That’s our vision. We’re driven by it. And we need talented people who share it.
If you’re as driven as we are, join us. You’ll be working in a dynamic and supportive environment, with some of the brightest and the friendliest people in the sector, and you’ll be helping shape an industry.

Primary Responsibilities and Qualifications: West Coast Based Role

• Increase market awareness, sales and profitability by increasing the number of new accounts, new Request for Proposals (RFPs) and New Business Accounts (NBAs).
• Works closely with account directors and engagement partners to create a plan to enhance new account penetration, face-to-face meetings and RFPs.
• Calls new and existing accounts and schedules face-to-face meetings for the business development team
• Regular client follow-up to build meaningful relationships
• Maintains and manages Salesforce database (SF.com) with all sales activity
• Generates reports to highlight increases in RFPs, face-to-face meetings and new account penetration
• Researches accounts and identifies new opportunities for ICON
• Provides frequent updates to the business development team on activity and conversations with clients
• Generates client interest for potential webinars, industry meetings and audio conferences
• Participates in the ongoing review of ICON business development procedures to ensure consistency on an international basis
• Reviews metrics on a weekly or monthly basis to assess productivity
• Attends internal business development calls and meetings to discuss new opportunities and the overall sales pipeline
• Works with the business development team to prepare for client meetings
• Develops a sales methodology and strategy for increasing new account penetration
• Learns messaging around ICON differentiators and is able to effectively communicate them to clients
• Ability to lead calls and participate in client-facing meetings
• Leadership role within the team, serves as a trainer/mentor to newer members
• Leads various campaign efforts that Account Development team supports
• Stand-in to lead RFP process and BDM meetings in support of Account Directors (AD) when needed
• Ability to walk through the entire proposal process from SF entry to client-facing document
• Demonstrates strong knowledge of organizational structure and sales territories
• Provides insight and analysis to AD’s on opportunities and risks within his/her territory
• Executes against a specific account plan; routinely sets and achieves quarterly objectives.

What Do You Need?

• Undergraduate degree or its international equivalent from an accredited institution required or equivalent experience
• Inside sales experience or related experience that requires the employee to communicate with potential clients via the phone.
• Strong verbal and written communication skills.
• Must be familiar with maintaining and managing a customer relationship database.
• Preferable 3 years of CRO and sales experience
• To qualify, applicants must be legally authorized to work in the United States, and should not require, now or in the future, sponsorship for employment visa status.

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Benefits of Working in ICON:
Our success depends on the quality of our people. That’s why we’ve made it a priority to build a culture that rewards high performance and nurtures talent.

We offer very competitive salary packages. And to keep them competitive, we regularly benchmark them against our competitors. Our annual bonuses reflect delivery of performance goals – both ours and yours.
We also provide a range of health-related benefits to employees and their families and offer competitive retirement plans – and related benefits such as life assurance – so you can save and plan with confidence for the years ahead.
But beyond the competitive salaries and comprehensive benefits, you’ll benefit from an environment where you are encouraged to fulfil your sense of purpose and drive lasting change.

ICON is an equal opportunity and inclusive employer and is committed to providing a workplace free of discrimination and harassment. All qualified applicants will receive equal consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or protected veteran status.
If, because of a medical condition or disability, you need a reasonable accommodation for any part of the application process, or in order to perform the essential functions of a position, please let us know through the form below.