Account Development Manager
- Boston
- ICON Full Service & Corporate Support
- Sales
- Hybrid: Office/Remote
About the role
This vacancy has now expired. Please see similar roles below...
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:
- 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
#LI-Remote
#LI-MO1
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.
Application process
Once you find a job opening that fits your skills and interests, you can create an account, apply and check back on the progress of your application or apply for other roles. Once your application has been received, a confirmation email will be sent to your email.
Remember: this is our first time meeting you. Read the job description and highlight on your CV those experiences that we should learn about.
One of our experienced recruiters will read your profile and determine if you're fit for the role and the company. We are aware of instances where fake recruitment text messages and emails that can appear to come from ICON have been received by individuals. Always delete suspicious text messages or emails. Never give out personal financial information.
Reasonable AccomodationsDay in the life
Teaser label
Career ProgressionContent type
BlogsPublish date
07/20/2023
Summary
Unlocking your Potential: The Benefits of ICON’s EPIC Internship Program Internship programs have become a vital stepping stone for students and young professionals seeking to gain practic
Teaser label
Our PeopleContent type
BlogsPublish date
02/28/2023
Summary
John Bailey, one of ICON's Veteran Leadership Transition Program Alumni shares his path from serving in the armed forces to joining the clinical research industry. ICON's Veteran Leadership Transit
by
John Bailey
Teaser label
Career ProgressionContent type
BlogsPublish date
12/21/2022
Summary
Salary expectations used to be something discussed after an interview process but now it’s something most recruiters typically ask within the first conversation. This is to ascertain if the remune
by
Jamie Kempski
Who we are
Similar jobs at ICON
Salary
Location
Bulgaria, Sofia
Department
Full Service - Laboratory
Location
Sofia
Dublin
Remote Working
Office Based
Business Area
ICON Full Service & Corporate Support
Job Categories
Sales
Job Type
Permanent
Description
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 I
Reference
JR117435
Expiry date
01/01/0001
Author
Hannah PetitjeanAuthor
Hannah PetitjeanSalary
Location
Japan, Tokyo
Department
Full Service - Development & Commercialisation Solutions
Location
Tokyo
Remote Working
Hybrid: Office/Remote
Business Area
ICON Full Service & Corporate Support
Job Categories
Sales
Job Type
Permanent
Description
【今回の採用目的と背景】事業拡大に伴い、日本国内のサービスを強化するため新たに Client Service Associate を増員募集します。【職務内容】※以下クライアント = ICON グローバルにおける全部門。- クライアントのニーズを把握し、翻訳の範囲と見積もりの提案をまとめる。- クライアントの期待値を管理し、パートナーシップを強化する。- 必要に応じて、最終提案書を期限内にクライア
Reference
JR111676
Expiry date
01/01/0001
Author
Mai TakanashiAuthor
Mai TakanashiSalary
Location
Regional United States (PRA)
Department
Full Service - Commercial Solutions
Location
Multiple US Locations
Remote Working
Hybrid: Office/Remote
Business Area
ICON Full Service & Corporate Support
Job Categories
Sales
Job Type
Permanent
Description
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 I
Reference
JR118545
Expiry date
01/01/0001
Author
Lindsey EltzrothAuthor
Lindsey EltzrothSalary
Location
US, Blue Bell (ICON)
Department
Full Service - Commercial Solutions
Location
Brentwood
Raleigh
Blue Bell
Remote Working
Hybrid: Office/Remote
Business Area
ICON Full Service & Corporate Support
Job Categories
Sales
Job Type
Permanent
Description
Title: Senior Director, Business DevelopmentLocation: Remote (Preference for Boston area, Southern California, Utah, or Nevada)At ICON, it’s our people that set us apart. Our diverse teams enable us
Reference
JR117810
Expiry date
01/01/0001
Author
Michael HartleyAuthor
Michael HartleySalary
Location
UK, Reading
Department
Real World Solutions
Location
Barcelona
Madrid
Reading
Remote Working
Hybrid: Office/Remote
Business Area
ICON Full Service & Corporate Support
Job Categories
Sales
Job Type
Permanent
Description
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 I
Reference
JR117258
Expiry date
01/01/0001
Author
Roxanne BicknellAuthor
Roxanne BicknellSalary
Location
Regional United States (PRA)
Department
Full Service - Commercial Solutions
Location
Multiple US Locations
Remote Working
Hybrid: Office/Remote
Business Area
ICON Full Service & Corporate Support
Job Categories
Sales
Job Type
Permanent
Description
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 I
Reference
JR117108
Expiry date
01/01/0001
Author
Mitzi OvertonAuthor
Mitzi Overton