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Director, Account Management

US-California-San Francisco (MediMedia)
Reference: 053251
This vacancy has now expired.

The Account Director (AD) is responsible for generating new and repeat business with clients, leading account teams that service clients, providing strategic insights and planning, and overall financial oversight of his/her assigned accounts. The AD serves as a key strategic resource to the internal management team.


·         Innovative Solution Development:  As the senior member of the Integrated Access and Outcomes Solutions team, the AD/AVP is responsible for identification and generation of integrated access, commercialization, and communications solutions from new and assigned client accounts to a given target annually through a cross-functional, thought leadership-based approach.  Responsibilities include, but are not limited to, lead generation, relationship marketing, thought leadership, lead follow up, RFP responses, leading pitches, upselling within existing clients, etc.

·         Client Management:  As the senior client-facing account person, drive a team culture that is committed to understanding client needs and delivering excellence while managing client expectations around timelines. The AD/AVP should work with Practice Leads to drive timely delivery of proposals, SOWs, invoices, and work with client to secure signed SOWs to start work and recognize revenue in a timely way.

·         Client Strategic Resource:  Serve as the senior account strategist on client teams, setting up strategic ideation to support brand plans, launches, and the strategic section of pitches. Lead strategy work on a day-to-day basis for clients. Drive innovation and “big ideas” based on client needs and personal knowledge and expertise.  Leverage other internal resources as necessary in Medical, Strategy, Digital, Design, etc.

·         Thought Leadership/Marketing: As a senior manager with deep subject matter expertise, drive innovation through sharing ICON thought leadership research, client learnings and ideas for innovation with other account teams and managers as appropriate. The AD should support the ICON Commercialization and Outcomes thought leadership and marketing programs through continuous absorption and synthesis of industry news and content and act as an advisory resource to the development of new thought leadership programs and initiatives.

·         Financial Oversight: As the senior manager, provide overall direction and oversight of client financials, including proposals, SOWs, invoicing, revenue, and sales projections.  Ensure the account team is providing information to clients (invoicing, accruals) and the internal finance teams in a timely way using the appropriate systems, templates, pricing grids, etc.  The AD/AVP should drive project profitability through following pricing guidelines and hours estimates in SOWs, requesting change orders from clients when appropriate and supporting the use of internal resources over freelance partners as much as possible.

·         Recognize, exemplify and adhere to ICON's values which center around our commitment to People, Clients and Performance.

·         As a member of staff, the employee is expected to embrace and contribute to our culture of process improvement with a focus on streamlining our processes adding value to our business and meeting client needs.

·         Travel (approximately 30%) domestic and/or international.

·         Provide overall direction and vision to larger virtual teams created to service specific clients and/or projects

·         Mentor account team members to help them grow to meet clients’ needs and meet their personal career objectives


To perform the AD role successfully, the individual in the role must meet the requirements and possess the skills and knowledge listed below.  Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

·         A bachelor’s degree in business or a related field at minimum; an advanced degree in business, communications, public health, health administration, pharmacy, etc. a plus

·         8-10 years business development and/or project delivery experience in a pharmaceutical-focused market access/HEOR consultancy or agency

·         Extensive client connections in the pharmaceutical, biotech, medical device, and/or diagnostic strongly desired

·         Subject matter expertise in key areas including but not limited to: market access, marketing/brand planning, health economics, real world evidence, and medical communications

·         Strong understanding of healthcare ecosystems in the US and Europe, competitive pressures on manufacturers, their customers (primarily payers and health systems), and how this provides opportunities and challenges to our clients

·         Strong ability to prioritize and organize work in a remote/home office setting, meet deadlines, multitask and successfully function within a team environment is required

·         Excellent presentation, negotiation, and problem-solving skills preferred

·         Ability to work within Microsoft suite of business software and ability to learn new software systems necessary to job function

·         Must be detail-oriented and work well within a team environment providing proper leadership and build a positive collaborative environment while assigning appropriate work streams

·         Synthesize complex or diverse information and data

·         Familiarity with budgeting and reporting

·         Experience in project management

·         Ability to adjust to changing priorities

·         Provide quality customer service both proactive and reactive; Identify areas of potential problems and offer creative solutions #LI-AA1


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