JOB DESCRIPTION:   Executive Director, Sales Strategy

REPORTS TO:  Vice President, Global Sales Strategy

REGION:  Global

POSITION SUMMARY:

·         Leads the development and execution of the global strategic sales plan for an ICON Service, Function or Market.

JOB FUNCTIONS/RESPONSIBILITIES:

·         Drives and/or has active involvement in all key opportunities/partnership discussions.

·         Drives key account/enterprise strategy & activities for assigned business unit

·         Member of the Extended Global Business Development Leadership Team (EGBDLT).

·         Develops an annual and long-term sales strategy for an ICON Service-line, Function or Market under the direction of the Vice President, Sales Strategy, and in alignment between the EVP Global Business Development and ICON Functional Business Owner.

·         Owns and drives team to exceed annual sales target for his/her assigned business unit

·         Responsible for upskilling sales & operations team for assigned business unit to ensure goal achievement.

·         Active participation in the sales team’s onboarding and training.

·         Conducts customer segmentation, pipeline analysis and other research to identify ideal customer targets and buying influencers.

·         Conducts and analyzes competitive intelligence to expand market share.

·         Aligns with EDSS peers to develop integrated selling strategies to expand share of wallet.

·         Supports Regional BD Leadership in the development of Customer Playbooks.

·         Assures all global business development leaders and staff are educated and trained in the strategic sales plan.

·         Assures all global business development staff achieve the objectives in the strategic sales plan through a matrix reporting responsibility.

·         Conducts an annual strategy training session with all global business development staff.

·         Collaborates with Marketing and Inside Sales on campaigns to promote brand awareness and lead generation.

·         Provides input into pricing strategy.

·         Supports monthly/quarterly/annual sales forecasts.

·         Supports development of annual sales targets.

·         Provides subject-matter-expertise to business development leaders and staff and during customer meetings and bid defenses.

·         Seeks and applies input from ICON business owners, business development leadership and staff into strategy plans and activities.

·         Presents Strategic Sales Plans to the ICON Leadership.

·         Exemplifies and adhere to ICON's values which centers around our commitment to People, Clients and Performance.

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

·         Provides other activities at the request of the Executive Vice President, Global Business Development or Vice President, Sales Strategy.

QUALIFICATIONS/EXPERIENCE REQUIRED:

·         Education:  BS degree in Life Sciences or equivalent.

·         7 or more years successful sales track record with a CRO or related organization ⁽¹⁾

·         5 or more years sales management experience with a CRO or related organization ⁽¹⁾

·         Prior experience developing high level, strategic sales or business plans.

·         Thorough understanding of the clinical development process.

·         Ability to present at a “C” suite/executive level.

·         Advanced competency level in Miller Heiman Strategic Selling.  ICON will provide training to this level.  Employee will be required to complete all training within 1 year of placement in position.

·         Fluent English written and spoken.

·         Ability to work independently and in a multi-functional/matrix team environment.

·         Considerable interpersonal and social skills.

⁽¹⁾       May be waived by EVP Global Business Development for other relevant experience

*LI-PW1