Executive Director, Business Development - Specialty Sales
Location: U.S. (Remote)
ICON plc is a world-leading healthcare intelligence and clinical research organisation. From molecule to medicine, we advance clinical research providing outsourced services to pharmaceutical, biotechnology, medical device and government and public health organizations.
With our patients at the center of all that we do, we help to accelerate the development of drugs and devices that save lives and improve quality of life.
Our people are our greatest strength, are at the core of our culture, and the driving force behind our success. ICON people have a mission to succeed and a passion that ensures what we do, we do well.
The Role:
This role will be focused within our Site & Patient Services group (Accellacare, Accellacare In Home Services and Firecrest).
* Member of the Extended Global Business Development Leadership Team (EGBDLT).
* Directly and/or indirectly manage specialty sales team(s) including performance management.
* Lead bid development activities both creating opportunities with customers and converting opportunities to sales for the defined specialty sales service line area(s).
* Manage relationships with customers and prospects that result in new revenue growth and a positive, healthy customer relationship for the service line and ICON
* Create and articulate specialty service line(s) competitive advantage and value proposition(s) for internal and external stakeholders.
* Work closely with Marketing and Inside Sales teams to promote and grow the business.
* Manage client relationships to position ICON appropriately with key decision-makers and influencers, fostering a culture of continued communication (via formal and informal channels) with sponsors on business issues and strategic opportunities.
* Work with the regional AE managers and their regionally based full service AEs to ensure that specialty in customer value propositions and client presentations.
* Conduct customer segmentation, pipeline analysis and other research to identify ideal customer targets and buying influencers.
* Conduct and analyze competitive intelligence to expand market share.
* Align with broader BD function (regional sales teams, Global Accounts, Strategic Alliances, and Inside Sales) and defined service line leadership, to develop integrated selling strategies to expand market share and penetration.
* Support Regional BD Leadership in the development of Customer Playbooks.
* Contribute proactively to continuous improvement in the company's business development activities in terms of identifying new opportunities and improving information sharing within the organization and regional teams.
* Provide support, advice and guidance to create, support and deliver initiatives and programs in order to take advantage of market opportunities.
* Conduct training session(s) with all global business development staff.
* Provide input into pricing strategy.
* Support development of annual sales targets for defined specialty sales area(s) in collaboration with VP Specialty Sales and service line leadership.
* Adhere to ICON's values, which centers on our commitment to People, Clients and Performance.
* Travel (30-50%) domestically and/or internationally.
* Provide other activities at the request of the Senior Vice President, Global Business Development or Vice President, Specialty Sales.
* Member of the Extended Global Business Development Leadership Team (EGBDLT).
* Directly and/or indirectly manage specialty sales team(s) including performance management.
* Lead bid development activities both creating opportunities with customers and converting opportunities to sales for the defined specialty sales service line area(s).
* Manage relationships with customers and prospects that result in new revenue growth and a positive, healthy customer relationship for the service line and ICON
* Create and articulate specialty service line(s) competitive advantage and value proposition(s) for internal and external stakeholders.
* Work closely with Marketing and Inside Sales teams to promote and grow the business.
* Manage client relationships to position ICON appropriately with key decision-makers and influencers, fostering a culture of continued communication (via formal and informal channels) with sponsors on business issues and strategic opportunities.
* Work with the regional AE managers and their regionally based full service AEs to ensure that specialty in customer value propositions and client presentations.
* Conduct customer segmentation, pipeline analysis and other research to identify ideal customer targets and buying influencers.
* Conduct and analyze competitive intelligence to expand market share.
* Align with broader BD function (regional sales teams, Global Accounts, Strategic Alliances, and Inside Sales) and defined service line leadership, to develop integrated selling strategies to expand market share and penetration.
* Support Regional BD Leadership in the development of Customer Playbooks.
* Contribute proactively to continuous improvement in the company's business development activities in terms of identifying new opportunities and improving information sharing within the organization and regional teams.
* Provide support, advice and guidance to create, support and deliver initiatives and programs in order to take advantage of market opportunities.
* Conduct training session(s) with all global business development staff.
* Provide input into pricing strategy.
* Support development of annual sales targets for defined specialty sales area(s) in collaboration with VP Specialty Sales and service line leadership.
* Adhere to ICON's values, which centers on our commitment to People, Clients and Performance.
* Travel (30-50%) domestically and/or internationally.
* Provide other activities at the request of the Senior Vice President, Global Business Development or Vice President, Specialty Sales.
Benefits of Working in ICON:
Our success depends on the knowledge, capabilities and quality of our people. That's why we are committed to developing our employees in a continuous learning culture - one where we challenge you with engaging work and where every experience adds to your professional development.
At ICON, our focus is to provide you with a comprehensive and competitive total reward package that comprises, not only an excellent level of base pay, but also a wide range of variable pay and recognition programs. In addition, our best in class employee benefits, supportive policies and wellbeing initiatives are tailored to support you and your family at all stages of your career - both now, and into the future.
ICON, including subsidiaries, 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.
.png)
.png)
