Executive Director, Inside Sales

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.

Position Overview

As the Executive Director of Inside Sales, you will play a crucial role in driving sales growth by leading a global team of managers and inside sales specialists focused on demand generation across ICON’s solutions. The Executive Director will utilize innovative approaches and consistent implementation of scalable sales methodologies and internal processes to support our ambitious sales objectives.

Key Responsibilities

Leadership and Team Management

• Lead and mentor a global team of inside sales managers and specialists, providing guidance and support to achieve demand generation targets.

• Foster a high-performance culture that emphasizes teamwork, accountability, and continuous improvement.

• Conduct regular performance evaluations, provide constructive feedback, and identify opportunities for professional development.

Sales Methodology and Process Development

• Develop and implement a consistent demand generation methodology tailored to the unique needs of both biotech and pharma clients.

• Design and optimize internal processes to streamline sales operations, improve efficiency, and enhance the overall customer experience.

• Collaborate with cross-functional teams (e.g., marketing, product development) to align sales strategies with business objectives and market trends.

Sales Strategy and Planning

• Collaborate with senior leadership to define performance targets, strategies, and action plans to drive increased RFP volume and revenue growth.

• Conduct market research and competitive analysis to identify new opportunities and refine sales approaches.

• Develop and execute forecasts, budgets, and resource allocation plans to maximize team effectiveness.

Performance Monitoring and Reporting

• Establish key performance indicators (KPIs) to track sales performance, pipeline development, and customer engagement metrics.

• Implement robust reporting mechanisms to provide timely insights into sales trends, opportunities, and challenges.

• Analyze sales data and metrics to identify areas for improvement and make data-driven decisions to optimize sales strategies.

• Drive team compliance for relevant BD activity entry in SalesForce.

Training and Development

• Develop comprehensive training programs to onboard new hires and provide ongoing sales training and skill development for the inside sales team.

• Foster a culture of continuous learning and professional growth, encouraging team members to pursue certifications and expand their industry knowledge.

• Help each team members build relationships with key decision makers at key targeted accounts and assist in identifying the sponsor’s decision making process.

Corporate Culture

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

• Demonstrate cross functional collaboration with key functional and Therapeutic Heads during and throughout proposal development .

• Maintain regular communication with respective Executive Directors, US Regional VP and EVP of Business Development.

• Participate in scheduled service area and strategic teleconferences .

• Participate in company initiatives directed by senior management.

Qualifications

• Bachelor's degree in business administration, marketing, life sciences, or related field. MBA or advanced degree preferred.

• Proven experience (8+ years) in inside sales management, preferably in the life sciences or life sciences adjacent industries

• Demonstrated track record of success in building and leading high-performing sales teams, achieving sales targets, and driving revenue growth.

• Strong understanding of sales methodologies, processes, and best practices

• Excellent leadership, communication, and interpersonal skills, with the ability to collaborate effectively across teams and influence stakeholders at all levels.

• Strategic thinker with a results-oriented mindset, capable of developing and executing actionable sales strategies to capitalize on market opportunities.

• Analytical mindset with proficiency in data analysis and reporting, enabling informed decision-making and performance optimization.

• Based in the US, preferably on the East Coast, with ability to travel up to 10%

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.

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