SVP, Business Development

SVP, Business Development

Location: Blue Bell, PA

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 Summary:

Performs critical leadership to ensure ICON's success in the achievement of Global Pharma Strategy including achievement of global sales targets and new account development.

Drives the delivery of key commercial initiatives in collaboration with the Chief Commercial Officer to support effective client engagement, service delivery effectiveness, partnership success and high levels of customer satisfaction.

The role comprises four key areas:

Leads global sales strategy for established large pharma accounts and priority breakthrough accounts as allocated to the Large Pharma business area covering both full service clinical business and stand alone services.

Implements pro-active mid- long-term strategies to identify entry points to create executive level engagement in all accounts. Develops these into discrete partnership opportunities with key accounts and key stakeholders.

Establishes an effective engagement and large pharma business support team to drive effective priority breakthrough account engagement using market and business analytic tools and expertise.

Manages the implementation of an effective go-to-market strategy for decentralised trials and patient/site services and leverages this to drive Global Pharma business growth.

Primary Objectives:

• Expands ICON's footprint across allocated Global Pharma Accounts, especially where ICON doesn't currently have an established footprint or formal strategic alliance
• Builds a proactive executive-level client engagement strategy in priority breakthrough accounts and drives creation of deal strategies that open up opportunities for Global Pharma partnership expansion
• Builds a consistent roadmap of preferred provider opportunities for each account and implement focused, prioritised strategies to create strategic partnership opportunities
• Leads development and implementation of effective long-term sales and customer engagement strategies that expand relationships and achieve sales targets and revenue growth
• Leverages key strategic relationships to address issues that could hinder advancement of ICON's position with target accounts
• Sets specific New and Net Bookings Targets for each of the Global Pharma Account and drives Sales and Strategy teams to achieve annual targets
• Partners with CCO and President Global Large Pharma Operations to drive Executive Sponsor development and effectiveness across ICON
• Serves as an Executive Sponsor for selected account(s) as assigned by the CCO and CEO

Job Responsibilities:

• Creates a culture of collaboration and partnership to support the building of effective internal and external relationships.
• Works as part of the ICS leadership team to invest, develop and grow the Commercial Strategy team
• Leads Global Pharma Strategy to strengthen ICON's portfolio of services and how these are sold to our clients
• Manages, develops and directs EU/APAC Global Pharma Sales to achieve sales goals
• Manages, develops and directs Strategic Account Development to achieve account planning & development objectives
• Manages, develops and directs Engagement & Sales Support to achieve Large Pharma strategy support objectives
• Manage other VPs & Executive Directors as required to drive commercial partnering objectives
• Ensures that all key Strategic Account Development teams are working effectively and have actionable strategic account plans
• Collaborates with Large Pharma Global Operations Leadership to deliver on our commitment to customers and assess efficiencies in our current service delivery model
• Accountable for team recruitment and, in conjunction with CCO, sets annual sales targets
• Ensure clear allocation of sales targets at a global level across target accounts
• Travel as required
• Other duties as assigned

Supervisory Duties:

• Lead and manage direct reports by empowering and coaching them to deliver their key objectives.
• Provide effective management support through direct reports and matrix leaders to deliver a high performing culture and delivery.
• Carry out all relevant line management responsibilities including performance reviews, goal setting, development plans and annual compensation processes within budget and agreed parameters.
• Drive a clear talent management strategy to achieve successor ready leadership within the group.

Requirements:

• Minimum 15 years commercial experience in the Pharma/CRO industry, with a demonstrable track record in strategy development, partnership creation, account penetration and sales growth
• Thorough understanding of clinical development and the product commercialisation process
• Demonstrated capability and experience in developing strategic account plans
• Demonstrated capability in building effective strategic partnerships
• Track record in leading high-performing cross-functional commercial teams
• Sound understanding of the principles of Global Account Management
• Highest levels of interpersonal and social skills to permit interaction with executive management, within and outside of ICON
• Strong collaborator and partner
• Fluent English written and spoken.
• Ability to work independently and in a multi-functional/matrix team environment.
• Education: Minimum of a Bachelor's degree, MBA or PhD preferred

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.