Job Information
ICON Clinical Research Vice President, Global Accounts & Commercial Strategy in Topeka, Kansas
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.
Vice-President, Global Accounts & Commercial Strategy
The VP, is responsible for the oversight and management of a portfolio of large pharma accounts, including established Tier 1 accounts and Tier II accounts that can be developed into Tier I accounts. Responsible to expand customer relationships and broaden the business base by driving the coordination and the achievement of the key Commercial Initiatives, as defined by the Commercial Initiatives Leadership through the development and execution of annual commercial-specific initiatives, whether originating in commercial, or delegated to commercial by ICON executive management.
Portfolio VP Global Accounts Responsibilities:
• Lead account executives and global account directors (up to 10 direct reports) and a portfolio of approximately 18 important Global Accounts, as defined by the Commercial Account Matrix, with $500-700m target
• Drive account performance to meet or exceed annual sales target for these Global Accounts
• Set the strategy for account penetration and selling, developing prospective/integrated solutions based on customer vision, portfolio/pipeline strategy and a deep understanding of account/customer needs to drive joint value creation
• Build strong, durable relationships with key operational decision-makers within those accounts
• Build proposal volumes from each account; achieve the targeted level of proposals for each account
• Work to ensure that ICON Operations (broadly defined) achieves the program milestones and results to which it commits; trouble-shoot and escalate issues where necessary to ensure sponsor client satisfaction
• Direct oversight of account penetration, pursuit of preferred provider partnerships, strategic deal reviews
• Establish, track, and communicate leading indicators of sales performance; Performance measured by hit/strike rate, proposal volume, sales results, and a minimum of 2 break-in accounts
• Serve as Executive Sponsor as guided by the ICON Leadership Team for 1-2 accounts
ICON Commercial Initiatives:
• Initiatives that are initiated outside ICON Commercial, but delegated, in whole or in part, to ICON Commercial, to be prosecuted to completion or to commercialization (i.e., Healthcare Intelligence Organization, Big Data, the "Patient, Site and Data Strategy", etc.)
• Work with the Chief Commercial Officer, SVP Head, Global Pharma Strategy & Business Development, and others of the CLT, to frame the overall Commercial Strategy for ICON, either multi-year or in the context of a specific annual plan
• Work with the Commercial Leadership Team (CLT) to define the prospective initiatives that are integral to the Commercial Plan for each year
• Ensure that each initiative has all the key ingredients associated with execution, including CLT sponsor, initiative team members, scope definition and deliverables, implementation plan, and measurement
• Establish systematic governance process for review of all defined initiatives; ensure participation of CLT and review of progress in Commercial Management Team (CMT) meetings
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.