National Account Director - Pharma and Biotech

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.

Healthcare Intelligence Experts.

Symphony Health, part of the ICON plc family, is a leading provider of high-value data, analytics, technology solutions and actionable insights for healthcare and life sciences manufacturers, payers and providers. The company helps clients drive revenue growth and commercial effectiveness, while adapting to the transformation of the healthcare ecosystem, by integrating a broad set of patient, prescriber, payer and clinical data together with primary and secondary health research, analytics and consulting. Symphony delivers a comprehensive perspective on the real dynamics that drive business in the healthcare and life sciences markets.  

What will you do?

A National Account Director is well experienced executive who acts as the principal point of contact with select SHS customers. The NAD leads an integrated account team comprised of product and service experts which are generally dedicated or aligned with these select customers. The NAD is the principal sales leader for these client relationships and is ultimately responsible for fulfilling the sales targets and cultivating the SHS relationship and performance.

The members of the account team are not NAD direct reports in most cases. Rather they are parts of a formal customer team and are aligned and directed through a shared customer vision and a formal account business plan. The NAD is the principle author/coordinator of the account business plan which is developed in collaboration with fellow account team members. This account business plan becomes the primary document that prioritizes and drives the activity of the account team and provides for quantitative and qualitative measures and metrics for account success.

To effectively lead an integrated account team an NAD must: understand vision and strategy; the big picture with the need for attention to detail, must demonstrate a high level of personal accountability, must possess the know how for working in a matrix environment and to lead teams, must have a well developed sense for our business, and must be able to manage complexity and have the appropriate financial acumen. This individual must also demonstrate strong communications skills and executive poise since this individual will lead the efforts into the customer c-suites.  In addition the NAD needs to understand their role in customer advocacy balanced with the need of the business.  Finally this individual should have a high tolerance for ambiguity, must be comfortable with change and be able to demonstrate prudent decision making and sound judgment.

The NAD will report to the Vice President of Sales but will have significant interactions with senior SHS management.

Essential Duties and Responsibilities:

The NAD serves as the “general manager” and ultimately the person responsible for the SHS relationship and performance.  Fulfilling these broad responsibilities requires a detailed understanding of the client, our company, our products and services, and an understanding of the processes and methods to fulfill client expectations and our sales targets.  Successful large account management relies on strong capabilities in leading and directing matrixed teams and managing multiple agendas.  Incumbents need to have a firm grasp of the “big picture” yet be capable of managing the “details” to assure true client satisfaction and achievement on the Company’s business objectives.

Chief among the duties of a NAD is the development and execution of the Account Business Plan.  This business plan articulates the chief client needs, the Company’s business priorities and the many and varied activities necessary to achieve and fulfill the business objectives.  Success is defined by fulfilling the business plan objectives and meeting or exceeding the sales objectives for our product and services.

There are numerous business processes for which the NADs must be SMEs.  These processes include the Account Business Planning Process, the sales forecasting and funnel process, the pricing and contracting process, the sales development process from idea generation & client problem/question through the offer development, negotiation and deal close, and the implementation of the Plan of Action.  NAD will also be expected to fully leverage the Sales Force Automations tools and related reporting applications as is necessary.

Given the nature of these clients it is essential that the NAD possess a strong executive presence and cultivates a client relationship across the client organization including the client c-suite.  These deep and broad relationships are to be augmented with the SHS leadership efforts of the VP for Sales and Marketing, the Area VPs, Practice Area executive management and the Symphony Health Solutions as the case warrants.

From time to time and at the direction of management the NAD will be asked to assume important collateral responsibilities designed to both develop their skills and fulfill Company needs.  Examples could include working with Brand Management, participating in company strategic planning efforts, new business development and other such duties as management deems necessary.

Detailed Duties:

• Organizing and establishing the necessary business rhythm and communications approach for the team.

• Line of sight to account team client contact, including full knowledge of existing business, new business development and account growth as executed on a day to day basis by the account team members.

• Assuring the account team’s execution of the strategic account plan, including development and implementation of qualitative and quantitative metrics for achieving account success.

• Managing/organizing day to day direction of account team activities to ensure proactive and seamless pursuit of business with assigned accounts – while the NAD is not involved in every customer interaction, they are informed, engaged and consulted in order to provide high level support and team direction.  

• Serves as the high level client contact

• Proactively builds deeper strategic relationships at higher levels within the accounts, e.g., C-suite level contacts.

• Being the go-to resource of the account team for senior SHS management to report performance against both the strategic account plan and revenue targets.

• Frequently monitors and reports activity against plan.

• Acts as a team leader by keeping the Team informed, clarifying methods for working together, reminding Team of it’s common Goal, and conducting productive Team meetings.

• Meets or exceeds appropriate financial goals for the Team

• Demonstrates enthusiasm, drive, rigor and a sense of urgency when managing the business.

• Knows when to share decision making and when not to… takes ownership for difficult decisions.

• Keeps on top of changes and trends in the marketplace and how these impact the business.

• Performs other duties as assigned by supervisor.

What do you have?

• Education: Bachelor's degree in business, sales or marketing or equivalent. Advanced degree in Business is desirable. 

• 7+ years of experience in the pharmaceutical/ life science industry in the following areas: sales, marketing consulting, data analytics, and managed care, including at least 5 years of client facing roles.

• Demonstrated ability to achieve quota.

• Located in Eastern Pennsylvania or New Jersey and have the ability to travel 30%-40%.

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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.