Director, Business Development

Director, Business Development

ICON plc is a world-leading healthcare intelligence and clinical research organization. We’re proud to foster an inclusive environment driving innovation and excellence, and we welcome you to join us on our mission to shape the future of clinical development

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.

Account Executive (BD) 

Tokyo, Japan.

Summary :

The Account Executive is a manager of client relationships by developing knowledge of the client's business objectives, goals, markets and needs in order to deliver appropriate solutions. The focus of the position is providing industry knowledge, program planning, consultation & client recommendations, budget & performance guarantee management, up-selling and revenue & activity forecasting.

アカウント・エグゼクティブは、クライアントのビジネス目標・目的・市場・ニーズを深く理解し、最適なソリューションを提供することで、顧客関係を管理・発展させる役割を担います。このポジションの主な役割は、業界知識の提供、プログラム企画、コンサルティングおよび顧客への提案、予算およびパフォーマンス保証の管理、アップセル活動、収益および業務予測にあります。

Job Description :

• Serve as primary interface to assigned clients, responsible for overall relationship and satisfaction.

• Provide ongoing consultation on all aspects of program/product/service strategy and incentives.

• Accurately manage client billing, revenue and activity forecasting, performance guarantees and annual budget/contract renewals.

• Provide regular reports to clients on budget, delivery timelines, activity, evaluation, program/product/service recommendations and strategic plans.

• Work with Client Service team to develop client-specific work-plan.

• Monitor the program/product/service delivery to ensure contract requirements and client expectations are met.

• Communicate client needs in a timely and effective manner to Client Service team and other appropriate departments.

• Track projects through completion and implementation.

• Manage relationships with clients' other vendor partners as appropriate.

• Provide support to Sales team on issues such as strategy and program/product/service design.

• Consult with Sales team on customer contract negotiations regarding program/product/service delivery timelines, statements of work and investment schedules.

• Coordinate with Director and Sales Representative or similar to identify up-sell opportunities with existing customers.

• Stay abreast of industry trends; responsible for consulting with clients on trends.

• Provide client feedback to subject matter experts and Client Service teams for development and process improvement.

• Participate in internal developmental and administrative committees and in external professional organizations, as appropriate.

• Prepare monthly, quarterly and annual or ad hoc reports on client performance statistics with both qualitative and quantitative data.

• Develop and maintain knowledge of competitors in the market and other third-party vendors in existing client base.

• Provide feedback to Marketing, Product Development, Research and all appropriate cross-functional departments regarding client and market needs and competitive data.

• Use the time reporting system; signing and reporting all exception time on a weekly basis.

• Complete other administrative tasks, such as travel and expense reporting or similar, in a timely manner.

• Perform responsibilities in a professional manner, meeting the Company’s mission and goals.

 

• 担当クライアントの主な窓口として、全体的な関係構築および顧客満足度を維持・向上させる。
• プログラム／製品／サービス戦略およびインセンティブに関する継続的なコンサルテーションを提供する。
• クライアントの請求、収益、活動予測、パフォーマンス保証、年間予算・契約更新を正確に管理する。
• 予算、納期、活動状況、評価、製品／サービスに関する提案および戦略計画について、定期的にクライアントへ報告する。
• クライアントサービスチームと協働し、クライアント固有のワークプランを策定する。
• 契約要件およびクライアントの期待に沿ってプログラムやサービスの提供をモニタリングする。
• クライアントの要望を迅速かつ的確に関連部門へ伝達する。
• プロジェクトの進行状況を追跡し、完了・実施までを管理する。
• 必要に応じて、クライアントの他ベンダーとの関係を管理する。
• 営業チームをサポートし、戦略やプログラム／サービス設計に関する助言を行う。
• 営業チームと協働し、契約交渉（納期、作業範囲、投資スケジュールなど）を支援する。
• ディレクターおよび営業担当者と連携し、既存顧客へのアップセル機会を特定する。
• 業界動向を常に把握し、顧客へトレンドに基づくコンサルティングを提供する。
• クライアントのフィードバックを専門チームやサービスチームへ共有し、改善に活かす。
• 社内の開発・運営委員会や、外部の専門団体への参加を行う場合がある。
• 定期的（毎月・四半期・年間）または必要に応じて、定性的・定量的データを用いた顧客パフォーマンス報告書を作成する。
• 競合他社や他ベンダーの動向を把握し、社内に共有する。
• クライアントおよび市場ニーズ、競合情報をマーケティング・製品開発・リサーチなど関連部署へフィードバックする。
• タイムレポートシステムを使用し、例外時間を毎週報告・承認する。
• 出張・経費報告などの事務手続きを期限内に完了する。
• 会社のミッションと目標に沿って、プロフェッショナルな姿勢で職務を遂行する。

Requirements:

• 5+ years of experience in clinical research as CRA, Clinical Trial Manager and similar.

• Fluency in Japanese, High-business level English

• Able to travel domestically and internationally

• CRO industry experience and BD experience are preferred

• CRA、Clinical Trial Manager、または類似ポジションでの臨床開発業務経験 5年以上
• 日本語：ネイティブレベル、英語：ビジネス上級レベル
• 国内外への出張が可能であること
• CRO業界経験およびビジネスデベロップメント（BD）経験者を歓迎

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.

What ICON can offer you:

Visit our careers site to read more about the benefits ICON offers.

At ICON, inclusion & belonging are fundamental to our culture and values.   We’re dedicated to providing an inclusive and accessible environment for all candidates. ICON 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.

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