ICON plc
Executive Director, Business Development
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Executive Director, Business Development - EMEA
ICON is a global healthcare intelligence and clinical research organisation united by a mission to bring new medicines and treatments to patients faster.
As a values-driven organisation, integrity, collaboration, agility, and inclusion are at the heart of how we work and interact with each other, customers, patients and suppliers.
As an Executive Director, Business Development at ICON, you will play a key leadership role in driving strategic growth across our early phase clinical research business. You will leverage your expertise in clinical pharmacology and business development to build strong client partnerships, identify new opportunities, and develop strategies that support the continued growth of ICON’s early phase capabilities across Europe.
This is a strategic sales leadership role, requiring a strong understanding of Phase I clinical pharmacology, early patient studies, and the needs of pharmaceutical and biotechnology clients. You will work closely with internal teams and clients to position ICON’s early phase capabilities, develop tailored solutions, and deliver sustainable commercial growth.
What You Will Do
Your leadership will shape business development strategy across the early phase business, strengthening client relationships, identifying opportunities for growth, and ensuring we continue to deliver innovative, high-quality solutions at scale.
Key responsibilities include:
- Lead the development and execution of comprehensive business development strategies for ICON’s early phase and clinical pharmacology business across Europe.
- Identify, develop and pursue new business opportunities aligned with ICON’s strategic objectives, leveraging industry trends, market intelligence and client insights.
- Build and maintain strong relationships with pharmaceutical and biotechnology companies, particularly within the early phase and clinical pharmacology space.
- Leverage a strong understanding of Phase I clinical pharmacology studies and early patient studies to identify client needs and position ICON’s capabilities effectively.
- Support business development for ICON-owned Clinical Research Units (CRUs), helping to grow early phase study opportunities and strengthen ICON’s market position.
- Develop and maintain a robust sales pipeline, taking opportunities from initial engagement through proposal, negotiation and contract close.
- Lead complex commercial discussions and negotiations, working collaboratively with internal stakeholders to develop compelling, client-focused solutions.
- Collaborate with operational, scientific, commercial and functional teams to develop customized proposals and solutions that differentiate ICON’s early phase offering.
- Monitor competitor activity, market dynamics and industry trends to identify opportunities and inform commercial strategy.
- Provide strategic leadership and direction to the business development team, supporting capability development, performance and delivery against commercial objectives.
- Build strong internal partnerships and ensure effective collaboration across business development, operations and other key functions.
- Represent ICON at relevant industry events, conferences and client meetings, strengthening our presence and reputation within the early phase market.
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Your Profile
To succeed in this role, you will bring an established track record of sales and business development leadership within early phase clinical research, combined with strong commercial acumen and an ability to build trusted relationships with senior clients.
Required qualifications and experience:
- Bachelor's degree in business, life sciences, clinical research or a related field; an advanced degree is preferred.
- Extensive experience in business development, sales or commercial leadership within the pharmaceutical, biotechnology, clinical research or CRO industry.
- Demonstrable sales and business development experience within early phase clinical pharmacology, particularly Phase I clinical trials and/or early patient studies. Previous experience in this area is essential.
- Experience supporting or selling services delivered through Clinical Research Units (CRUs) or comparable early phase clinical research facilities is highly desirable.
- Proven track record of successfully developing and closing complex business opportunities, driving revenue growth and exceeding commercial targets.
- Strong understanding of the European early phase clinical research market, including pharmaceutical and biotechnology client needs and the competitive landscape.
- Established network of relationships with pharmaceutical and biotechnology companies, particularly within the early development and clinical pharmacology space.
- Proven leadership experience, with the ability to motivate, develop and support teams while driving accountability and commercial performance.
- Strong strategic thinking and problem-solving skills, with the ability to translate market intelligence and client needs into actionable business development strategies.
- Excellent communication, presentation, negotiation and interpersonal skills, with the ability to build credibility and influence senior decision-makers.
- Ability to work effectively across a highly matrixed, international organization and collaborate with operational and functional leaders.
- Willingness and ability to travel regularly across Europe, with approximately 25–50% travel expected, depending on location and business requirements.
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Location and Working Arrangements
This role will ideally be based in Europe, reflecting the highly regionalised nature of the early phase clinical research market and ICON’s strong position as a leading early phase provider in the region.
Remote working is supported, with the expectation that the successful candidate will be able to travel regularly to meet clients, visit relevant ICON sites and CRUs, attend industry events and support business development activity across Europe.
The successful candidate will be expected to operate with a high degree of autonomy while maintaining close collaboration with ICON’s European commercial, operational and leadership teams.
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Employment with ICON is contingent upon having the legal right to work in the country where the role is based.
Rewards & Benefits
ICON offers a competitive and comprehensive total rewards package designed to support your health, wellbeing, and career development.
Benefits may include:
- Competitive base salary and performance related incentives
- Health and wellbeing programmes including medical, dental, and vision coverage where applicable
- Retirement and pension plans
- Life assurance and disability coverage
- Employee assistance programmes and wellbeing resources
- Learning and development opportunities through structured training and career pathways
Benefits may vary depending on role and location.
Visit our careers site to read more about the benefits ICON offers.
Inclusion and Accessibility
ICON is an equal opportunity employer. We are committed to building an inclusive and accessible workplace where everyone feels valued and supported.
If you require reasonable accommodations during the recruitment process, please let us know or submit a request here.
Are you a current ICON Employee? Please click here to apply.
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