Executive Director, Deals Center of Excellence

Executive Director, Deals Center of Excellence - Remote, US

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.

The Executive Director, Deal Center of Excellence leads a focused global commercial capability that improves ICON's approach to winning, structuring, negotiating, and expanding its most strategic customer partnerships across the pharmaceutical, biotechnology, and medical device sectors. The role is a trusted commercial advisor to business development, strategic accounts, operations, finance, proposals, and executive leadership, bringing customer insight, competitive intelligence, delivery considerations, and economic objectives together in clear deal strategies. The position strengthens opportunity management, increases preferred-provider conversion, improves decision quality and speed, and creates repeatable approaches that support sustainable revenue and margin growth.

Responsibilities

• Define and lead the global Deal Centre of Excellence strategy, operating model, governance, performance measures, and implementation.

• Prioritize and support strategically important pursuits, preferred-provider opportunities, complex renewals, and other major deals.

• Lead structured pursuit strategy workshops that establish customer objectives, win themes, stakeholder plans, competitive positioning, risks, investment choices, negotiation goals, and clear ownership across the deal team.

• Shape commercial solutions and partnership structures that balance customer value, competitive positioning, operational feasibility, pricing discipline, risk, and sustainable economics.

• Direct executive deal reviews by presenting evidence-based recommendations on probability of success, strategic value, commercial options, required investments, key risks, and negotiation guardrails.

• Partner closely with Commercial Finance to ensure that commercial strategy is robust while financial governance and control responsibilities remain independent and effective.

• Lead negotiation of identified strategic pursuits in collaboration with business development, operations, and commercial finance.

• Build and maintain reusable playbooks, customer and competitor insights, win-loss learning, deal benchmarks, negotiation approaches, and post-award reviews to improve future pursuits and commercial capability.

• Develop a high-performing specialist team and influence broader commercial, operational, proposal, and leadership communities through coaching, training, data-driven insights, and continuous improvement across the opportunity lifecycle.

Requirements:

• Bachelor's degree in Business, Finance, Economics, Life Sciences, or a related discipline.

• Significant experience in commercial strategy, proposals, pricing, strategic deal management, or related commercial leadership roles.

• Demonstrated success developing and executing commercial strategies for large, complex RFPs, strategic partnerships, or enterprise-level pursuits.

• Strong financial acumen with deep understanding of pricing methodologies, business case development, profitability analysis, and financial modeling.

• Experience influencing and partnering with senior leaders across finance, operations, commercial, and executive teams.

• Proven ability to evaluate customer requirements and translate them into differentiated commercial solutions.

• Strong negotiation support experience, including bid defense participation and commercial term development.

• Excellent executive communication and stakeholder management skills.

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What ICON can offer you:

Our success depends on the quality of our people. That’s why we’ve made it a priority to build a diverse culture that rewards high performance and nurtures talent.

In addition to your competitive salary, ICON offers a range of additional benefits. Our benefits are designed to be competitive within each country and are focused on well-being and work life balance opportunities for you and your family.

Our benefits examples include:

• Various annual leave entitlements

• A range of health insurance offerings to suit you and your family’s needs.

• Competitive retirement planning offerings to maximize savings and plan with confidence for the years ahead.

• Global Employee Assistance Programme, LifeWorks, offering 24-hour access to a global network of over 80,000 independent specialized professionals who are there to support you and your family’s well-being.

• Life assurance

• Flexible country-specific optional benefits, including childcare vouchers, bike purchase schemes, discounted gym memberships, subsidized travel passes, health assessments, among others.

Visit our careers site (https://careers.iconplc.com/benefits) 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.

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 or submit a request here (https://careers.iconplc.com/reasonable-accommodations)

Interested in the role, but unsure if you meet all of the requirements? We would encourage you to apply regardless – there’s every chance you’re exactly what we’re looking for here at ICON whether it is for this or other roles.

Are you a current ICON Employee? Please click here (https://wd3.myworkday.com/icon/d/task/1422$1235.htmld) to apply