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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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