Senior Commercial Excellence Training Specialist

Senior Commercial Excellence Training Specialist - 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.

We are seeking an experienced Senior Commercial Excellence Training Specialist to design, deliver and continuously evolve ICON’s commercial training and capability programs. This role is intentionally broad in scope: rather than owning a single fixed curriculum, the successful candidate will build and flex a portfolio of enablement initiatives – spanning bid defense excellence, onboarding, continuous coaching and capability development – in line with ICON’s changing commercial priorities.

The role establishes a consistent, high-performing approach to commercial capability building, equipping Business Development, Operations, Therapeutic Experts and senior stakeholders to perform at their best across client-facing moments that matter. Working closely with Business Development, Clinical Operations, Proposals, Therapeutic Experts, Learning & Development and senior leadership, the role owner will maintain best-practice methodologies, training content and performance improvement frameworks, and will be expected to take on new initiatives as ICON’s commercial enablement agenda develops.

• Develop, implement and maintain standardized, end-to-end methodologies for priority commercial capability programs, starting with bid defense excellence and expanding to other initiatives as agreed with leadership.
• Establish frameworks for strategy, preparation, delivery and post-activity evaluation that can be adapted across multiple training initiatives, not limited to a single program.
• Develop and maintain playbooks, training resources, preparation tools, presentation guidelines and templates that can be reused and re-purposed across initiatives.
• Partner with commercial and operational leaders to keep methodologies aligned with client expectations, organizational capabilities and evolving business priorities.
• Drive adoption of best practice across business units, therapeutic areas and regions.

• Significant experience in Commercial Excellence, Sales Enablement, Learning & Development, Business Development or a related function.
• Experience designing and delivering training for cross-functional teams and senior stakeholders.
• Experience implementing standardized methodologies, competency frameworks and improvement initiatives.
• Strong understanding of the clinical research industry and CRO business development lifecycle, including proposals and bid defenses.
• Demonstrated ability to work across multiple concurrent initiatives and adapt quickly to shifting priorities.
• Excellent facilitation, presentation, coaching, communication and stakeholder-influence skills.
• Strong project management and analytical skills; experience in a global or matrixed organization.

• Previous experience in a CRO, pharmaceutical, biotechnology or clinical research organization.
• Direct experience supporting or participating in client bid defenses.
• Knowledge of clinical trial operations, study delivery and therapeutic strategy.
• Experience establishing commercial training programs, centers of excellence, or enablement platforms.
• Experience with AI-enabled coaching tools, digital/interactive learning design, or sales enablement technology (e.g. Seismic or similar).
• Relevant qualification in Learning & Development, instructional design, organisational development or business.

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