Sr Director of Strategic Accounts

As a leading global contract research organization (CRO) with a passion for scientific rigor and decades of clinical development experience, Fortrea provides pharmaceutical, biotechnology, and medical device customers with a wide range of clinical development, patient access, and technology solutions across more than 20 therapeutic areas. With over 19,000 staff conducting operations in more than 90 countries, Fortrea is transforming drug and device development for partners and patients worldwide.

Fortrea’s Business Development team is seeking a dynamic sales professional with a relentless pursuit of exceeding client expectations. This high-visibility role will interact with key executive client teams and expand Fortrea’s visibility and relationships within large accounts.

Job Duties:

1. Collaborate with Top 100 Sales Leader in Europe, Client Services, Business Unit Presidents, Global Scientific Leadership, Strategic Partnering Leadership, and local operational leaders to develop and execute global account strategies within targeted alliance, strategic, and key accounts.
2. Be directly accountable for:
3. Achieving account portfolio financial goals
4. Building and maintaining strong client relationships
5. Growing market share of existing Business Unit (BU) service lines
6. Optimizing financial goals for new BU service line launches
7. Liaising with Alliance Management to identify, develop, and execute integrated Fortrea opportunities
8. Building high-level relationships with client decision-makers critical to the business
9. Managing a portfolio of alliance, strategic, and key accounts, responsible for increasing orders and profit share
10. Representing multiple BU service lines to clients as needed
11. Providing intelligence on key competitors
12. Selling the capabilities and differentiation frameworks of the business unit
13. Serving as principal account interface and commercial negotiator for all BU sites
14. Collaborating with Scientific Leadership and Marketing to add value to account strategies and enhance Fortrea’s scientific perception
15. Working effectively with sales staff from other units to identify and win multi-unit projects
16. Developing and implementing long-term account plans
17. Leading negotiations for business unit-based MSAs and preferred provider agreements
18. Using SFDC to manage communication and document client information
19. Assisting in margin and pricing decisions with Client Services
20. Participating in proposal scope development as needed
21. Ensuring high-quality service delivery through liaison with BU management
22. Maintaining frequent personal contact with clients
23. Participating in corporate teams to build key account relationships
24. Leading client presentations

Experience:

8+ years of sales or relevant experience selling services directly to the pharmaceutical and biotech sectors, with direct interaction with mid-level and executive decision-makers.

Education / Qualifications:

• Bachelor’s degree in life sciences or business preferred
• Advanced industry knowledge
• Proven client retention skills
• Ability to manage difficult client and financial situations
• Ability to differentiate Fortrea from competitors
• Experience in developing and executing strategic business plans
• Ability to manage and motivate client-facing teams
• Negotiation experience with major clients
• Leadership experience in engaging with executives and senior client staff
• Extensive global collaboration experience
• Highly consultative approach
• Strong customer orientation
• Experience managing strategic accounts
• Knowledge of the drug development process
• Ability to influence diverse groups and individuals
• Strong financial acumen, including budgeting and financial reporting
• Proven ability to acquire, grow, and retain clients

Fortrea is proud to be an Equal Opportunity Employer. We value diversity and inclusion and do not tolerate harassment or discrimination. Employment decisions are based on the needs of our business and the qualifications of the individual.

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