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 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 across the globe.

Our Opportunity

Come join Fortrea's industry leading Clinical Pharmacology Services (CPS) commercial team! We are hiring a Senior Director, Business Development/Team Leader to support our strategic / key pharma accounts in the US while also leading team members to achieve sales targets for assigned accounts.

As the successful candidate, you will be tasked with generating a broad opportunity pipeline by initiating conversations and nurturing relationships with clients both individually as well as leading direct reports to do the same. In addition to this, you will have direct line management responsibility for other Business Development Directors in the CPS team.

We are seeking a motivated, self-starter who is both competitive and collaborative. As well, the successful candidate will have highly developed interpersonal and communication skills.

Responsibilities:

• Establishes nurtures and grows client relationships at the appropriate levels.
• Develops account plans and partnerships with key accounts and strategic partners.
• Provides weekly sales activity reports to management.
• Develops client call cycle to achieve objectives and sales plan; Follows up on leads.
• Provides comprehensive intelligence on key competitors.
• Sells the business unit's capabilities and differentiation frameworks.
• Recognizes and communicates sales opportunities for other business units.
• Sets and manages customer expectations.
• Collaborates with companywide resources to achieve superior customer satisfaction.
• Organizes and hosts client visits.
• Evaluates quotations for territory and provides inputs to ensure client and company requirements are met.
• Uses SFDC to manage internal communication and document territory and client information as required for the business unit.
• Responsible for Opportunity Management and accurate pipeline forecasting.
• Collaborates effectively with sales executives from other Fortrea units to bring potential opportunities to their attention and to identify and win multi-unit projects.
• Assists in determining margins and pricing with Client Services.
• Participates in proposal scope development as appropriate.
• Maintains frequent personal contact with clients.
• Participates in corporate teams to build relationships with key accounts.
• Leads client presentations
• Identifies specific client needs that can be developed into new opportunities both within the business and for other Fortrea business units.

Coach Duties/Responsibilities

• Acts as a coach/mentor and supports assigned BDDs with all functions and responsibilities outlined above
• Monitors and controls team operating expenses.
• Ability to gain respect, manage and lead fellow BDDs.
• Assists sales team in developing internal and external relationships and identifying new market opportunities.
• Functions as an advisor to BDD's, troubleshooting and resolving internal and external issues
• Develops BDD coaching/action plans as needed
• Proactively shares best practices with broader sales teams and assists in Zone meeting training.
• Analyzes industry sources to identify business opportunities and leverage Covance relationships for prospective clients.
• Manages strategic accounts and complex sales
• Coaches staff on interpretation of a RFP/quote/protocol.
• Performs quality control activities for peers and less experienced staff.
• Develops and establishes long-term account plans.
• Leads and negotiates business unit based MSA's and preferred provider agreements.

Experience:

• 8+ years (or relevant) experience selling services directly to the pharmaceutical and biotech section with direct interaction with mid-level and executive level decision makers
• Demonstrated acumen and affinity for mentoring, coaching and leading others

Education/Qualifications

• Bachelors degree in life science or business field preferred (advanced degree a plus)
• Advanced industry knowledge
• Demonstrated client retention skills
• Ability to manage difficult client and/or financial situations
• Strong working relationship with internal Fortrea management and site leadership
• Ability to differentiate Fortrea from competitors
• Experience developing and executing strategic business plans
• Ability to manage and motivate client facing teams
• Negotiation skills: direct face to face negotiating experience with major clients
• Demonstrated leadership experience in leading and presenting to executives and senior levels of the client organization
• Extensive global collaboration experience
• Highly consultative
• Strong customer orientation
• Demonstrated ability to acquire, grow and retain clients
• Knowledge of the drug development process
• Ability to influence disparate groups and individuals
• Strong financial acumen: delivering business results in a commercial environment; budgeting; financial planning and reporting.

Pay Range: $180,000-200,000 base USD

Fortrea is actively seeking motivated problem-solvers and creative thinkers who share our passion for overcoming barriers in clinical trials. Our unwavering commitment is to revolutionize the development process, ensuring the swift delivery of life-changing ideas and therapies to patients in need. Join our exceptional team and embrace a collaborative workspace where personal growth is nurtured, enabling you to make a meaningful global impact. For more information about Fortrea, visit www.fortrea.com.

Fortrea is proud to be an Equal Opportunity Employer:

As an EOE/AA employer, Fortrea strives for diversity and inclusion in the workforce and does not tolerate harassment or discrimination of any kind. We make employment decisions based on the needs of our business and the qualifications of the individual and do not discriminate based upon race, religion, color, national origin, gender (including pregnancy or other medical conditions/needs), family or parental status, marital, civil union or domestic partnership status, sexual orientation, gender identity, gender expression, personal appearance, age, veteran status, disability, genetic information, or any other legally protected characteristic. We encourage all to apply.

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