Senior Business Development Dir

**Job Overview:** The statements below reflect the general responsibilities and requirements of the identified position but may not describe all the work requirements that may be inherent in the job. **Summary of Responsibilities:** * Achieves annual sales plan and sales targets for assigned accounts through proactive sales activity and networking with assigned potential and existing accounts. * 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. * Acts as a coach and mentor to AE’s within sphere of influence. * Proactively shares best practices with broader sales teams and assists in Zone meeting training. * Analyzes industry sources to identify business opportunities and leverage Fortrea 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. **Qualifications (Minimum Required):** * Bachelor’s degree in life science or business field preferred. * 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;) **Experience (Minimum Required):** * 5+ years sales (or relevant) experience selling services directly to the pharmaceutical and biotech section with direct interaction with mid-level and executive level decision makers. **Physical Demands/Work Environment:** * Flexibility to participate in meetings across various time zones outside core working hours. * Occasionally working extended hours to adhere to client deliverable timelines or attend client meetings. * Client base to include domestic, regional, or transatlantic responsibilities. Learn more about our [EEO & Accommodations request here](https://careers.fortrea.com/us/en/eeo-and-accommodations).