Senior Business Development Director – Biotech

Stellenbeschreibung:

Drive revenue growth across strategic and complex accounts through proactive outreach, networking, and commercial execution
Cultivate key decision-maker relationships
Build account plans and identify next-best opportunities across Fortrea business units
Manage the sales pipeline and forecasting
Lead client presentations
Shape pricing, proposals, MSAs, and preferred provider agreements
Achieve annual sales plans and targets for assigned accounts
Establish, nurture, and grow client relationships
Develop account plans and partnerships with key accounts and strategic partners
Provide weekly sales activity reports to management
Develop client call cycles and follow up on leads
Provide intelligence on key competitors
Sell business unit capabilities and differentiation frameworks
Communicate sales opportunities to other business units
Set and manage customer expectations
Collaborate with companywide resources to achieve customer satisfaction
Organize and host client visits
Evaluate territory quotations and provide inputs
Use SFDC to manage communication and document territory and client information
Collaborate with sales executives across Fortrea units to identify and win multi-unit projects
Assist with margins and pricing with Client Services
Participate in proposal scope development
Maintain frequent personal contact with clients
Participate in corporate teams supporting key accounts
Coach and mentor Account Executives
Share best practices with sales teams and assist in Zone meeting training
Analyze industry sources to identify business opportunities
Manage strategic accounts and complex sales
Coach staff on interpreting RFPs, quotes, and protocols
Perform quality control activities for peers and less experienced staff
Develop long-term account plans
Lead and negotiate business-unit MSAs and preferred provider agreements

Requirements

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
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, including delivering business results in a commercial environment and budgeting
Minimum 5 years of experience in business development within the CRO or pharmaceutical industry
Flexibility to participate in meetings across various time zones outside core working hours
Occasionally working extended hours to meet client deliverable timelines or attend client meetings
Client base to include domestic, regional, or transatlantic responsibilities

Core Competencies

Demonstrates strong business development capabilities with a focus on strategic account management, client retention, and revenue growth in the CRO or pharmaceutical industry. Proven ability to lead negotiations, develop strategic business plans, and collaborate effectively across global teams.