Job Overview:
In this role, you’ll drive revenue growth across strategic and complex accounts through proactive outreach, smart networking, and sharp commercial execution.
You’ll be the person who connects the dots—cultivating key decision-maker relationships, building account plans that actually move the needle, and spotting “next best” opportunities not just for your business unit, but across One Fortrea. You’ll manage the pipeline like a pro, lead standout client presentations, and help shape pricing, proposals, MSAs, and preferred provider agreements—all while keeping the customer experience front and center.
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):
- A minimum of 5 years of experience in business development within the CRO or pharmaceutical industry.
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.
Pay Range: $160,000-$180,000 (The range does not include benefits, and if applicable, bonus, commission, or equity)
Benefits: All job offers will be based on a candidate’s skills and prior relevant experience, applicable degrees/certifications, as well as internal equity and market data. Regular, full-time or part-time employees working 20 or more hours per week are eligible for comprehensive benefits including: Medical, Dental, Vision, Life, STD/LTD, 401(K), ESPP, Paid time off (PTO) or Flexible time off (FTO), and Company bonus where applicable. For more detailed information, please click here.
Application deadline: September 30, 2026
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