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):
Significant 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.
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