Sr. Director of Strategic Accounts - Raleigh, United States - Fortrea

Description

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.

Fortrea's Business Development team is seeking a dynamic sales professional with a relentless pursuit for exceeding internal and external client experience. This high visibility role will interact with key executive client teams and expand Fortrea's visibility and relationships within large accounts.

Job Duties:

• Works with Sales Leader in US and Client Services, Business Unit Presidents, Global Scientific Leadership, Strategic Partnering Leadership and local operational leaders to develop and execute global account strategy within targeted alliance, strategic and key accounts.

• Directly accountable for:

• Build high-level relationships

• Manages portfolio of defined alliance, strategic and key accounts; responsible for growing orders and profit share in selected accounts.

• Builds relationships with functional client decision makers critical to the business unit.

• May represent multiple BU service lines to client base.

• Provides comprehensive intelligence on key competitors.

• Sells the business unit's capabilities and differentiation frameworks.

• Principal account interface and commercial negotiator for all BU sites.

• Liaises with Scientific Leadership and Marketing to target scientific input that adds value to account strategy and deepens Fortrea's scientific perception within accounts.

• Collaborates effectively with sales staff from other Fortrea units to bring potential opportunities to their attention and to identify and win multi-unit projects.

• Develops and establishes long-term account plans.

• Leads and negotiates business unit based MSA's and preferred provider agreements.

• Accountable for communicating account plans, modification and account activity through

• Uses SFDC to manage internal communication and document territory and client information as required.

• Assists in determining margins and pricing with Client Services.

• Participates in proposal scope development as appropriate.

• Liaises with BU general management to ensure high quality delivery of services to account portfolio.

• Maintains frequent personal contact with clients.

• Participates in corporate teams to build relationships with key accounts.

• Leads client presentations.

Experience:

8+ years sales experience selling services directly to the pharmaceutical and biotech section with direct interaction with mid-level and executive level decision makers.

Education/Qualifications:

Bachelors degree in life science or business field preferred

Advanced industry knowledge

Demonstrated client retention skills

Ability to manage difficult client and/or financial situations

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

Experience managing strategic accounts

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

Demonstrated ability to acquire, grow and retain clients

Pay Range: $170,000-$190,000 base annual salary

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), Company bonus where applicable.

The application deadline is April 19 , 2024.

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.